Head of Partnerships

As Head of Partnerships, you’ll own our partnerships channel end-to-end - from defining the strategy and partner mix to driving revenue, pipeline, and long-term growth. You’ll work closely with Sales, RevOps, Marketing, Product, Legal, Finance, and CS to build a scalable and disciplined partner program.

You’ll lead the Partnerships team, build the processes and systems needed to scale the channel, and develop strong relationships with our most strategic partners.

You will:
Define, implement, and prioritize our channel strategy: which partner types we invest in and which we deprioritize, the economics and guardrails for each, the target mix, and the run-rate the channel should reach.
Be accountable for the channel's new business target and forecast, reported on a single governed revenue definition used in every recap, QBR, and target.
Own the onboarding, mentoring, development, and performance management of the partner base, from first activation through ongoing reviews, with a program that rewards partners for performance.
Own the quality of partner-sourced pipeline and its handoff into Sales, in close alignment with the AE team.
Ensure partner compliance with program terms and agreements, applied consistently regardless of partner size, and keep the channel's concentration and legacy arrangements under control.
Manage channel conflict by upholding clear rules of engagement between partners and the direct sales team, with strong internal and external communication.
Drive new monetization for the channel by developing new initiatives with Marketing, Sales, Product, Legal, and partners, across the reseller, services, technology, and startup ecosystems.
Discover new relationship opportunities in the reseller, service, and technology partner ecosystems.
Build and maintain executive-level relationships with our most important partners, and run a proactive planning process with them that sets shared performance goals and benchmarks.
Proactively examine, clarify, and validate partner needs, and be the partner community's advocate in internal planning with Marketing, Sales, Product, RevOps, CS, and Legal.
Lead, coach, and develop the partnerships team; build scalable processes; own the partner tooling and reporting stack with RevOps.
Contribute to channel management best practices and keep the program benchmarked against the market.

About you:
5+ years in partnerships, channel, or alliances at a B2B SaaS company, including 2+ years owning a partner channel's revenue number.
At least one channel strategy you defined and then implemented yourself, from diagnosis through program design to operating results.
A track record of scaling a partner program while keeping it disciplined: consistent enforcement of terms, evolving program structures over time, and focusing effort on what converts.
Fluent working with sales leadership and AEs, RevOps, Product, Legal, Finance, and CS.
Operational discipline: you document, automate, and build things a small team can run.
Experience in sales-tech, sales intelligence, or GTM tooling is a strong advantage.