Head of Partnerships

• As Head of Partnerships, you’ll own our partnerships channel end-to-end - from defining the strategy and partner mix to driving revenue, pipeline, and long-term growth
• You’ll work closely with Sales, RevOps, Marketing, Product, Legal, Finance, and CS to build a scalable and disciplined partner program
• You’ll lead the Partnerships team, build the processes and systems needed to scale the channel, and develop strong relationships with our most strategic partners
• Define, implement, and prioritize our channel strategy: which partner types we invest in and which we deprioritize, the economics and guardrails for each, the target mix, and the run-rate the channel should reach
• Be accountable for the channel’s new business target and forecast, reported on a single governed revenue definition used in every recap, QBR, and target
• Own the onboarding, mentoring, development, and performance management of the partner base, from first activation through ongoing reviews, with a program that rewards partners for performance
• Own the quality of partner-sourced pipeline and its handoff into Sales, in close alignment with the AE team
• Ensure partner compliance with program terms and agreements, applied consistently regardless of partner size, and keep the channel’s concentration and legacy arrangements under control
• Manage channel conflict by upholding clear rules of engagement between partners and the direct sales team, with strong internal and external communication
• Drive new monetization for the channel by developing new initiatives with Marketing, Sales, Product, Legal, and partners, across the reseller, services, technology, and startup ecosystems
• Discover new relationship opportunities in the reseller, service, and technology partner ecosystems
• Build and maintain executive-level relationships with our most important partners, and run a proactive planning process with them that sets shared performance goals and benchmarks
• Proactively examine, clarify, and validate partner needs, and be the partner community’s advocate in internal planning with Marketing, Sales, Product, RevOps, CS, and Legal
• Lead, coach, and develop the partnerships team; build scalable processes; own the partner tooling and reporting stack with RevOps
• Contribute to channel management best practices and keep the program benchmarked against the market

Benefits

• Stock Options
• Work from anywhere in the world (except for region-specific roles)
• Enjoy health insurance support, anywhere
• Access our annual offsite in a secret location
• Grow, learn, and thrive with an annual learning budget

• At least one channel strategy you defined and then implemented yourself, from diagnosis through program design to operating results
• Experience in sales-tech, sales intelligence, or GTM tooling is a strong advantage
• A track record of scaling a partner program while keeping it disciplined: consistent enforcement of terms, evolving program structures over time, and focusing effort on what converts
• 5+ years in partnerships, channel, or alliances at a B2B SaaS company, including 2+ years owning a partner channel’s revenue number
• Operational discipline: you document, automate, and build things a small team can run
• Fluent working with sales leadership and AEs, RevOps, Product, Legal, Finance, and CS