Director of Partnerships

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