Director, Strategic Ecosystems – Alliances

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

📋 Description

• Take ownership of the thesis, sequencing, and investment rationale for each ecosystem and alliance.

• Manage the sourced pipeline, Closed-Won revenue, and influenced revenue for the strategic partner portfolio in alignment with a four-quarter plan.

• Oversee 2–5 Strategic Alliances while guiding platform ecosystem owners.

• Set revenue baselines in collaboration with Finance and RevOps and address attribution gaps.

• Develop and implement seller-to-seller co-sell strategies with Sales, including account mapping, joint pursuit rules, partner logging, and pipeline evaluations.

• Manage marketplace visibility, listing quality, certification, and tier status.

• Handle ISV economics, revenue-sharing performance, and commercial agreements in partnership with Finance and Legal.

• Identify and escalate structural obstacles with proposed solutions and recommendations.

• Mentor, coach, and develop two direct reports.

• Leverage AI for account mapping, partner research, pipeline analysis, and co-sell content creation.

⛳️ Requirements

• A minimum of 8 years in partnerships, alliances, channel, or ecosystem go-to-market roles, including at least 2 years in a leadership position.

• Proven track record of managing a strategic technology or payments alliance from inception to significant, measurable revenue, preferably with a major corporate partner such as Stripe, PayPal, VISA, Salesforce, HubSpot, or Microsoft.

• Demonstrated capability to establish a co-sell motion that both parties embrace, beyond just a signed contract.

• Strong understanding of revenue-sharing models, ISV economics, and marketplace terms, with the confidence to engage with Finance and Legal.

• Executive presence with platform leadership, possessing the discernment to know when to escalate issues and when to take them in stride.

• Operational expertise in Salesforce, Crossbeam, and partner reporting, including the ability to construct and defend forecasts.

• A history of refining attribution rather than circumventing it.

• Regular utilization of AI in daily tasks and the insight to recognize where AI can solve functional challenges.

• Experience in payments, fintech, CRM, or nonprofit technology is a plus.

• Background in managing payment-network incentive agreements with acceptance, prominence, and volume-reporting responsibilities is a nice-to-have.

🏝️ Benefits

• Comprehensive Health, Dental, and Vision insurance fully covered for employees, 80% for employee plus dependents, and 70% for employee plus family.

• Flexible Spending Account (FSA) and Health Savings Account (HSA) options available.

• 20 days of vacation, 5 sick days, 11 company holidays, plus an additional floating holiday.

• 401(k) plan with a company match.

• Company-paid short-term and long-term disability, basic life insurance, and Accidental Death & Dismemberment (AD&D) coverage at 100%.

• Paid parental leave (12 weeks for primary caregivers and 6 weeks for secondary caregivers).

• Generous home office stipend to enhance your remote work environment.

• Annual professional development stipend to foster your career growth (e.g., workshops, courses, and seminars).

• Charitable giving program and paid volunteer time off with registered nonprofits.