Senior Director of Partnerships

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Take ownership of and enhance Crux's partnerships program as a source for partner-driven referrals and lead generation.

• Develop a tiered framework for partners that includes activation criteria, enablement initiatives, and performance metrics.

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

• Create and execute a consistent acquisition program targeting relationships with law and accounting firms.

• Identify, qualify, activate, onboard, and oversee targeted partners.

• Maintain a holistic view of partnerships to assess when to deepen, restructure, or exit relationships.

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

• Develop partner enablement, co-branded campaigns, and collaborative go-to-market strategies.

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

• Design commercial structures for partners who cannot accept revenue shares.

• Conduct market intelligence briefings and thought leadership initiatives to promote referrals and secure deals.

• Discover additional value opportunities through Crux's market intelligence sectors.

• Design and scale partner briefings, co-hosted receptions, conference activations, and regional roadshows.

• Enhance partner visibility at crucial conferences.

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

• Ensure that partner insights influence commercial strategy.

• Supervise two direct reports, create career development paths, recruit additional staff, and foster team culture.

• Collaborate with Marketing leadership on scaling the team and improving processes.

⛳️ Requirements

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

• Over 6 years of experience in leading and expanding a partnership team.

• Extensive experience in building and managing enterprise relationships with large, intricate institutional partners.

• Knowledge of internal business development dynamics, compliance challenges, billing sensitivities, and client referral behaviors.

• Experience in establishing a partnership program from a growth phase to a structured, tiered operation.

• Proven track record of owning a revenue target linked to partner-sourced pipelines.

• Skilled in developing attribution models and managing referral agreements, revenue sharing, and collaborative go-to-market strategies.

• Experience in running service- and relationship-driven partnerships rather than software sales to partners.

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

• Strong cross-functional leadership abilities across research, content, events, legal, and commercial teams.

• Experience with content-driven, event-focused, or thought-leadership-oriented partner engagement initiatives.

• Passion for leveraging AI in partnerships and a tech-forward mindset.

• Preferred: experience collaborating with law firms and tax/accounting firms, including Big 4 and AmLaw.

• Preferred: background in financial services, structured finance, tax, or capital markets.

• Preferred: knowledge of clean energy finance or the ability to quickly learn complex technical areas.

• Preferred: familiarity with energy-transition partner personas such as commodity brokers/traders, financial intermediaries, cost segregation and appraisal providers, and independent engineering firms.

🏝️ Benefits

• Remote-first operating model: work from anywhere in the US and Canada.

• Optional offices located in DC and NYC.

• Co-working opportunities available.

• Regular team offsites held twice a year.

• Comprehensive employee healthcare premium coverage; 70% subsidy for dependents.

• Complete dental and vision premium coverage for employees; 50% coverage for dependents.

• 10 company holidays each year.

• 20 days of paid time off annually.

• 401k account available (currently no matching program).

• 16 weeks of parental leave for birthing parents and 12 weeks for non-birthing parents.

• $5,000 stipend for AI learning and development.

• Discretionary annual performance bonus.

• Significant stock option offering.