Partner Development Manager
Kanopi
Sales & Business Development
Australia
About Us
Kanopi is a data-driven insurtech that pushes the boundaries of how insurance is delivered. Some of the world’s largest insurers come to us for reliable, flexible technology to create cover that protects and adapts to customers’ changing needs.
Do you want to be part of a team that is changing the way insurance reaches people? Do you want to use your commercial skills to open doors that help real customers get covered? Then you might be exactly who we're looking for.
The role
The Partner Development Manager plays a critical role in growing Kanopi's distribution network by identifying, engaging, and launching new distribution partners (DPs) across Australia. This is a hybrid business development and account management role - you will own the full partner lifecycle, from initial outreach through to integration, go-live, and ongoing relationship management.
You will be responsible for sourcing and signing new distribution partners within your assigned vertical, understanding their business model and customer base, and positioning Kanopi's embedded insurance platform as the right solution for their needs. This is not a pure top-of-funnel role: you will manage partnerships end-to-end and be accountable for the gross written premium (GWP) your portfolio generates.
We're looking for a motivated, commercially minded individual with a background in SaaS or platform sales who thrives in a startup environment, is comfortable building from scratch, and wants to grow into a senior commercial role as Kanopi scales. Importantly, this role will make active use of AI tools and agents - we expect the right person to embrace these as a core part of how they work, not as an afterthought.
Please note that this role is Melbourne or Sydney-based with the flexibility of hybrid working.
Responsibilities
Proactively identify and engage prospective distribution partners through outbound research, LinkedIn, industry events, and referral networks.
Own the full partner sales cycle — from initial outreach and qualification through to commercial agreement, technical integration, and first policy sold.
Develop a deep understanding of each partner's business model, customer base, and distribution capability, and tailor Kanopi's value proposition accordingly.
Conduct compelling product demonstrations and presentations that articulate Kanopi's embedded insurance platform to non-insurance audiences.
Build and manage a pipeline of qualified partner opportunities in HubSpot, maintaining accurate stage progression and forecasting.
Work closely with Kanopi's product, engineering, and operations teams to ensure smooth partner onboarding and integration.
Achieve KPIs including number of DPs signed, DPs launched (live), and GWP generated within your portfolio.
Maintain strong ongoing relationships with active distribution partners, acting as their primary point of contact and identifying opportunities for growth within the partnership.
Leverage AI tools and agents to accelerate your outbound motion — researching prospects, personalising outreach at scale, and streamlining top-of-funnel activity so you can spend more time on high-value conversations.
Represent Kanopi at relevant industry events and through social media, particularly LinkedIn.
Provide regular pipeline and performance reports to the CEO.
Maintain and update internal systems and databases accurately and consistently.
What We’re Looking For
Experience
At least 3 years in a sales, business development, or partnerships role, with a track record of sourcing and closing new business.
A proven track record of selling B2B software or technology platforms (SaaS, fintech, or marketplace experience strongly preferred).
You've managed deals or partnerships end-to-end - not purely top-of-funnel.
A background in partnerships, channel, or ecosystem sales (e.g. managing resellers, referral partners, or platform integrations).
You've worked at a high-growth startup or scale-up (e.g. Xero, a fintech, or a SaaS startup).
Exposure to insurance, financial services, or embedded finance is highly regarded.
Familiarity with API-based or platform integration sales is also a great advantage!
Skills
Experience with CRMs is a must! (Ideally HubSpot).
Exceptional communication and interpersonal skills - you can build genuine rapport with founders, product leads, and commercial teams via phone, video, and in person.
The ability to quickly understand a partner’s business and identify where Kanopi creates value for them and their customers.
Strong outbound prospecting and lead qualification skills.
Commercially sharp - able to structure and negotiate simple commercial agreements.
Excellent pipeline management and organisation - comfortable managing multiple partners at different stages simultaneously.
Comfortable using AI tools in your day-to-day workflow — or genuinely curious and motivated to learn. We use AI agents to support outbound prospecting and process automation, and we expect you to lean into that.
A coachable attitude with a genuine desire to learn and improve.
Approach to Work
A self-starter — you don’t wait to be told what to do next.
Highly motivated by commercial outcomes and proud of the pipeline you build.
Comfortable with ambiguity and change — we’re a startup and things evolve quickly.
A strong work ethic and the resilience to push through long sales cycles and navigate objections.
Collaborative — you work well within a small, tight-knit team and share learnings openly.
Willing to travel occasionally (domestic only).
Why Join Us?
This is a rare opportunity to shape the company's commercial trajectory.
You'll have real ownership and autonomy. This isn't a role where you're handed a script and a list - you'll define the playbook.
The partnerships you sign today will become the foundation of a scaled distribution business tomorrow.
You'll work closely with the CEO and founding team on building the foundation for the next stage of growth.
We're an AI-forward team - you'll have access to tools and agents that make you meaningfully more effective, not just marginally faster.
Don’t stop reading yet
If you’re excited about this role but aren’t sure if you tick all our boxes, please send in your application anyway. We know from research that women and other people from underrepresented, minority, or marginalised backgrounds often only apply if they think they meet all the criteria, but please don’t let that stop you from applying. We’d really love to hear from you and to see what unique skills and experience you’d bring to the role, even if it is not everything we have listed above.
Our Values
At Kanopi, we live by our values every day:
Human: We treat people like people - with empathy, curiosity, and respect - whether they’re teammates, customers, partners, or end users.
Dependable: We make sure you can always count on us, and we rely on you to do the same.
Intentional: We act with purpose - making thoughtful decisions that stay true to our mission and lead to meaningful outcomes.
Driven: We care deeply about what we do - always pushing ourselves to grow, improve, and reach ambitious goals.
Impactful: We create positive change through everything we do - from the big picture to the small things that matter.
Benefits
Things you might want to know about us:
We offer a warm and collaborative work culture with big-time vision. Our aim is to create an environment in which everyone is included in decisions and opportunities, regardless of your role, age, or how long you've been with the company. Everyone's opinion is welcome, and we're firm believers in discussions and radical candor.
Equity package as a valued member of the company.
We trust our people. This means we focus on outcomes and provide a truly flexible workplace. So if you need some time to go to the gym during quiet times, want to break up your day to look after your kids, or feel like going for a walk around that 3pm slump, it’s all fine. We have team members around the globe, so you may need to attend an early morning or early evening meeting occasionally.
You will work alongside an experienced team who will challenge you every day (and expect you to challenge them back).
We’re big fans of learning new things, which is why we give you the support and professional development to help you achieve your career goals, learn and grow. We offer time and support to take courses, read books, or attend events, and we have a career development framework in place.
We value flexible work and healthy boundaries. That’s why we support the right to disconnect. While some after-hours availability may occasionally be required — for example, to respond to critical system issues, urgent client queries, or time-sensitive project needs — we aim to keep this to a minimum and always prioritise balance.