Job Details
Director, Partners
2025-09-11 Fonoa San Francisco,CAWho We Are
We're a fast-scaling software startup redefining how businesses solve complex challenges. Our platform is helping enterprises transform and simplify critical operations, and as we accelerate growth, we're looking for a dynamic VP of Partners & Alliances to build and lead our global partner ecosystem.
This is a senior leadership role for a strategic thinker who's equally comfortable rolling up their sleeves. If you're passionate about building from the ground up, forging high-impact partnerships, and scaling revenue through innovative go-to-market strategies, we want to hear from you.
The Role
As VP of Partners & Alliances, you'll own our global partner and alliance strategy, focusing on scaling revenue through consultancies, system integrators (SIs), ISVs, and software partners. This is a foundational role with both strategic and execution responsibilities—you'll build a scalable partner program, lead a high-performing team, and collaborate closely with Sales, Marketing, Product, and Customer Success to drive indirect growth.
You'll define how we partner, who we partner with, and how we win together.
Key Responsibilities
Strategic Leadership
- Define and execute the global Partners & Alliances strategy in line with company growth objectives.
- Build and scale a high-performing team covering SI, consultancy, ISV, and software alliances.
- Develop innovative GTM strategies, working closely with Sales and Marketing to drive partner-sourced revenue.
- Build structured, scalable programs for different partner types (SI, consultancy, ISV, technology).
- Identify, recruit, and nurture strategic global partners.
- Shape joint business plans and co-sell models to drive mutual success.
- Own partner revenue targets: partner-sourced, partner-influenced, and joint GTM pipeline.
- Ensure partners are enabled, engaged, and positioned to drive both sales and implementation success.
- Collaborate with internal revenue teams on joint selling strategies and strategic deal support.
- Build and manage partner operations infrastructure (processes, CRM, partner portals, enablement).
- Regularly analyze partner performance metrics and adjust strategies accordingly.
- Influence internal product and GTM strategies based on partner and market insights.
- Recruit, mentor, and lead the Partnerships & Alliances team.
- Act as a senior leader across the business, contributing to broader GTM and leadership strategy.
- Foster a partner-first culture, embedding partner success as a growth lever across the company.
- Proven of experience in partnerships and alliances within B2B SaaS/software.
- Proven leadership experience, having built and scaled global partner programs.
- Strong background in developing consultancy/SI alliances and software/ISV partnerships.
- Commercially minded, with experience owning indirect revenue targets and driving partner pipeline growth.
- Skilled negotiator with experience structuring complex strategic agreements.
- Deep understanding of indirect sales motions, co-sell models, and technology integrations.
- Experience in startup or scale-up environments with a builder's mindset.
- Exceptional leadership, relationship-building, and cross-functional collaboration skills.
- Strategic Leadership Role: Be a core member of our leadership team, shaping company growth.
- Own & Build: Full ownership of our global partner ecosystem from strategy to execution.
- Equity Participation: Significant equity upside as a key leader in our growth journey.
- High Impact: Drive meaningful growth and work on market-defining solutions.
- Collaborative Team: Work with smart, ambitious colleagues in a transparent, low-ego culture.