Caroline Perry
Burlington,VT
Summary
Accomplished partner development manager with proven success in surpassing portfolio targets by 15% and achieving up to 230% of quarterly goals. Expertise in spearheading strategic partnerships that drive revenue growth and enhance product strategies while overseeing commercialization of new B2B and B2B2C payment products through effective growth partner distribution strategies and comprehensive partner negotiations, including upselling and cross-selling of innovative products and features.
Overview
1
1
Certification
16
16
years of professional experience
Work History
Enterprise Account Manager
Block Inc.
Burlington, VT
05.2024 - Current
- Managed portfolio of top enterprise merchants across Cash App and Afterpay, achieving 15% above annual GPV targets of ~$600 million.
- Led complex expansions and renewals through disciplined deal management, KPI tracking, and executive alignment; negotiated over 10 renewals while safeguarding margins and gross profit.
- Drove portfolio growth through product optimization, strategic expansion, and innovative marketing promotions with leading merchants like Domino's and Burger King.
- Scaled Lyft from ~$200,000 to ~$2 million in daily GPV and ~$1 billion in cumulative GPV through marketing initiatives and expansion into Afterpay.
- Successfully launched Roblox as a $2 billion+ GPV merchant, completing rollout one month ahead of schedule while increasing weekly GPV by 250% to ~$1 million.
- Collaborated with technical account management to improve Cash App pay on-file adoption via Afterpay button across major retailers; created impact analyses and sales materials.
- Advised on merchant PSP integrations while advocating for enhanced API capabilities, including incremental authorization through Stripe to improve customer experience.
Head of Partnerships
Keep Financial (funded by a16z)
Burlington, VT
04.2023 - 05.2024
- Launched and managed partnerships with large consultancies and software providers, driving partner growth by 150% in seven months.
- Led strategic planning and negotiations with integration partners, addressing technical requirements of complex deals.
- Developed and executed channel management strategy, negotiating commercial agreements that enhanced revenue potential.
- Architected and executed innovative partnership strategy for early-stage SaaS startup.
- Analyzed target payroll market size, customer needs, and competitive landscape to shape effective go-to-market strategy.
Strategic Partnerships Lead, Chowbotics
DoorDash
Denver, Colorado
01.2019 - 01.2023
- Identified and cultivated enterprise-level strategic partnerships in healthcare retail and hospitality for salad robot start-up within DoorDash.
- Accelerated revenue by 60% in healthcare sector through partnership with Aramark and over 100 local hospitals.
- Served as strategic advisor and relationship manager for partners including Aramark, Kraft Heinz, Chobani, and Hilton.
- Spearheaded partner sales strategy, launching 63 new partner locations in one quarter, resulting in tenfold increase in deliveries.
- Achieved 230% of quarterly goals, resulting in 150% portfolio growth quarter-over-quarter.
- Drove 87% quarterly volume growth through effective account planning and opportunity identification.
- Aligned partner priorities and strategies with DoorDash to strengthen collaboration and drive mutual success.
- Led team of 3 partner managers, coaching and mentoring to execute long-term account plans effectively.
Manager, Strategy & Business Operations, Government, Nonprofit & Retail
DoorDash
Denver, Colorado
04.2021 - 10.2021
- Chosen as top performer to lead growth initiatives in new non-restaurant vertical, enhancing delivery of essential goods to families in need.
- Secured three pilot partners within the first 30 days, generating 1,000 incremental daily orders and earning national press coverage.
- Spearheaded expansion into food bank delivery, launching 63 partner locations in one quarter and increasing daily delivery volume tenfold.
- Created go-to-market strategy with United Way and Feeding America, increasing adoption across hundreds of corporate partners.
- Facilitated partner webinars and training sessions to implement growth playbook and align cross-functional teams.
- Received the DoorDash Compass Award for impact and performance.
