Senior Director of Partnerships
Leads and scales Crux’s institutional partnerships program into a measurable partner-sourced pipeline engine, managing law and accounting firm relationships, commercial structures, events, and cross-functional enablement. Requires 12+ years in partnerships or business development and 6+ years leading partnership teams.
About the job
Responsibilities
Partnership program architecture and scaling
- Own and evolve the partnerships program as a partner-sourced referral and lead-generation engine focused on legal and tax/accounting advisors.
- Build tiered partner frameworks with activation criteria, enablement programs, and performance metrics.
- Operationalize partner management in HubSpot to track referrals, attribution, partner health, and ROI.
Partner acquisition and relationship management
- Expand relationships with law and accounting firms through standardized outreach, qualification, onboarding, and activation motions.
- Manage the partnership portfolio and determine when to deepen, restructure, or exit relationships.
- Serve as the senior point of contact for key institutional partners, building peer-level trust.
- Develop partner enablement, co-branded campaigns, and joint go-to-market motions.
- Negotiate referral agreements, revenue share, and co-marketing commitments, including alternative commercial structures.
Intelligence, events, and cross-functional leadership
- Lead market intelligence briefings and thought leadership programs that drive partner enablement, referrals, and closed deals.
- Architect partner briefings, co-hosted receptions, conference activations, and regional roadshows.
- Coordinate across research, content, events, commercial, legal, policy, and revenue operations teams.
- Lead and grow a team of two direct reports while developing career paths and hiring additional staff.
Requirements
- 12+ years of experience in partnerships, business development, or alliance management.
- At least 6+ years leading and scaling a partnerships team.
- Experience building a partnership program from a growth-stage operation into a structured, tiered program.
- Track record owning a revenue number tied to partner-sourced pipeline, including attribution models and commercial terms.
- Experience with services- and relationship-based partnerships rather than software sales into partners.
- Executive presence and experience building relationships with large, complex institutional partners.
- Understanding of partner internal business-development dynamics, compliance constraints, billing sensitivities, and client referral behavior.
- Strong cross-functional leadership across teams without direct authority.
- Experience with content-led, events-driven, or thought-leadership-driven partner engagement.
- Enthusiasm for using AI to improve partnership programs and a tech-forward working style.
Nice-to-haves
- Experience partnering with law firms and tax/accounting firms, including Big 4 and AmLaw firms.
- Background in financial services, structured finance, tax, or capital markets.
Compensation and Benefits
- No salary or benefits information provided.
Skills
Partnerships, Business Development, Alliance Management, HubSpot, Referral Tracking, Attribution Models, Revenue Share, Joint Go-To-Market, Market Intelligence, Thought Leadership, Event Marketing, Cross-Functional Leadership, Enterprise Relationship Management, Artificial Intelligence, Tax Accounting
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