Equals Group PLC
Senior Affiliate Partnerships Manager
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About Equals
Equals is the next-generation global money movement platform built for exceptional businesses operating across borders. We bring international payments, embedded finance, and more together into a single connection that simplifies operations and strengthens financial control. With deep expertise and integrated infrastructure, Equals turns financial complexity into reliable solutions.
With our headquarters in London and teams around the UK and Europe, you will join a very close-knit, talented and supportive team from various backgrounds who believe that bringing different perspectives together helps us understand our customers' needs. United, by one thing, making money management straightforward and cost-effective for our customers.
About the role
Equals works with a network of around 300 affiliates who introduce customers to us: accountants; brokers; consultancies and industry specialists. A small number of them drive the majority of our referred revenue, and this role owns that top tier.
You will hold a portfolio of our most valuable affiliates and be accountable for what they refer. That means the relationship, but it also means the commercials: the rate they are on; when their agreement is renewed; and whether the deal still works for both sides. You will be the person who notices trends and what to do about it.
Our affiliates and the clients they introduce are rarely straightforward. Many of them work in complex or non-traditional sectors, or trade across jurisdictions we see less often, and we are looking for someone who already knows those markets, who has worked with businesses like these before and understands how money moves through them. You will also need to understand the onboarding journey each affiliate’s clients go through with us, what we ask for, why we ask for it, and where cases slow down, so that you can set expectations properly on both sides and get referrals through to live.
Affiliates are a growth area for Equals, and this is a part of the business we are still building out. You will have a real say in how the programme is run, how we segment and service our affiliates, how we make it easier for them to refer, and what good looks like for the team as it grows. You will not own the sales cycle, once a referred customer is qualified a named salesperson takes it forward, and you own the affiliate relationship, the escalation and the outcome.
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Responsibilities
- Own a portfolio of top-tier affiliates and deliver a monthly and annual target for referred revenue.
- Build and own an account plan for each affiliate, what they refer today, what they could refer, and what is stopping them.
- Bring your knowledge of the sectors your affiliates operate in, including industries and jurisdictions that need more thought than a standard case, and use it to hold a credible conversation with the affiliate and their clients.
- Know the onboarding journey your affiliates put their clients through, what we ask for, why, and where cases stall, and work with Onboarding and Compliance so that journey fits the sector the affiliate works in.
- Run regular performance reviews with each affiliate, covering referral volume, conversion, commission earned and the pipeline ahead.
- Negotiate and renew commercial terms, commission structure, rate reviews, exclusivity and term, protecting margin while keeping the affiliate engaged.
- Own the agreement lifecycle across your portfolio: what is signed, what is due for renewal and when.
- Own commission accuracy for your portfolio. Check what we are paying, challenge what looks wrong, and work with Finance, Data and Product to get it right and keep it right.
- Design and build the processes this part of the business needs - how affiliates are onboarded, serviced, reviewed and reported on. A lot of this is new ground, and you will be expected to define the way of working, document it and get other teams to adopt it.
- Forecast referred volume and revenue accurately at affiliate level in HubSpot.
- Qualify referred opportunities, hand them to the named salesperson, and hold the follow-up to account, keeping the affiliate informed through to a decision.
- Build the material that makes affiliates productive, enablement packs, onboarding guides, contact cadence by affiliate type, and the reporting we and they rely on.
- Report monthly to management, with a root-cause view of why the book has performed as it has.
- Represent Equals with affiliates at industry events and partner forums.
Your Profile
Skills & Experience
- Has managed a portfolio of referral, introducer or affiliate partners against a revenue target, ideally in payments, FX, fintech or financial services.
- Brings genuine experience of complex and non-traditional industries, and of clients trading across a range of jurisdictions: knows how these businesses operate and how money moves through them.
- Understands customer onboarding and due diligence well enough to guide a partner through what we need and why, set realistic expectations for their clients, and spot where a journey has to work differently for a particular sector.
- Confident negotiating commercial terms and holding a line on rate.
- Strong with data, can work through commission, volume and margin and turn it into a clear view of where the value sits.
- Knows enough about international payments and card issuing to be credible with a partner and useful to their customers.
- Can build a pricing or commission model that works for both sides and protects revenue over the long term.
- Has built or reshaped a process before, comfortable designing a new way of working, writing it down, and getting other teams to adopt it.
- Disciplined with CRM and process, using HubSpot, Notion and Slack to keep activity and pipeline visible.
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Attitude & Behaviours
- Self-motivated and proactive, sets up their own activity rather than waiting to be directed.
- Comfortable having the commercial conversation face to face: agreeing terms; reviewing them as the relationship develops; and keeping the partner with them through it.
- A builder. Happy designing the way of working as much as following it, in a part of the business that is still taking shape.
- Excellent communicator, comfortable presenting to a partner’s leadership and to ours.
- Pragmatic: combines control; process and governance with agility in a fast-moving environment.
Our Values
- Make it happen
- Succeed together
- Be the customer
- Go beyond
- Diversity & inclusion
Equals is committed to building a workplace where everyone can be themselves. We actively welcome different perspectives, backgrounds and experiences, and we'll work with you to understand what you need to do your best work. We're an equal opportunities employer and proud of it.
We offer hybrid working across our teams, balancing time in the office — for collaboration, events and the relationships that make work rewarding — with the flexibility to work remotely where roles allow.
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