Head of Partnerships

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

📋 Description

• Establish, execute, and prioritize the channel strategy, encompassing partner types, economic models, guardrails, target composition, and channel performance metrics.

• Take responsibility for the channel’s new business objectives and forecasting using a regulated revenue definition.

• Manage partner onboarding, mentoring, development, performance evaluation, activation, feedback, and performance incentives.

• Ensure the quality of the pipeline sourced by partners and facilitate a smooth handoff to the Sales team.

• Guarantee partner adherence to program terms and agreements while managing channel concentration and legacy arrangements.

• Oversee channel conflicts and establish rules of engagement between partners and direct sales teams.

• Propel channel monetization initiatives across reseller, services, technology, and startup ecosystems.

• Identify new relationship opportunities within the reseller, service, and technology partner ecosystems.

• Cultivate executive-level relationships with strategic partners and set shared performance objectives and benchmarks.

• Advocate for partner requirements during internal planning sessions with Marketing, Sales, Product, RevOps, Customer Success, and Legal teams.

• Lead, mentor, and develop the partnerships team; create scalable processes; and manage partner tools and reporting alongside RevOps.

• Contribute to channel management best practices and benchmark the program against market standards.

⛳️ Requirements

• A minimum of 5 years of experience in partnerships, channel, or alliances within a B2B SaaS organization, including at least 2 years of responsibility for a partner channel's revenue performance.

• Proven experience in independently defining and implementing a channel strategy, from initial diagnosis to program design and operational outcomes.

• Demonstrated ability to scale a disciplined partner program, consistently enforcing terms, evolving program structures, and focusing efforts on high-converting activities.

• Proficient in collaborating with sales leadership and Account Executives, RevOps, Product, Legal, Finance, and Customer Success teams.

• Strong operational discipline: capable of documenting, automating, and building systems that a small team can effectively manage.

• Experience in sales technology, sales intelligence, or go-to-market tooling is highly advantageous.

🏝️ Benefits

• Pleasant work environment.

• Competitive salary.

• Health insurance coverage.

• Stock options.

• Annual company trip to a secret location.