Manager, Regional Partner Strategy: Senior Strategic Partner Manager
DoorDash
Denver, Colorado
04.2019 - 04.2021
- Managed 35 strategic restaurant partners, developing business plans to drive revenue, product adoption, and long-term growth.
- Exceeded 200% of revenue and product adoption goals for four consecutive quarters while earning the highest partner NPS scores.
- Negotiated a complex seven-figure exclusivity agreement that helped DoorDash regain its market-share lead in a key region.
- Managed and coached three Strategic Partner Managers on deal development, strategic proposals, and competitive growth plans.
- Built predictive revenue models to support contract negotiations and led negotiation training across Sales and Account Management.
- Secured alignment on a new pricing strategy that improved unit economics for a key merchant by 30%.
- Developed marketing campaigns, social-impact initiatives, and new product applications to improve retention and profitability.
Strategic Business Development Manager; Director, CSI Kick Start, FinTech Accelerator
Corporate Spending Innovations (Now Edenred Pay USA)
Denver, CO
09.2016 - 04.2019
- Exceeded expectations by 180% in first quarter through building and executing GTM co-selling strategy with multidimensional partner (Concur); created channel management strategies and expectations to drive CSI and partner sales goals and created GTM campaigns across various channels with partner marketing and field sales organization
- Sourced and led the development of new market partnerships in the B2B payments space by working with market makers and selling in strategic vision; one of these partnerships, Edenred, resulted in a $600M acquisition 2 years later
Founder
CAC Consulting Group
London
01.2014 - 01.2016
- Sourced clients, managed relationships, and completed sales, marketing and operations projects for early stage startups
- Built & executed GTM strategy for Peter Gabriel's CueSongs (online music licensing startup), achieving 75% download increase; partnered with Trdr CEO to present at Fintech Sandbox Demo Day receiving top score; helped BR-DGE raise $3M seed round
Chief of Staff & Business Development Manager
Martini Inc.
San Francisco, CA
01.2012 - 01.2014
- Served as chief of staff to CEO for VC funded ad tech startup, relocated to London to support only underperforming region (EMEA) and track pipeline health on key deals to accelerate sales momentum
- Worked cross-functionally between Martini executive team and operations, product, engineering and marketing to identify an effective path to market with solutions and GTM activities
Partnerships Manager & Marketing Research Analyst
Firespotter Labs (A Google Ventures Accelerator)
San Francisco, California
01.2011 - 01.2012
- Responsible for establishing new market partnerships by working with market makers and making connections; Enrolled 800 partners (e.g., Red Robin, Umami Burger), seating 1M diners in 75 days' post-launch for Nosh List platform
Education
Bachelor of Arts - International Relations, Global Security
Brown University
01-2011
Certification
Certificates & Memberships: General Assembly Data Analytics Certificate, Accounts Payable Management Certification, The Fundamentals of AI and Machine Learning Certificate (LinkedIn Learning), Partner Leaders Member
Timeline
Enterprise Account Manager
Block Inc.
05.2024 - Current
Head of Partnerships
Keep Financial (funded by a16z)
04.2023 - 05.2024
Manager, Strategy & Business Operations, Government, Nonprofit & Retail
DoorDash
04.2021 - 10.2021
Manager, Regional Partner Strategy: Senior Strategic Partner Manager
DoorDash
04.2019 - 04.2021
Strategic Partnerships Lead, Chowbotics
DoorDash
01.2019 - 01.2023
Strategic Business Development Manager; Director, CSI Kick Start, FinTech Accelerator
Corporate Spending Innovations (Now Edenred Pay USA)
09.2016 - 04.2019
Founder
CAC Consulting Group
01.2014 - 01.2016
Chief of Staff & Business Development Manager
Martini Inc.
01.2012 - 01.2014
Partnerships Manager & Marketing Research Analyst
Firespotter Labs (A Google Ventures Accelerator)
01.2011 - 01.2012
Bachelor of Arts - International Relations, Global Security
Brown University