Director of Partnerships

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

📋 Description

• Ownership of the partner program: oversee the comprehensive strategy for the partner program encompassing Solutions Partners (Registered, Silver, Gold, Platinum tiers), Core ISVs (Salesforce, HubSpot, Pipedrive), and Scaled partners — fostering partner-sourced pipeline, service-attached revenue, and partner-influenced ARR.

• Leadership of the team: recruit, empower, and cultivate a high-performing team that includes Partner Managers, Technical Enablement, Partner Marketing, and Partner Operations.

• Accountability for revenue and pipeline: develop and implement joint go-to-market plans with strategic partners to drive a qualified pipeline, co-selling initiatives, and finalized revenue; ensure the team is accountable for partner win rates and AE activation.

• Solutions partner program development: create and expand the Solutions Partner tier program (from Registered to Platinum), which includes partner progression, certification, MDF, co-marketing, and enablement frameworks.

• Strategy for ISV partnerships: maximize the potential of Core ISVs through partner marketing, co-selling, and field enablement; manage ISV pipeline and CRM channels across Salesforce, HubSpot, and Pipedrive.

• Cross-functional collaboration: work closely with Sales, Marketing, Product, Customer Success, and Revenue Operations to ensure the partner ecosystem is fully aligned with the company’s go-to-market priorities and sales strategies.

• Management of data and performance: establish and monitor the key performance indicators that matter: partner-sourced pipeline, partner service-attached revenue, partner-influenced ARR, net new active partners, referrals per partner, and the percentage of AEs actively utilizing the partner program.

• Executive-level partner relationships: represent PandaDoc at the executive level with strategic partners and cultivate the “Wealth of Knowledge” relationships that provide us with a sustainable competitive edge.

⛳️ Requirements

• Over 8 years of experience in partnerships, channel sales, or business development, preferably in the B2B SaaS sector.

• A proven history of building or significantly enhancing and scaling a partner program that achieved measurable ARR impact.

• Extensive knowledge of the complete partner ecosystem: Solutions/SI partners, ISVs, referral and affiliate programs, and marketplace channels.

• Strong revenue ownership mentality — you understand how to link partner activities to pipeline, win rates, and closed deals, holding your team accountable for those metrics.

• Experience in managing and developing a team of partner managers and cross-functional program leaders.

• Excellent collaborator across functions who can influence without direct authority in Sales, Marketing, Product, and Customer Success.

• In-depth understanding of CRM ecosystems (Salesforce, HubSpot, Pipedrive) and how ISV partnerships yield combined workflow benefits.

• Outstanding communicator and relationship builder — partners trust you rapidly, and the same holds true for your team.

🏝️ Benefits

• Employees may have the opportunity to purchase company stock or receive annual bonuses.

• Employees (along with their families) can enroll in the company’s medical, dental, vision, short & long-term disability, life insurance, FSA, and 401k plans.

• Employees will also benefit from 13.34+ hours of paid time off each month, 6 self-care days, a birthday PTO day, and 12 company-paid holidays each year.