Director, Product Management – App Marketplace, Partnerships

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

📋 Description

• Develop and maintain a pipeline of prospective partners, spanning from major platforms to specialized vertical tools.

• Manage the entire partnership lifecycle, from initial discussions and business case development to commercial negotiations, technical specifications, launch, and ongoing relationship management.

• Negotiate contracts that encompass revenue sharing, payouts, exclusivity, and support obligations in collaboration with Legal and Finance teams.

• Act as the primary relationship manager for key partners, including establishing executive-level connections.

• Establish marketplace ecosystem strategies and category priorities encompassing CRM, payments, scheduling, creative solutions, telephony, and AI.

• Perform gap analysis utilizing install data, search queries, support tickets, and feedback from agencies.

• Transform identified marketplace gaps into targeted lists and formal partnerships.

• Set standards for high-quality, actively engaged partners.

• Take ownership of marketplace GMV and generated revenue; establish targets, forecast performance, and report outcomes to leadership.

• Create revenue-driving strategies including revenue sharing, paid placements, bundles, and referral pathways.

• Monitor ecosystem health metrics such as installations, active usage, partner retention, revenue per partner, and overall revenue retention.

• Collaborate with Finance on multi-currency payouts, tax management, and partner invoicing across various regions.

• Partner with GTM and Marketing for launch announcements, in-app promotions, agency communications, webinars, and co-marketing initiatives.

• Develop a repeatable playbook for partner launches.

• Identify reverse-channel opportunities through partner audiences.

• Collaborate with Sales and Customer Success teams to enhance customer retention and expand relationships.

• Incorporate partner and market insights into the product roadmap and advocate for priorities related to API or billing infrastructure.

• Represent HighLevel to developer and partner communities at events and during executive discussions.

• Mentor and eventually create a partner management team.

⛳️ Requirements

• Over 12 years of experience in partnerships, business development, alliances, or ecosystem roles within the software sector, demonstrating progressive growth in responsibilities.

• At least 4 years of direct experience with an app marketplace, developer ecosystem, or platform partnerships program in a SaaS environment.

• Proven success in securing partnerships with prominent software companies and facilitating their launch.

• Experience with commercial ownership of GMV, revenue, or pipeline targets, along with a strong record of meeting those targets.

• Familiarity with marketplace commercial structures, including revenue sharing, payouts, referral fees, and co-selling agreements.

• Sufficient technical knowledge to engage in discussions regarding APIs, webhooks, OAuth, and integration scopes.

• Strong analytical skills to assess partner performance using installation and usage data.

• Exceptional communication skills and presence in executive settings.

• Experience in a B2B SaaS platform with a marketplace is a plus.

• Familiarity with the agency or reseller model is an advantage.

• A technical background, such as a Computer Science degree or experience as a developer or solutions engineer, is beneficial.

• Experience in launching partnerships across various regions, including handling multi-currency transactions and tax compliance, is advantageous.

• Experience in establishing an early-stage partner program is beneficial.

🏝️ Benefits

• Strategic influence with visibility at the highest levels of the organization.

• Genuine ownership of marketplace strategy, deals, GMV, and revenue generation.

• Collaboration with seasoned engineering, product, data, and GTM teams.

• Opportunity to create a partner management team as the ecosystem grows.

• Global, remote-first work culture.

• Chance to learn the complexities of scaling a B2B SaaS startup.

• Opportunity to develop significant products that impact customers.

• Well-funded and profitable organization.

• Energetic, innovative work environment focused on continuous improvement and employee well-being.