Head of Partnerships
Leads the build-out and scaling of partnerships function from scratch, managing partner acquisition, relationships, and infrastructure to drive revenue through scalable channels. Requires 8+ years in partnerships or channel sales, SaaS experience, and strong operational skills.
What You’ll Do
- Build and scale Miter's partnerships function from scratch — covering program design, partner acquisition, relationship management, and channel infrastructure
- Manage partner tiers, incentive structures, onboarding flows, and enablement programming
- Coordinate co-sell motions with Sales, surface integration opportunities with Product, and support co-marketing with Marketing
- Define and track core KPIs including partner-sourced pipeline, influenced ARR, activation rates, and goal attainment
- Sign first partners, establish repeatable motions, and build the infrastructure that makes partnerships a durable revenue channel
What You’ll Need
- 8+ years of experience in partnerships, business development, or channel sales, with at least 3 years in a SaaS environment and a track record of building or scaling a partnerships function
- A strategic background with experience building operational and business processes from the ground up
- Comfort architecting channel strategy, conducting market analysis, and driving execution
- Proficiency with CRM platforms, data analytics tools, and AI; ability to build operational infrastructure including deal registration, attribution tracking, and performance reporting
- Excellent relationship-building skills — someone who earns trust from external partners and internal stakeholders equally
- A bias for action, strong operator instincts, and comfort with ambiguity; you think in systems and build processes that scale beyond yourself
- Clear, direct communication skills with the ability to represent Miter to senior partners and influence cross-functional teams
- Experience in the construction industry, vertical SaaS, or workforce/payroll software is a plus
- Prior experience hiring and managing a team
Channel Partnerships Manager
Own and scale Gusto’s VC & PE partnership strategy, building programmatic ecosystem programs and serving as the primary contact for high-impact investor partners. Requires 10+ years in partnerships or venture programs with deep VC/PE familiarity.
Senior Channel Partner Manager
Own co-sell execution, partner activation, and executive relationships across Ramp's strategic technology partnerships (AWS, Microsoft, Google, Oracle). Drive pipeline, marketplace attach rates, and joint GTM initiatives with sales, marketing, and product teams.