Partnerships Lead

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

📋 Description

• Create partner tiers for referral partners, helpdesk and CCaaS platforms, consultancies and systems integrators, as well as private equity and venture capital portfolio networks.

• Establish tier benefits and obligations, which include referral fees or margins, enablement, co-marketing, and certification.

• Develop repeatable channels for Zendesk referral motions, platform partnerships, and investor portfolio networks.

• Generate data to assess partner value and eliminate ineffective partnerships.

• Manage Lorikeet's presence on the Zendesk, Salesforce, and HubSpot marketplaces, encompassing listings, reviews, and co-marketing efforts.

• Implement deal registration, account mapping, and handoff processes in collaboration with account executives.

• Create the partner playbook, contracts, enablement kit, and CRM attribution strategies.

• Maintain a partner-sourced pipeline target of $2M–$3M within the first 12 months.

• Provide monthly reports on partner-sourced pipeline performance to leadership.

• Report directly to the Chief Revenue Officer (CRO) and work closely with account executives, marketing, and forward-deployed teams.

• Oversee the entire partner program, from initial design to the signing of partners and realization of sourced revenue.

⛳️ Requirements

• Minimum of 5 years of experience in partnerships, channel management, or alliances within B2B SaaS companies.

• At least 2 years of experience managing a partner program or achieving partner-sourced revenue targets.

• Proven ability to build partnerships programs from the ground up.

• Experience working in early-stage companies.

• Familiarity with customer support ecosystems, including helpdesks, CCaaS platforms, systems integrators, business process outsourcing, and marketplaces, or experience in AI product partnerships.

• Proficient in negotiating referral fees, reseller margins, revenue sharing, and co-selling terms.

• Experience in launching or expanding app marketplace listings, such as those on Zendesk, Salesforce AppExchange, or HubSpot.

• Experience in co-selling with account executive teams utilizing deal registration and account mapping tools like Crossbeam or Reveal.

• Ability to empower partner teams to sell and deliver technical AI products through pitch materials, certifications, and joint customer engagements.

• Hands-on experience with Salesforce or HubSpot CRM for building partner attribution and reporting.

• Capacity to collaborate with senior platform partner leaders, consultancy executives, and private equity/venture capital operating partners.

• Experience managing partners across multiple regions or a willingness to establish a program covering the US, EMEA, and APAC.

• Experience in AI or customer support/CX technology is advantageous.

• Formal educational qualifications are not mandatory; a strong user focus and a desire to learn are highly valued.

🏝️ Benefits

• Flexible working hours.

• Promotions evaluated every six weeks.

• Unlimited access to AI tools with no usage restrictions.

• Biannual company trips to Hawaii.

• Paid approximately two-day work trial.

• A diverse and inclusive workplace environment.

• An opportunity to influence the product and company at a Series A startup.

• An informal and respectful recruitment process.