Director of Partnerships

This is a fully remote position, open to applicants in Florida.

📋 Description

• Take charge of the partner program's profit and loss, encompassing partner-sourced revenue, partner-influenced revenue, partner-attached deal size, and partner contributions to the overall pipeline.

• Develop and implement a multi-year partner strategy across channels, technology, and strategic alliances.

• Strengthen strategic partner relationships, act as the executive representative for top-tier partners, create joint business plans, and facilitate co-selling initiatives.

• Create scalable systems and playbooks for onboarding partners, enabling them, co-marketing, lead routing, and quarterly business review (QBR) processes.

• Formulate and introduce ownership rules for partner versus Account Executive (AE) across partner-sourced, partner-influenced, and AE-sourced deals.

• Collaborate with the Marketing team to design and implement a partner marketing menu, including deliverables, capacity planning, and measurable outcomes.

• Coordinate planning efforts among partners, sales, audit services, marketing, and business development teams.

• Identify, qualify, and onboard strategic partners to enhance reach into target Ideal Customer Profiles (ICPs) and compliance frameworks.

• Set KPIs, create dashboards, and establish accountability systems; report on performance, progress, diagnoses, and action plans.

• Recruit, mentor, and hold accountable a small team of partner managers.

• Allocate capacity towards high-leverage work while streamlining lower-leverage activities.

• Achieve and surpass quarterly and annual revenue targets from partner-sourced and partner-influenced channels.

• Drive customer acquisition, revenue generation, and long-term account growth aligned with the company's vision and values.

• Report to the Chief Revenue Officer (CRO), participate in the revenue leadership team, and take ownership of partner metrics.

⛳️ Requirements

• Bachelor's Degree, preferably in a business-related field.

• Over 5 years of experience successfully developing and expanding channel or partner programs within Governance, Risk, and Compliance (GRC), cybersecurity, auditing, or B2B SaaS sectors.

• Proven success in advancing a partner program from a less developed stage to a scalable, revenue-generating operation, demonstrating growth in sourced revenue, partner counts, tier evolution, and co-selling activities.

• Experience in a player-coach role, managing top-tier partners while leading a small team.

• Demonstrated capacity to function as a revenue leader, owning the metrics, providing insights to the CRO, and communicating proactively.

• High agency and a builder mindset; proactive in addressing issues and proposing solutions.

• Data-driven; proficient in funnel analytics, attribution, and partner economics.

• Programmatic thinker capable of systematizing, documenting, or eliminating recurring tasks.

• Strong negotiation skills coupled with excellent analytical capabilities.

• Exceptional oral and written communication abilities.

• Highly developed organizational and time management skills, with a proven ability to complete projects effectively.

• Proven track record in managing complex business relationships, multi-party agreements, and successful programs.

• Maintains professionalism under cross-functional pressure and effectively resolves peer conflicts without executive intervention.

• Strong leadership and interpersonal skills.

• Familiarity with HubSpot, Crossbeam/Reveal, Clay, partner portals, and related revenue operations frameworks.

• In-depth understanding of, or the ability to swiftly learn about, SOC 2, ISO 27001, CMMC, FedRAMP, PCI DSS, HITRUST, and the broader compliance landscape.

• Consistently demonstrates values, principles, and a strong work ethic.

• Interest in and familiarity with technology, business operations, and strategic planning.

🏝️ Benefits

• Quarterly performance bonuses linked to pipeline generation and revenue milestones.

• Flexible Paid Time Off (PTO) along with paid holidays.

• Professional development budget for industry certifications, sales training, and conference attendance.

• Fully remote work environment with a globally distributed, high-performance team.

• Opportunity to establish an enterprise franchise at one of the fastest-growing global audit firms, recognized on the Inc. 5000 and Fast 50 lists.