Senior Director – Strategic Technology Partnerships

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

📋 Description

• Take ownership of the strategy and maturity roadmap for technology partnerships, ensuring alignment with enterprise growth goals and product priorities.

• Create and implement the Technology Partner Program, which includes defining benefits, technical and commercial requirements, and go-to-market entitlements.

• Develop frameworks for integration evaluation, prioritization, partner lifecycle management, and program return on investment.

• Manage partner reporting through the Partner Relationship Management system, tracking sourced, influenced, and co-sell opportunities, integration adoption, attach rates, scorecards, and dashboards.

• Produce technical documentation, solution briefs, sales playbooks, co-marketing templates, and certification materials.

• Identify and recruit strategic platform partners in areas such as legal technology, enterprise applications, AI/ML, and other relevant categories.

• Create inbound partner strategies and scaled long-tail ecosystem initiatives, including API documentation, SDK tooling, sandbox access, automated vetting processes, partner directories, and community office hours.

• Negotiate partnership agreements that address technical scope, service level agreements, security, data management, go-to-market responsibilities, marketplaces, referrals, and revenue sharing.

• Collaborate with Engineering to prioritize integrations and ensure accountability for successful integration delivery.

• Manage the presence on marketplaces such as Salesforce AppExchange, Microsoft AppSource/Azure Marketplace, Slack App Directory, and iPaaS directories.

• Establish co-selling strategies, account mapping, deal registration processes, rules of engagement, and sales enablement initiatives.

• Lead co-marketing efforts and partner communications, including webinars, case studies, launch content, conferences, newsletters, briefings, and executive roundtables.

• Advocate for partner needs within the Product team, coordinate launches, gather feedback, and promote roadmap items that are critical to partners.

⛳️ Requirements

• Minimum of 8 years of experience in technology partnerships, ecosystems, business development, or channel management in B2B SaaS environments.

• Ideally experienced in developer tools, APIs, infrastructure, applications with significant integration surfaces, or AI/ML platforms.

• Demonstrated experience in building programs from the ground up.

• Proven ability to manage high-touch strategic platform partnerships and scaled, self-serve long-tail ecosystem strategies.

• Track record of generating measurable revenue, customer acquisition, adoption, or retention impacts through integrations.

• Experience with marketplaces in at least one significant ecosystem.

• Proficient in reading API documentation and understanding authentication, webhooks, data models, and integration architectures.

• Background in developer ecosystems.

• Knowledge of SOC 2 requirements, data residency, permissioning, and enterprise security assessments.

• Familiarity with legal AI, legal technology, contract lifecycle management, or AI application-layer technologies is a considerable advantage.

• Must have the legal right to work in the United States or Canada.

• Willingness to travel for customer visits, working sessions, and offsite events, up to 25% of the time.

🏝️ Benefits

• Equity opportunities.

• Up to 10% travel for team members who do not have an office location.

• Regular coworking sessions.

• Customer dinners.

• Team and company offsites.

• Hub model and in-person collaboration.

• Reasonable accommodations for applicants with disabilities.