Director of Partnerships
Leads strategy, growth, and revenue for partner ecosystem including Solutions Partners, ISVs like Salesforce/HubSpot/Pipedrive, and Scaled Partners. Builds and manages high-performing team, drives pipeline/ARR through joint GTM, requires 8+ years B2B SaaS partnerships experience.
About the job
Responsibilities
- Own the overall partner program strategy across Solutions Partners (Registered, Silver, Gold, Platinum tiers), Core ISVs (Salesforce, HubSpot, Pipedrive), and Scaled partners — driving partner-sourced pipeline, service-attached revenue, and partner-influenced ARR
- Recruit, enable, and develop a high-performing team including Partner Managers, Technical Enablement, Partner Marketing, and Partner Operations
- Build and execute joint GTM plans with strategic partners to drive qualified pipeline, co-selling motions, and closed revenue; hold the team accountable to partner win rates and AE activation
- Develop and scale the Solutions Partner tier program, including partner progression, certification, MDF, co-marketing, and enablement frameworks
- Unlock more from Core ISVs through partner marketing, co-selling, and field enablement; own ISV pipeline and CRM channel management across Salesforce, HubSpot, and Pipedrive
- Partner closely with Sales, Marketing, Product, CS, and RevOps to ensure the partner ecosystem is tightly integrated with company GTM priorities and sales motions
- Define and own key metrics: partner-sourced pipeline, partner service-attached revenue, partner-influenced ARR, net new active partners, referrals per partner, and % of AEs actively using the partner program
- Represent PandaDoc at the executive level with strategic partners and build durable competitive advantage relationships
Requirements
- 8+ years of experience in partnerships, channel sales, or business development — ideally in B2B SaaS
- Proven track record of building or scaling a partner program that drove measurable ARR impact
- Deep familiarity with the full partner ecosystem: Solutions/SI partners, ISVs, referral and affiliate programs, and marketplace channels
- Strong revenue ownership mindset — connect partner activity to pipeline, win rates, and closed deals, and hold team accountable
- Experience managing and developing a team of partner managers and cross-functional program owners
- Excellent cross-functional collaborator who can influence without authority across Sales, Marketing, Product, and CS
- Deep knowledge of CRM ecosystems (Salesforce, HubSpot, Pipedrive) and how ISV partnerships create combined workflow value
- Exceptional communicator and relationship builder
Skills
Salesforce, HubSpot, Pipedrive, Partner Management, Channel Sales, Go-to-Market Strategy, CRM, Co-Selling, Partner Marketing, Revenue Operations
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