Director, Strategic Partner Sales

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

📋 Description

• Take charge of the commercial achievements and ongoing partnerships with Remote’s key embedded partners.

• Propel bookings and annual recurring revenue (ARR) through partner-sold and partner-sourced initiatives.

• Oversee the revenue stream and ensure the commercial, operational, and strategic success of partnerships.

• Assist partners in generating demand, empowering sellers, closing deals, enhancing conversion rates, and establishing repeatable sales strategies.

• Manage commercial results and a portfolio of Remote’s largest embedded HR technology collaborations.

• Carry an annual bookings goal exceeding $10M.

• Supervise pipeline creation, conversion rates, bookings, ARR, average selling price (ASP), retention, and expansion efforts.

• Develop and implement partner account strategies linked to measurable revenue outcomes.

• Identify and address revenue obstacles across go-to-market (GTM), product, processes, enablement, pricing, and operations.

• Handle commercial exceptions, pricing escalations, deal assistance, and channel disputes.

• Cultivate partner sellers’ capabilities to autonomously generate, qualify, sell, and close Remote opportunities.

• Establish repeatable partner-sold, partner-sourced, and co-sold strategies and playbooks.

• Integrate Remote into partners’ priorities, workflows, sales processes, and incentives.

• Manage relationships with senior and C-level partners, ensuring partnership health.

• Conduct structured business reviews, providing performance insights, decisions, next steps, and ownership.

• Define, evaluate, and enhance the embedded partner GTM model across the portfolio.

• Create playbooks for demand generation, enablement, sales processes, seller activation, deal support, quarterly business reviews (QBRs), and performance management.

• Identify opportunities for expansion across products, markets, customer segments, regions, and sales strategies.

• Oversee, mentor, and develop partner account managers and embedded sales leaders.

• Coordinate with Product, Solution Architecture, Partner Marketing, Solutions Consulting, Legal, Compliance, Operations, Customer Experience (CX), Implementation, Revenue Operations (RevOps), and Partner Success.

• Escalate decisions, resource requirements, product changes, and requests for executive support.

⛳️ Requirements

• Exceptionally strong business acumen.

• Outstanding communication skills and a persuasive advocate.

• High operating rigor; adept at transforming ambiguity into repeatable plans, cadences, and measurable outcomes.

• Strong executive presence with comfort engaging C-level executives.

• Ability to work collaboratively across functions, including product, engineering, legal, and compliance.

• Capable of crafting sustainable commercial proposals and managing negotiations.

• Proficient in influencing strategic partners’ sales, marketing, product, and leadership teams.

• Experienced in building, hiring, and leading a high-performance team.

• Willingness to travel 20–40% of the time.

• Proven track record in owning revenue operations and achieving revenue targets.

• Background in top-tier consulting, finance, or major technology firms, as well as experience in B2B tech startups or scale-ups.

• Experience in establishing and managing new businesses, products, or sales strategies.

• Bonus: familiarity with HR Tech, Fin Tech, or embedded partnerships.

• Submit your application and CV in English.

🏝️ Benefits

• Work from anywhere.

• Flexible paid time off.

• Flexible working hours (we operate asynchronously).

• 16 weeks of paid parental leave.

• Budget for co-working spaces, as well as learning and wellness (including gym memberships).

• Mental health support services.

• Stock options.

• Home office budget and IT equipment provided.

• Prioritization of life-work balance.

• Employee resource groups (Women, Disability, Queer, Minorities in Tech).

• Accommodations available during interviews and beyond.