Senior Partner Development Manager

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Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place! 

We’re looking for a Senior Strategic Partner Development Manager to join our Partnerships team at Lightspeed. This role is built for a strategic operator and relationship expert who thrives on driving impact through high-value, long-cycle partnerships that move the needle. We are open to hiring remotely in the USA for this role.

You’ll be responsible for cultivating and expanding Lightspeed’s most strategic, high-impact relationships — the kind that require patience, foresight, and influence. These are not transactional partnerships; they’re ecosystem plays designed to unlock growth through joint go-to-market execution, integration, and alignment at the executive level.

You’ll work hand-in-hand with senior stakeholders across Partnerships, Product, Marketing, and Sales to craft and execute initiatives that create measurable business outcomes for both Lightspeed and our partners.

What you'll be doing:

Partnership Strategy & Sourcing

• Identify, evaluate, and prioritize technology and GTM partnership opportunities aligned to company growth strategy
• Build a robust pipeline of ISV, payments, hardware, ERP, CRM, and vertical-specific partners
• Conduct market mapping and competitive analysis to identify ecosystem gaps and opportunities
• Develop partnership business cases, including revenue potential and strategic value

Deal Structuring & Negotiation

• Lead partnership discussions and negotiate commercial terms, including referral, reseller, OEM, and integration agreements
• Define joint value propositions, revenue models, and incentive structures
• Collaborate with legal and finance to finalize agreements

Activation & Go-to-Market Execution

• Launch new partners with clear activation plans and success metrics
• Develop joint GTM strategies including co-marketing campaigns, sales enablement, and field alignment
• Enable internal sales teams on partner value propositions and workflows
• Coordinate product and engineering resources to support technical integrations

Relationship & Performance Management

• Own executive-level partner relationships
• Track and report partnership KPIs including revenue contribution, pipeline influence, and integration adoption
• Identify optimization opportunities and expansion paths
• Drive quarterly business reviews with key partners

What you need to bring:

• 7+ years of proven experience in strategic partnerships, business development, or channel strategy within a SaaS, payments, or technology environment.
• Proven ability to manage complex, multi-stakeholder partnerships from negotiation through execution.
• Strong commercial and analytical acumen, with the ability to model business cases and assess ROI.
• Proven track record of building revenue-generating partnerships
• Strong negotiation and contract structuring experience
• Demonstrated success launching and scaling GTM partnerships
• Excellent communication and presentation skills, comfortable influencing at the C-suite and VP level.
• Strategic thinker who can connect business goals to execution and navigate ambiguity with confidence.
• Strong organizational and project management skills — able to juggle multiple initiatives while maintaining focus on outcomes.
• Experience in retail, hospitality, or commerce technology ecosystems is a strong asset.
• As a global company with employees and clients outside of Quebec, fluency in English as a working language is required for this position.

Even better if you have:

• Experience developing multi-year strategic partnerships with enterprise or platform partners.
  Exposure to product integrations or API-driven partnerships.
• Knowledge of POS, payments, or retail SaaS models.

What’s in it for you?

Come live the Lightspeed experience...

• Ability to do your job in a truly flexible hybrid environment (3 days/week in office);
• Genuine career opportunities in a company that’s creating new jobs everyday;
• Work in a team big enough for growth but lean enough to make a real impact.

… and enjoy a range of benefits that’ll keep you happy, healthy and (not) hungry:

• Lightspeed RSU program (we are all owners)
• Unlimited paid time off policy
• Flexible working policy
• Health insurance
• Health and wellness bene