Director, Product Management - App Marketplace

Responsibilities

• Build and manage a pipeline of target marketplace partners, from major platforms to specialized vertical tools.
• Own the full partnership cycle, including sourcing, business cases, commercial terms, technical scoping, launch, and post-launch relationship management.
• Negotiate revenue sharing, payouts, exclusivity, support commitments, and related commercial agreements with Legal and Finance.
• Serve as senior relationship owner for major partners, including executive-level relationships.
• Define marketplace category strategy and identify ecosystem gaps using install data, search queries, support tickets, and agency feedback.
• Own marketplace GMV and revenue targets, forecasts, reporting, and ecosystem health metrics.
• Develop revenue levers such as revenue sharing, paid placement, bundles, and referral flows.
• Partner with Finance on multicurrency payouts, tax handling, and partner billing.
• Collaborate with GTM and Marketing on launches, announcements, in-app placement, webinars, and co-marketing.
• Build a repeatable partner launch playbook and develop reciprocal partner promotion channels.
• Work with Sales and Customer Success to drive retention and expansion through the marketplace.
• Bring partner feedback into product roadmap decisions and advocate for API or billing infrastructure improvements.
• Represent the company at developer and partner events and in executive discussions.
• Mentor and eventually build a team of partner managers.

Requirements

• 12+ years of experience in partnerships, business development, alliances, or ecosystem roles in software, with increasing scope.
• 4+ years working directly with an app marketplace, developer ecosystem, or platform partnerships program in SaaS.
• Track record of closing partnerships with established software companies and successfully launching them.
• Experience owning and delivering GMV, revenue, or pipeline targets.
• Knowledge of marketplace commercial structures, including revenue share, payouts, referral fees, and co-selling agreements.
• Technical fluency sufficient to discuss APIs, webhooks, OAuth, and integration scope.
• Strong analytical skills using install and usage data to evaluate partner performance.
• Excellent communication and executive presence.

Nice-to-haves

• Experience with B2B SaaS platforms featuring marketplaces, such as CRM, marketing automation, communications, or e-commerce platforms.
• Experience with agency or reseller business models.
• Technical background, such as a computer science degree or experience as a developer or solutions engineer.
• Experience launching partnerships across multiple regions, including multicurrency and tax compliance considerations.
• Experience building a partner program from an early stage.