Partner Development Manager – Strategic Partnerships

This is a fully remote position, open to applicants in Arizona, +11 more states.

📋 Description

• Identify, target, and recruit new referral, marketplace, and strategic partners.

• Develop and implement a partner acquisition strategy that aligns with revenue and product priorities.

• Create a robust pipeline of high-impact partners that contribute to:

• Direct revenue generation.

• Channel support and distribution.

• Expansion of the product ecosystem.

• Lead the complete deal execution process, which includes:

• Commercial terms.

• Revenue share models.

• Partnership frameworks.

• Act as the main negotiator for all new partner agreements and renewals.

• Collaborate closely with the Legal team to structure and finalize contracts.

• Ensure that agreements are in line with the company’s financial and strategic goals.

• Manage partner-sourced pipeline targets and their revenue contributions.

• Monitor and report on partner performance and return on investment (ROI).

• Foster accountability among partners to achieve measurable business outcomes.

• Oversee and track partner progress using suitable tools, ensuring transparency and effectively communicating impact to all relevant internal stakeholders.

• Utilize market insights, competitive intelligence, and customer needs to shape partner strategy.

• Identify any gaps in products, distribution, or capabilities and find partners to address them.

• Convert external trends into actionable partnership opportunities.

• Work alongside Product teams to align on integrations and ecosystem priorities.

• Collaborate with Sales and Channel teams to ensure successful conversion of partner-sourced opportunities.

• Partner with Marketing to facilitate partner launches and go-to-market activations.

• Serve as a key liaison between external partners and internal teams.

⛳️ Requirements

• 5–10+ years of experience in partnerships, business development, or channel roles.

• Demonstrated success in a hunter role focused on acquiring net-new partners, rather than just account management.

• Outstanding negotiation skills with a proven track record in structuring complex deals.

• Experience in managing or influencing contracts, commercial terms, and partner economics.

• Strong history of driving pipeline growth and revenue through partnerships.

• Ability to collaborate cross-functionally with Legal, Product, Sales, and Marketing teams.

• Preferred experience in HCM, HR tech, payroll, or related SaaS ecosystems.

• Familiarity with CRM/PRM systems and proficiency in essential tools such as Salesforce.

• Excellent strategic thinking skills with the capability to translate market insights into actionable execution.

🏝️ Benefits

• Comprehensive health, life, and disability insurance.

• Generous leave policies that encompass 4 weeks of vacation, 12 company holidays, parental leave, and volunteer time off for a balanced quality of life.

• 401k plans featuring up to a 6% company match.

• $2000 Paid-Paid Vacation bonus.

• Employee Assistance Program (EAP) through Headspace.

• Explore all our benefits designed to support you.