# Head of Partnerships & Channel Sales - San Francisco Bay Area

**Company:** [Flagright](https://hotfix.jobs/companies/flagright)
**Location:** Santa Clara, CA
**Role:** Partnerships
**Experience:** 5+ years
**Skills:** B2B SaaS, Fintech, Partnerships, Channel Sales, Partner Enablement, Go-to-Market Strategy, Sales Collateral, ROI Analysis, Executive Relationships, Strategic Negotiations
**Posted:** 2026-03-18

> Leads partnerships and channel sales to build and scale a high-impact partner ecosystem in North America, driving partner-sourced pipeline and revenue through recruitment, enablement, and co-selling. Requires 5+ years in B2B SaaS partnerships, ideally fintech, with channel sales experience.

## Job Description

## Key Responsibilities

### Revenue & Pipeline Ownership
- Responsible for partner-sourced pipeline across North America
- Track and optimize partner performance, including pipeline contribution, deal progression, and revenue outcomes

### Partner Ecosystem Development
- Build, scale, and manage a high-impact partner ecosystem across consultancies, system integrators, technology platforms, and industry advisors
- Identify, recruit, and activate high-value partners that consistently generate qualified pipeline
- Build and maintain strong executive relationships across key partner organizations

### Go-to-Market & Partner Enablement
- Develop and execute joint go-to-market initiatives with partners, including events, webinars, campaigns, and targeted introductions
- Enable partners with clear positioning, training, and sales collateral to effectively represent Flagright in the market
- Design and implement structured partner programs, incentives, and engagement models that drive consistent performance

### Product & Strategic Collaboration
- Identify and drive integration and product collaboration opportunities that strengthen distribution through the partner ecosystem
- Provide strategic insights to leadership on ecosystem opportunities, market dynamics, and partner-driven growth levers

### Team Leadership & Scaling
- Build, lead, and develop the partnerships function, including managing and scaling a team of Partnerships Managers
- Recruit, onboard, and mentor top partnerships talent

## Requirements
- 5+ years of partnerships experience within B2B enterprise SaaS, ideally across fintech, payments, banking, compliance, risk, or financial infrastructure
- 2+ years of experience in channel sales and partner enablement
- Proven track record of building and scaling high-impact partnerships that drive measurable revenue outcomes
- Strong strategic thinking with the ability to navigate complex stakeholder dynamics and align diverse incentives
- Experience operating in cross-functional, global environments, with the ability to build trust across teams, cultures, and time zones
- Excellent executive presence, with strong communication, negotiation, and presentation skills
- Ability to translate strategy into clear execution plans and operate effectively in ambiguous, fast-moving environments
- Data-driven mindset, with the ability to measure partnership ROI, analyze performance, and identify optimization levers
- Based in the Bay Area with the right to work in the USA

## What we offer
- Housing subsidy for those living within 1 mile of the office
- Leadership position with direct influence on Flagright’s partnership strategy and focus
- Reports directly to the CEO
- Product with clear, real-world differentiation
- High-bar environment focused on execution, learning, and continuous improvement
- Get equity from day 1 at a Y Combinator startup
- Work alongside a highly competent, top-tier team, including professionals from Y Combinator, ex AWS, and Palantir
- Enjoy a low-bureaucracy environment, minimal meetings, and an asynchronous communications culture

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**Apply:** https://hotfix.jobs/jobs/acc16daf-3174-4f1f-b9bd-9acfa6edc279
**Canonical:** https://hotfix.jobs/jobs/acc16daf-3174-4f1f-b9bd-9acfa6edc279