Bart (Mollie) best practices for building a successful partnership function (850+ global partners, 12 FTE)

How Do You Build Revenue-Driving Partnerships at Scale? In this episode of The Nobel Podcast, we sit down with Bart Hendriksz, Lead of Technology Partnerships at Mollie, one of Europe’s fastest-growing payment service providers. Bart shares behind-the-scenes insights on building and scaling partnership teams across Europe; from turning early-stage chaos into structured, revenue-generating operations to navigating the complexity of payments within a partner-led ecosystem. Whether you’re working in sales, partnerships, or scaling a SaaS company, this conversation offers a practical look at how high-performing partnership organizations really operate. ⭐ Top 3 Takeaways from This Episode 1. Partnerships Only Work When They Drive Real Revenue Partnerships aren’t a “nice to have”; they’re a revenue engine. Bart explains how his team owns revenue targets, delivers qualified leads to direct sales, and actively co-sells with partners to create mutual, measurable commercial impact. 2. Enablement Is the Most Overlooked Growth Lever Complex products like payments can’t be resold without deep enablement. From structured onboarding and training to FAQs, joint meetings, and continuous support, Bart shares how treating partner sales teams like internal hires is key to long-term success. 3. Hire Mentality Over Experience In a distributed partnerships team, mindset beats domain knowledge. “Payment expertise can be learned; mentality cannot.” Bart looks for proactive, ownership-driven people who thrive in autonomous, remote environments and take initiative by default. Tune in to learn how Mollie builds scalable, high-impact partnerships and what it truly takes to make a partner ecosystem drive growth.