Head of Partnerships

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

📋 Description

• Develop and manage Kivo's partner program encompassing service providers and software vendors, from strategic planning to signed agreements and ongoing relationship oversight.

• Spearhead the creation of integrated solutions with software partners (CTMS, EDC, RIM, QMS, safety, and related categories), covering commercial frameworks, joint positioning, and integration parameters in collaboration with our product team.

• Build and enhance referral and co-selling partnerships with CROs, regulatory consultancies, and quality consultancies that cater to emerging and mid-sized biotech firms.

• Act as Kivo's representative at industry gatherings, partner forums, and client-facing discussions, fostering a robust external presence within the clinical and regulatory operations sector.

• Collaborate closely with sales, marketing, and product teams to ensure partnerships result in tangible pipeline growth, revenue generation, and customer success — beyond merely being logos on a presentation slide.

• Establish the operational rhythm, metrics, and infrastructure required for the partner function as Kivo expands.

⛳️ Requirements

• Over 10 years of experience in business development, partnerships, or strategic alliances within the life sciences SaaS software domain.

• Hands-on experience in at least one of the following areas: regulatory information management (RIM), quality management systems (QMS), trial master file (TMF), or other clinical operations software (CTMS, EDC, eISF, safety, etc.).

• Comprehensive understanding of the CRO landscape and the clinical trial market — including interactions among sponsors, CROs, and technology vendors throughout study execution and submission.

• Proven ability to identify, negotiate, and finalize partnership agreements that yield measurable commercial results (pipeline, revenue, retention, or integrated product value).

• Ability to thrive in a startup environment: creating from scratch, prioritizing effectively, and transitioning seamlessly between strategic planning and execution without losing momentum.

• Strong executive presence and written communication skills — capable of effectively representing Kivo to a CRO COO, a software CEO, or a head of regulatory at a clinical-stage sponsor.

🏝️ Benefits

• Competitive compensation

• Meaningful equity

• Remote-friendly with regular in-person collaboration and industry travel