Director, Strategic Partner Sales

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

📋 Description

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

• Propel bookings and annual recurring revenue (ARR) through partner-sold and partner-sourced initiatives as a quota-carrying leader.

• Be responsible for the revenue stream and ensure the commercial, operational, and strategic success of partnerships.

• Foster demand generation, enable sellers, close deals, improve conversion rates, and establish repeatable partner sales processes.

• Manage an annual bookings target exceeding $10M.

• Oversee pipeline generation, conversion, bookings, ARR, average selling price (ASP), retention, and expansion.

• Develop and implement partner account plans linked to quantifiable revenue results.

• Identify and eliminate revenue obstacles across partner go-to-market strategies, Remote's go-to-market initiatives, product offerings, processes, enablement, pricing, and operations.

• Handle commercial exceptions, pricing escalations, deal support, and channel conflicts.

• Support partner sellers in independently generating, qualifying, selling, and closing Remote opportunities.

• Create repeatable sales motions and playbooks for partner-sold, partner-sourced, and co-sold scenarios.

• Integrate Remote into the priorities, workflows, sales processes, and incentives of partner teams.

• Cultivate relationships with senior and C-level partners and conduct structured business reviews.

• Define and enhance the embedded partner go-to-market model for the portfolio.

• Discover expansion opportunities across various products, markets, customer segments, regions, and sales strategies.

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

• Facilitate cross-functional collaboration among Product, Solution Architecture, Partner Marketing, Solutions Consulting, Legal, Compliance, Operations, Customer Experience, Implementation, Revenue Operations, and Partner Success.

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

⛳️ Requirements

• Possess exceptionally sharp business judgment.

• Exhibit excellent communication skills and be a passionate advocate.

• Demonstrate strong operational rigor and the ability to develop repeatable plans, cadences, and measurable results.

• Exhibit a strong executive presence and comfort in interacting with C-level executives.

• Possess cross-functional experience with product, engineering, legal, and compliance teams.

• Ability to craft sustainable commercial proposals and negotiate assertively when necessary.

• Capable of managing through influence with significant strategic partners.

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

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

• Background in owning revenue initiatives and managing a quota or annual bookings target.

• Experience in top-tier consulting, finance, or large tech firms, as well as in B2B tech startups or scale-ups.

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

• Bonus points for familiarity with HR Tech, Fin Tech, or Embedded partnerships.

• Applications and CVs must be submitted 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, learning, and wellness (including gym memberships).

• Access to mental health support services.

• Stock options.

• Home office budget and IT equipment provided.

• Emphasis on maintaining a healthy work-life balance.

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

• Accommodation support during interviews and beyond.