Director, Partner Acquisition

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

📋 Description

• Lead and expand the channel partnerships team to encompass 6–8 professionals across various verticals.

• Take ownership of pipeline management, signing, activation, and handoff objectives.

• Define the Ideal Customer Profile (ICP), sourcing strategies, and deal structures for each vertical.

• Develop and implement a replicable vertical partnership playbook.

• Personally engage in converting intricate, multi-stakeholder partnership agreements.

• Establish and uphold pipeline discipline, including stage gates, forecasting, Salesforce maintenance, and funnel metrics.

• Propel referral, co-selling, and co-marketing agreements across Engine Travel and Spend.

• Negotiate partnerships that are commercially viable, covering economics, commitments, and activation plans.

• Manage time-to-activation, cohort activation rates, and transitions to Partner Growth.

• Coordinate with Sales, Marketing, Finance, and Legal teams to facilitate the progression from term sheet to launch.

• Recruit, train, and nurture channel talent.

• Report directly to the VP of Business Development.

⛳️ Requirements

• Over 10 years of experience in channel sales or partnerships.

• More than 5 years of experience leading and scaling quota-carrying teams.

• Ideally experienced in high-growth sectors such as SaaS, fintech, marketplaces, or travel technology.

• Demonstrated history of converting complex, multi-stakeholder deals personally.

• Proven track record of building teams that consistently achieve signing and activation goals.

• Experience in creating playbooks and scaling teams from the ground up.

• Proficient in pipeline management, forecasting, stage discipline, tier conversion, time-in-stage, activation cohorts, and production versus projection metrics.

• Proficiency in Salesforce.

• Experience in selling and structuring referral, co-selling, and co-marketing partnerships.

• Familiarity with GPOs, trade associations, marketplaces, franchise networks, and ERP/technology partners.

• Strong commercial negotiation capabilities.

• Ability to leverage AI and automation to enhance output.

• Bonus: Experience with two-sided marketplaces, embedded/API distribution, or corporate cards and spend management.

🏝️ Benefits

• Equity opportunities for all employees.

• Potential for annual bonuses or commissions based on the role.

• Hybrid model offering fully remote or office-based environments based on role requirements.

• Comprehensive benefits package; a full list is available at engine.com/culture.