Senior Director of Partnerships

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

📋 Description

• Establish and develop Sweed’s revenue-generating partner ecosystem from the outset.

• Formulate and implement the partnership strategy across key markets.

• Identify organizations and professionals that influence dispensary openings and technology choices.

• Cultivate relationships with consultants, licensing attorneys, accounting firms, agencies, associations, construction and hardware suppliers, as well as other service providers in the cannabis ecosystem.

• Determine partner categories and markets that present the highest commercial potential.

• Personally oversee key partner relationships.

• Develop referral, reseller, and co-selling programs.

• Create compelling value propositions for different partner categories.

• Train partners to effectively position Sweed, recognize qualified opportunities, and facilitate introductions.

• Develop onboarding materials, partner playbooks, and engagement strategies.

• Collaborate with the Sales team on follow-up for partner-generated leads.

• Work alongside Marketing on campaigns, webinars, events, regional activations, and co-marketing initiatives.

• Drive qualified partner-generated leads into HubSpot.

• Collaborate with RevOps to monitor partner-sourced and partner-influenced activities.

• Establish rules for attribution, referral eligibility, incentives, and dispute resolution.

• Create CRM views, dashboards, and reports for tracking partner activities, leads, pipeline, doors, and revenue.

• Set recruitment and lead-generation objectives at the market and category levels.

• Assess partner performance and allocate resources to maximize commercially viable relationships.

• Recommend resources and build a dedicated team as the channel expands.

• Report to the CRO while collaborating with Sales, RevOps, and Marketing.

• Within the first 6–12 months, establish the partnership strategy, identify priority markets, cultivate active partnerships, enhance access to dispensary openings, create visibility in HubSpot, establish reporting mechanisms, and strategize team scaling.

⛳️ Requirements

• Over 8 years of experience in B2B SaaS partnerships, channel development, business development, or roles focused on revenue generation.

• Proven track record of successfully building a partner, referral, reseller, or ecosystem-led growth model from an early stage.

• Strong personal history of generating qualified pipelines and revenue through partnerships.

• Experience in building relationships with senior external stakeholders and industry influencers.

• Ability to merge strategic thinking with practical execution, including market research, direct outreach, networking, negotiation, and follow-up.

• Robust understanding of sales processes, lead qualification, attribution, and CRM practices.

• Capability to establish structure, priorities, and operational processes in environments with minimal existing frameworks.

• High levels of ownership, independence, urgency, and accountability.

• Excellent communication skills and executive presence.

• Willingness to travel to foster relationships and represent Sweed in priority markets.

• Extensive knowledge of the cannabis retail ecosystem and an established network, or significant partnership and commercial leadership experience in closely related vertical SaaS markets.

• Relevant experience with POS systems, payments, operational software, physical-location businesses, competitive vertical SaaS, partner ecosystems, consultants, associations, agencies, or service providers.

🏝️ Benefits

• Competitive salary with a variable component tied to partnership outcomes.

• Flexibility of a remote-first work environment.

• Company-sponsored travel opportunities.

• Comprehensive medical insurance.

• Dental insurance coverage.

• Vision insurance options.

• Life insurance benefits.

• Short-term disability insurance.

• Generous paid time off (PTO).

• Paid holiday benefits.

• Unique opportunity to build the Partnerships function from the ground up.

• Potential for growth into VP-level leadership as the partner channel and team expand.