Head of Partnerships

What You Will Do
Define and own the global partnerships strategy, covering partner segmentation, prioritisation, tiering, commercial model, lifecycle, operating cadence, and go-to-market approach
Take direct accountability for meeting partnership-sourced and partnership-influenced pipeline and revenue targets
Lead and grow strategic partner relationships, including technology platforms, agencies, solutions partners, and referral and ecosystem partners globally
Build joint value propositions and go-to-market plans that drive mutual growth, pipeline, and revenue; develop co-sell and co-marketing motions in close collaboration with Sales, Marketing, Customer Success, and Revenue Operations
Champion partners internally across Sales, Customer Success, Marketing, and Product, ensuring teams understand where and how partners can help Lokalise win
Build, own, and continuously improve the partner lifecycle: from identification and qualification through onboarding, enablement, activation, and performance management
Recruit and enable new partners across priority markets, with a primary focus on EMEA and the US
Lead, coach, and develop your team; represent Lokalise at key industry events and ecosystem forums, with occasional travel required

What You Must Have
Proven track record of building and scaling partnerships in a B2B environment, owning the function end-to-end, from strategy and segmentation through to recruitment, enablement, activation, and consistent delivery against commercial targets
Experience building joint go-to-market plans, co-sell motions, and co-marketing activity with technology partners, cloud partners, or solutions partners
Strong commercial acumen with clear evidence of generating pipeline and revenue through partner channels
Strong prioritisation skills, with the judgement to focus on the partners and motions that can materially move the business
Experience working with product and technical teams to support integration, technology, and platform partnerships
Experience managing or developing others, with the ability to build a high-performing team while remaining close to the work and willing to execute directly
Exceptional stakeholder management and relationship-building skills, with the ability to build trust and influence at C-suite and executive level, both internally and externally
Comfortable leveraging AI tools and approaches in your work, with a proactive mindset to explore and apply AI in ways that enhance productivity, decision-making, and go-to-market impact

It’s a Plus If You Have
Experience working with agencies, systems integrators, digital consultancies, CMS partners, DXP partners, or marketing technology ecosystems, and helping them build services around a new product proposition
Experience building or scaling a partnerships programme from the ground up
Prior experience in localization technology, AI-enabled SaaS, content automation, or digital experience ecosystems
Familiarity with partner management platforms or CRM tools (e.g., Salesforce, PartnerStack)