Sr. Director of Partnerships

Responsibilities

Partnership Program Architecture & Scaling

• Own and evolve Crux's partnerships program as a partner-sourced referral and lead-generation engine focused on legal and tax/accounting advisors.
• Build tiered partner frameworks with clear activation criteria, enablement programs, and performance metrics for each tier and persona.
• Partner with Operations to operationalize partner management in HubSpot, including referral tracking, attribution, partner health, and ROI reporting.

Partner Acquisition & Portfolio Expansion

• Build and run a repeatable partner acquisition program for law and accounting firm relationships.
• Identify, qualify, and activate target firms.
• Develop standardized outreach, qualification criteria, and onboarding motions.
• Maintain a portfolio view of partnerships and determine when to expand, restructure, or exit relationships.

Enterprise Relationship Management

• Build and deepen relationships with institutional partners, serving as the senior point of contact for Big 4 and AmLaw firms.
• Develop partner enablement, co-branded campaigns, and joint go-to-market motions.
• Negotiate and manage referral agreements, revenue sharing, and co-marketing commitments.
• Establish commercial structures for partners unable to accept revenue-share incentives.

Intelligence- and Events-Led Engagement

• Lead the strategic direction of market intelligence briefings and thought leadership that drive partner enablement, referrals, and closed deals.
• Identify opportunities to provide partners additional value through Crux's market intelligence offerings.
• Partner with Events to scale briefings, co-hosted receptions, conference activations, and regional roadshows.
• Drive partner-facing presence at key conferences with a defined strategy for each.

Cross-Functional Orchestration

• Coordinate across research, content, events, commercial, legal, policy, and revenue operations teams.
• Ensure partner insights inform commercial strategy.

Team Leadership

• Lead two direct reports across relationship coverage, events and operations, and enablement.
• Develop career paths and hire additional team members as the program scales.
• Build a culture of operational rigor, commercial accountability, and creative partner engagement.
• Partner with Marketing leadership on team scaling, process improvement, and culture.

Requirements

• Deep experience building and managing enterprise relationships with complex institutional partners, particularly law firms and tax/accounting firms, including Big 4 and AmLaw firms.
• Understanding of law and accounting firm business-development dynamics, compliance constraints, billing sensitivities, and client referral behavior.
• 12+ years of experience in partnerships, business development, or alliance management.
• 6+ years leading and scaling a partnerships team.
• Experience building a partnership program from growth stage into a structured, tiered operation.
• Track record of owning a revenue number tied to partner-sourced pipeline.
• Experience building attribution models and managing referral agreements, revenue share, and joint go-to-market programs.
• Experience running services- and relationship-based partnerships rather than selling software into partners.
• Executive presence and seniority to operate as a peer to partner-level counterparts.
• Strong cross-functional leadership across teams without direct reporting relationships.
• Experience with content-led, events-driven, or thought-leadership-driven partner engagement.
• Enthusiasm for using AI to accelerate and improve partnerships programs.
• Ability to combine deep relationship expertise with an AI- and technology-forward approach.

Nice-to-Haves

• Financial services, structured finance, tax, or capital markets experience.
• Understanding of how law and accounting firms operate within deal structures.
• Clean energy finance knowledge or demonstrated ability to learn complex technical domains quickly.