GTM & Partnerships Manager

GTM & Partnerships Manager

Build scalable routes to new merchants through partnerships, strategic accounts and GTM channels across the Netherlands, Germany and South Africa. Own opportunities through to close and turn them into merchants, MRR and GTV.

Amsterdam (in-office) | Full-time

Markets: Netherlands, Germany & South Africa

Reports to: CCO

About SOUS

SOUS exists to give independent restaurants the same acquisition-to-retention infrastructure that only chains and delivery platforms could previously afford.

We build it as one connected data layer, replacing the fragmented stack most restaurants run today: a listings tool here, a separate storefront there, and no CRM connecting it all.

SOUS Spotlight helps restaurants get discovered as search shifts from Google links towards AI assistants recommending where to eat.

SOUS Commerce gives restaurants their own direct ordering channel, allowing them to own the transaction, the margin and, critically, the guest relationship.

Every interaction generates data that makes the next cycle of visibility, personalisation and retention stronger.

We are a team of 24 working from our headquarters on the Vijzelstraat in Amsterdam, and we are growing fast across the Netherlands, Germany and South Africa (and more regions soon).

About the role

Your goal is simple:

Bring more great hospitality businesses onto SOUS.

Partnerships are one of the biggest levers to make that happen.

Restaurants already run on a stack of tools for their POS, reservations, payments, delivery and marketing. SOUS connects into that ecosystem, which means one strong relationship with the right technology company, hospitality group or industry network can open the door to hundreds or even thousands of merchants.

But this is not a role measured by how many partnerships you sign.

We measure success in merchants, MRR and GTV.

You’ll identify the companies, platforms, hospitality groups and networks that can accelerate SOUS’s growth across the Netherlands, Germany and South Africa.

You’ll open the relationship, build the commercial proposition, develop the partnership or GTM motion, generate merchant opportunities and take those opportunities through to close yourself.

Once you’ve proven that a channel can repeatedly generate merchants, you’ll work with our country sales teams to scale it.

Partnerships is still a young function at SOUS, so you’ll have a lot of freedom to shape how we build it.

What you’ll own

Build new routes to merchants

Map the hospitality ecosystems across the Netherlands, Germany and South Africa and identify where SOUS can create leverage.

Find the technology companies, hospitality groups, platforms and networks that already have relationships with large numbers of our target merchants.

Your mindset should constantly be:

Where can we build one relationship that gives SOUS access to 10, 50 or 500 merchants?

Prioritise those opportunities and turn them into scalable commercial channels.

Build partnerships that drive distribution

Own and grow relationships across POS, reservations, payments, delivery, loyalty and hospitality software, including companies such as Lightspeed, Zenchef, Adyen, NENO and Yoco.

Source, negotiate and close integration, distribution, referral, reseller and co-selling agreements.

Build relationships beyond the partnership contact. Work with account managers, sales teams and executives to make SOUS easy for their organisation to understand, recommend and sell.

Create joint go-to-market plans, merchant campaigns and co-selling motions together with our Sales and Marketing teams.

Work with Product and Tech to prioritise integrations where they can unlock meaningful commercial opportunities.

Most importantly, turn those partnerships into merchant pipeline and revenue.

Build strategic merchant relationships

Not every opportunity needs to come through a formal partnership.

Identify hospitality groups, multi-location operators, QSRs and other strategic merchants that could represent significant opportunities for SOUS.

Open those relationships directly.

Understand their existing technology stack and commercial challenges, demonstrate how SOUS can help them acquire customers and grow their direct channels, and develop the commercial proposition.

Then take the opportunity through to close.

Own opportunities through to close

This is not a role where you simply generate introductions and hand them to Sales.

For new partnerships, channels and strategic opportunities, you’ll be expected to sell and close.

Pitch SOUS, build proposals, negotiate commercial terms and turn opportunities into signed merchants.

For a new channel, you might personally close the first 5 or 10 merchants to prove the model.

