# Sr. Director of Partnerships

**Company:** [Crux](https://hotfix.jobs/companies/crux)
**Location:** Remote
**Role:** Partnerships
**Experience:** 12+ years
**Skills:** HubSpot, partner relationship management, partnership strategy, Business Development, alliance management, referral agreements, revenue sharing, Go-to-Market Strategy, pipeline attribution, market intelligence, Thought Leadership, event strategy, Cross-Functional Leadership, AI
**Posted:** 2026-08-04

> Leads and scales a partner-sourced pipeline program built around institutional relationships with law and tax/accounting firms. The role requires 12+ years in partnerships or business development, 6+ years managing teams, and expertise in referral programs, commercial terms, attribution, and senior stakeholder engagement.

## Job Description

## 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.

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