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 relationships with Remote's strategic embedded partners.

• Drive bookings and Annual Recurring Revenue (ARR) through partner-sold and partner-sourced initiatives while managing a quota.

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

• Assist partners in generating demand, enabling sales teams, closing deals, enhancing conversion rates, and establishing repeatable sales processes.

• Act as the senior relationship manager for the health of partnerships, executive engagement, issue resolution, and long-term growth.

• Manage commercial outcomes and oversee a portfolio of Remote’s largest embedded HR technology partnerships.

• Achieve an annual bookings target exceeding $10M.

• Supervise pipeline generation, conversion, bookings, ARR, Average Selling Price (ASP), retention, and expansion.

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

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

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

• Empower partner sellers to become increasingly self-sufficient in generating, qualifying, selling, and closing opportunities.

• Establish repeatable partner sales motions across partner-sold, partner-sourced, and co-sold opportunities.

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

• Collaborate with enablement, solutions consulting, partner marketing, and embedded sales teams.

• Lead senior relationships with sales, marketing, product, operations, and executive stakeholders.

• Conduct structured business reviews that include performance insights, decisions, next steps, and accountability.

• Define, test, and refine the embedded partner go-to-market model while creating reusable playbooks.

• Provide guidance to partners on demand generation and best practices for embedded sales.

• Identify and mitigate channel friction with Sales, Partnerships, RevOps, and leadership.

• Expand partnerships into new products, markets, customer segments, regions, and sales initiatives.

• Manage, mentor, and develop partner account managers and embedded sales leads.

• Coordinate Remote's efforts across Product, Solution Architecture, Partner Marketing, Solutions Consulting, Legal, Compliance, Operations, Customer Experience (CX), Implementation, RevOps, and Partner Success.

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

⛳️ Requirements

• Exceptional business acumen and the ability to translate complex partner goals into actionable steps.

• Excellent communication and advocacy skills.

• Strong operational discipline, including repeatable plans, cadences, and measurable results.

• Strong executive presence with confidence in engaging C-level executives.

• Ability to collaborate cross-functionally with product, engineering, legal, and compliance teams.

• Skills in deal-making and proposal development.

• Ability to influence and manage across strategic partner sales, marketing, product, and leadership teams.

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

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

• Proven experience managing revenue initiatives and achieving quotas/numbers.

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

• Experience in building and operating new businesses, products, or sales strategies.

• Bonus points for experience in HR Tech, Fin Tech, or Embedded partnerships.

• Ability to submit applications and CVs in English.

• Prior employment verification check is required.

🏝️ Benefits

• Work from anywhere.

• Flexible paid time off.

• Flexible working hours (we are asynchronous).

• 16 weeks of paid parental leave.

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

• Mental health support services.

• Stock options.

• Home office budget and IT equipment.

• Support for work-life balance.

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

• Accommodations during interviews and beyond.