Once that channel becomes repeatable, you’ll build the process with our country sales teams so they can scale it.

Your job is not to compete with Sales.

Your job is to create leverage for Sales.

Help us grow across three markets

Our markets are at different stages, so your approach won’t be identical everywhere.

Netherlands

SOUS already has an established sales operation. Your focus will be on partnerships, strategic groups and other one-to-many channels that create leverage beyond direct sales.

Germany

Help establish the ecosystem and routes to market that can accelerate our growth alongside our local commercial team. Build technology relationships, strategic accounts and new distribution channels while helping us understand what a scalable German GTM motion looks like.

South Africa

Work alongside our local market team to identify technology partners, hospitality groups and other strategic relationships that can accelerate our entry and growth in the market.

Across all three, the question is the same:

What is the fastest, most scalable route to more transacting SOUS merchants?

How we’ll measure success

Ultimately, new merchants are the scoreboard.

We’ll measure:

• Partner and BD-sourced signed merchants
• Partner and BD-sourced transacting merchants
• New MRR generated
• New GTV generated
• Qualified merchant pipeline created
• Conversion from opportunity → signed merchant → transacting merchant
• Revenue and merchant productivity generated per active partner or channel

We’ll also track strategic partnerships and new channels as leading indicators.

But a partnership only matters if it creates commercial outcomes.

What you bring

You combine commercial instinct with strategic thinking.

You can look at a market, understand its ecosystem and figure out where SOUS should focus.

But you don’t stop at strategy.

You open doors. You build relationships. You pitch. You negotiate. You close.

You’re equally comfortable talking to the founder of a hospitality technology company, presenting to a multi-location restaurant group, training a partner’s sales team and sitting down with an operator to close a deal.

Ideally, you bring:

• Experience in partnerships, business development, sales or account management, ideally within B2B SaaS, fintech, food-tech or hospitality technology
• Strong commercial skills and a track record of turning relationships into tangible business outcomes
• The ability to build relationships from account-manager level through to founders and executives
• A structured approach to pipeline, follow-up and execution
• The ability to work across Sales, Marketing, Product and Tech
• An entrepreneurial mindset and comfort operating without a predefined playbook
• Fluent English. German or Dutch is a strong plus
• An existing network across hospitality technology, payments or restaurant software is a strong plus

What success looks like

Within your first month at SOUS, you should be able to answer:

Which 20 relationships could have the biggest impact on SOUS across our markets?

Which partners could give us access to hundreds or thousands of relevant merchants?

Which strategic hospitality groups should we be going after directly?

What does SOUS need to offer to unlock those opportunities?

Which acquisition motions are working well enough to scale through our country sales team?

And… Have I brought in my first 4 merchants myself?

And then go and make it happen.

The ambition isn’t to build the biggest partnership ecosystem.

It’s to build scalable routes to market that bring hundreds, and eventually thousands, of new hospitality businesses onto SOUS.

Your team

You’ll report directly to our CCO & Co-founder and work alongside our country Sales teams and central Marketing team.

You’ll also work closely with Product and Tech to identify and build the integrations that can unlock meaningful distribution opportunities.

You’ll be based at our headquarters on the Vijzelstraat in Amsterdam, giving you direct access to the team while building relationships across the Netherlands, Germany and South Africa.

Compensation & benefits

• Competitive salary based on experience
• Uncapped bonus structure tied to commercial performance
• 25 holiday days plus Dutch public holidays
• 8% holiday allowance
• Working side by side with the team at our headquarters on the Vijzelstraat in Amsterdam city centre
• Direct access to an experienced leadership team
• Laptop and the tools you need to do your best work
• An ambitious team of food lovers, great lunches and the occasional canal trip
• The opportunity to build a function that can become one of SOUS’s most important growth engines

If you’re excited by the idea of building relationships that can unlock entire markets, while still being close enough to the commercial action to personally turn those opportunities into customers, we’d love to hear from you.

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