Strategic Partnerships Director

What You’ll Do

• Own end-to-end activation of the partner ecosystem across technology, methodology, referral, alliance, and system integrator partners — driving joint enablement, co-sell motions, and pipeline tracking for key GTM partners.
• Build and manage referral partner programs from scratch — establishing systematic cadences, pipeline tracking, attribution management for referral fees, and proactive partner-to-customer introductions.
• Build repeatable partner activation playbooks to scale the partnerships function, across onboarding, enablement, joint marketing, and revenue tracking.
• Collaborate with Sales, Partner Marketing, Enablement, Product, and Customer Success in driving partnership revenue.
• Analyze and recommend partnership structures (upfront purchases vs. discounts vs. revenue share) to maximize activation and revenue outcomes.
• Surface learnings from active partnerships to internal enablement teams to continuously improve GTM readiness.
• Collaborate with the alliances function on referral motions and targeted customer introductions, bridging top-of-funnel relationship-building with post-signature activation.
• Collaborate with executive leadership on evaluating new partnerships based on market analysis and strategic fit, and with Partner Marketing on partner communications, QBRs, and joint planning to drive engagement and productivity.

What We’re Looking For

• 4-8+ years of experience building and executing partner programs that generate measurable revenue and pipeline across technology, referral, or channel partners.
• 2–5 years of corporate finance, PE/VC, or business operations experience, giving you the first-principles analytical thinking needed to structure partnerships, evaluate tradeoffs, and build business cases.
• Demonstrated ownership of revenue or pipeline targets, with clear examples of driving partnerships to successful outcomes.
• Entrepreneurial execution mindset: comfortable building from zero, thriving in ambiguity, and shipping imperfect-but-functional v1s.
• Strong project management discipline for orchestrating cross-functional initiatives without direct authority.
• Executive presence: able to present confidently to C-suite stakeholders and partner leadership.
• Analytical fluency, including comfort leveraging AI tooling to accelerate workflows and scale output.

Nice to Have

• Prior Series B–D stage startup experience.
• Background in accounting, audit, or compliance tech.
• PE or VC investing experience.