# VP, Partnerships & Alliances

**Company:** [Launchdarkly](https://hotfix.jobs/companies/launchdarkly)
**Location:** Remote
**Role:** Partnerships
**Salary:** $321k – $520k/yr
**Experience:** 15+ years
**Skills:** Partnerships, Alliances, Channel Strategy, B2B SaaS, Salesforce, Partner Relationship Management, Deal Registration, Revenue Attribution, Co-Selling, Cloud Partnerships, Professional Services, DevOps, Observability, Artificial Intelligence, Machine Learning
**Posted:** 2026-08-21

> Leads LaunchDarkly’s global partnerships and alliances strategy across services, systems integrators, resellers, cloud, and technology partners. The executive builds the partnerships organization, scales co-sell and partner programs, and drives measurable partner-sourced pipeline and revenue.

## Job Description

## Responsibilities
- Set the global partnerships strategy, translating company and Revenue priorities into a 2–4 year roadmap and annual plan.
- Build and lead the Partnerships organization, including its operating model, talent strategy, and accountability structure.
- Direct the partnerships budget and investment priorities, measuring partner-sourced pipeline, partner-influenced revenue, and growth.
- Design partner programs across Services and SI, Resell and VAR, Cloud, and Technology partners.
- Align priority partners through account mapping, co-selling, co-marketing, and expansion.
- Establish reporting for partner-sourced and partner-influenced pipeline, revenue, forecasting, and performance.
- Roll out a scalable PRM ecosystem integrated with Salesforce, including deal registration, attribution, workflows, and data integrity.
- Develop GSI and SI service offerings with Professional Services, Customer Success, and Product.
- Expand referral, co-delivery, subcontracting, and marketplace motions.
- Build partner activation and enablement across onboarding, certifications, playbooks, demos, and seller workflows.
- Integrate partnerships into account planning, forecast reviews, QBRs, strategic deals, and Revenue operations.
- Shape joint solutions, integrations, and use cases with Product and Solutions Architecture across DevOps, AI, observability, and experimentation.
- Represent Partnerships in Revenue and company-wide planning and operating reviews.

## Requirements
- 15+ years of experience in B2B SaaS partnerships, alliances, channel, or related revenue roles.
- At least 7 years leading partnerships leaders, managers, or directors.
- Significant experience with Services, SI, or GSI partners.
- Success leading global partner strategies and building or relaunching programs across multiple partner motions.
- Experience owning partner-sourced and partner-influenced pipeline and revenue.
- Experience scaling organizations with multiple partner segments, programs, and cross-functional dependencies.
- Hands-on experience with PRM, Salesforce, deal registration, partner data, attribution, and revenue reporting.
- Experience creating GSI and SI services and scaling co-delivery, referral, subcontracting, or marketplace motions.
- Experience building co-sell programs with cloud, hyperscaler, technology, or data platform partners.
- Strong cross-functional leadership, executive presence, and commercial judgment.
- Experience in DevOps, developer tools, observability, AI and ML, or related technology ecosystems.
- Strategic, data-informed approach to prioritization, budget allocation, and operating cadence.
- Experience supporting corporate development initiatives involving strategic partners.

## Compensation and Benefits
- Zone 1 target pay: $378,000–$520,000.
- Zone 2 target pay: $340,000–$468,000.
- Zone 3 target pay: $321,000–$442,000.
- Compensation may vary based on skills, experience, and location.
- Benefits include Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.

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