Director of Partnerships

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

📋 Description

• Develop the partnership strategy and create a target partner map for the Single Event and Mass Tort segments, as well as new verticals.

• Initiate, negotiate, and finalize relationships with MSOs, multi-office and national firms, legal-tech and case management platforms, along with industry associations.

• Oversee the negotiation of partnership, referral, vendor, and integration agreements, focusing on commercial terms, referral economics, exclusivity, and service expectations.

• Serve as the executive sponsor for key partners, leading joint business planning and regular business reviews.

• Identify opportunities for integrations, co-selling initiatives, and co-marketing with Product.

• Manage the strategy, growth, and overall health of the referral and channel partner network.

• Recruit new referral and channel sources while nurturing existing partner relationships.

• Carry and accurately predict a revenue target for partner-sourced and partner-influenced business.

• Create and oversee a pipeline in HubSpot, from target research and outreach to qualification and closing.

• Conduct discovery, qualification, and multi-stakeholder deal cycles; collaborate with Account Executives and transition signed agreements to Customer Success.

• Provide Sales Development and Account Executives with partner plays, talk tracks, co-sell materials, and training resources.

• Monitor partner-sourced pipeline, attribution, program health, and ROI within HubSpot.

• Develop partner referral materials, co-branded resources, training, and enablement processes.

• Propose and manage the partnerships budget effectively.

• Coordinate pipeline routing, marketing collaboration, customer onboarding and retention, and executive reporting.

• Represent Zipliens at conferences and industry events, and host or speak at partner and peer gatherings.

• Stay informed about the referral, vendor, MSO, and legal-tech landscape to identify new channel and alliance opportunities.

⛳️ Requirements

• Over 7 years of experience in partnerships, strategic alliances, channel sales, or enterprise business development, preferably in B2B services, legal tech, or the personal injury legal ecosystem.

• Proven history of originating, negotiating, and finalizing strategic partnerships with enterprise or multi-entity organizations, and structuring those agreements with Legal support.

• Demonstrated capability in building or scaling a referral or partner program from an early stage, achieving measurable revenue outcomes.

• Strong track record of quota-carrying sales performance, consistent attainment, and experience managing complex multi-stakeholder deal cycles with accurate forecasting.

• Solid sales process and CRM discipline, with preferred hands-on experience in HubSpot for pipeline tracking and partner attribution.

• Exceptional relationship-building skills with executive presence, credibility with attorneys, law firm leadership, MSO, vendor executives, and internal leaders alike.

• Ability to create structure in ambiguous situations and work autonomously, while collaborating across Sales, Customer Success, Marketing, Product, and Legal.

• Experience in coaching or enabling teammates; people leadership experience is a plus.

• Willingness to travel for partner relationship development and industry events (up to 40%+).

• Candidates must be authorized to work in the United States without requiring employer-sponsored visa support, now or in the future.

🏝️ Benefits

• Private Health Care Plan (Medical, Dental & Vision).

• Company HSA contributions for HDHP participants.

• Flexible Spending Accounts (Health & Dependent Care).

• Company-Paid Short-Term Disability Coverage.

• Voluntary Long-Term Disability, Life, AD&D, and Supplemental Coverage Options.

• 401(k) Plan with Company Match.

• Paid Time Off (Vacation, Sick Time & Select Holidays).

• Paid Parental Leave.

• Opportunity for a discretionary bonus.