Senior Director of Partnerships

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

📋 Description

• Take ownership of and enhance Crux's partnership program, focusing on generating referrals and leads from legal and tax/accounting advisors.

• Create tiered frameworks for partners, complete with activation criteria, enablement initiatives, and performance metrics.

• Implement partner management processes in HubSpot to monitor referrals, attribution, partner health, and return on investment.

• Develop and execute a repeatable partner acquisition strategy aimed at law and accounting firms.

• Establish standardized outreach methods, qualification criteria, and onboarding procedures.

• Maintain an overview of partnerships, assessing when to expand, restructure, or conclude relationships.

• Cultivate and strengthen institutional partner connections as the senior point of contact.

• Design partner enablement resources, co-branded marketing campaigns, and joint go-to-market strategies.

• Negotiate and oversee referral agreements, revenue-sharing arrangements, and co-marketing commitments.

• Create commercial frameworks for partners that cannot accept revenue share incentives.

• Lead the market intelligence briefing series and associated thought leadership initiatives.

• Identify ways to deliver value to partners through Crux’s market intelligence offerings.

• Architect and scale partner briefings, co-hosted events, conference activations, and regional roadshows.

• Enhance partner visibility at key industry conferences.

• Collaborate with research, content, events, commercial, legal, policy, and revenue operations teams.

• Ensure that partner insights are integrated back into commercial strategies.

• Manage a team of two direct reports, guiding their career development and hiring additional staff as needed.

• Foster a culture of operational excellence, commercial responsibility, and innovative partner engagement.

⛳️ Requirements

• Extensive experience in building and managing enterprise relationships with large, complex institutional partners, especially law firms and tax/accounting firms (Big 4, AmLaw).

• Knowledge of internal business development dynamics, compliance hurdles, billing sensitivities, and client referral practices within law and accounting firms.

• Over 12 years of experience in partnerships, business development, or alliance management.

• At least 6 years of experience in leading and scaling a partnership team.

• Proven track record in developing a partnership program from a growth stage to a structured, tiered operation.

• History of being accountable for revenue numbers linked to partner-sourced pipelines.

• Experience in creating attribution models and managing referral agreements, revenue share, and joint go-to-market initiatives.

• Background in fostering partnerships that are based on services and relationships, rather than merely software sales.

• Executive presence and the seniority to engage as a peer with partner-level counterparts.

• Strong cross-functional leadership skills, particularly in research, content, events, legal, and commercial teams.

• Experience in running content-driven, events-focused, or thought-leadership-based partner engagement programs.

• Passion for leveraging AI to enhance and accelerate partnership programs.

• Ability to merge deep relationship-building expertise with a technology-forward approach.

• Preferred: Knowledge of financial services, structured finance, tax, or capital markets.

• Preferred: Familiarity with clean energy finance or the capacity to quickly learn complex technical areas.

• Preferred: Knowledge of commodity brokers/traders, financial intermediaries, cost segregation and appraisal providers, or independent engineering firms.

🏝️ Benefits

• Discretionary annual performance bonus.

• Significant stock options offering.

• Comprehensive Employee Healthcare benefits, including partial coverage for dependents.

• A remote-first work environment.

• Optional office locations in NYC, DC, and SF.

• Work driven by a meaningful mission.