VP Global Ecosystem

Introduction to Demandbase: 

Demandbase is the leading account-based GTM platform for B2B enterprises to identify and target the right customers, at the right time, with the right message. With a unified view of intent data, AI-powered insights, and prescriptive actions, go-to-market teams can seamlessly align and execute with confidence. Thousands of businesses depend on Demandbase to maximize revenue, minimize waste, and consolidate their data and technology stacks - all in one platform.

As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have offices in the San Francisco Bay Area, Seattle, and India, as well as a team in the UK, and allow employees to work remotely. We have also been continuously recognized as one of the best places to work in the San Francisco Bay Area including, “Best Workplaces for Millennials” and “Best Workplaces for Parents”!

We're committed to attracting, developing, retaining, and promoting a diverse workforce. By ensuring that every Demandbase employee is able to bring a diversity of talents to work, we're increasingly capable of living out our mission to transform how B2B goes to market. We encourage people from historically underrepresented backgrounds and all walks of life to apply. Come grow with us at Demandbase!

About the Role:

The VP of Global Ecosystem will be responsible for building, leading, and expanding a robust ecosystem of partners that accelerates customer success, drives market expansion, and fuels revenue growth. This executive leader will define and execute the partner ecosystem strategy, deepen strategic alliances, and ensure alignment between partners, product, sales, and customer success teams.

Key Responsibilities:

• Partner Ecosystem Strategy & Leadership
  
  
• Define and lead the global ecosystem strategy across Technology Partners and Service Providers
• Establish partner segmentation, go-to-market models, and co-selling/co-marketing strategies.
• Build a scalable operating model to support partner recruitment, onboarding, enablement, and performance tracking.
  
  
• Partner Development & Management
  
  
• Identify, recruit, and nurture partnerships with technology developers in the data, signal, marketing, sales and customer success software segments, as well as service providers that advise companies on advertising, marketing and demand generation strategies.
• Build executive-level relationships with key partners to drive mutual value creation.
• Own joint business planning, alliance governance, and partner-led revenue targets for Powered By products
• Build a marketplace of pre-built partner integrations that are available to Demandbase customers within the platform
  
  
• Go-to-Market & Enablement
  
  
• Collaborate with sales, product, and marketing to launch joint solutions, integrations, and market initiatives.
• Drive partner education, certification, and enablement programs to ensure ecosystem readiness.
• Enable Technology Partner partners to integrate, validate and be listed in the Demandbase marketplace
• Support field teams with partner sales plays, pipeline development, and deal acceleration.
  
  
• Cross-Functional Alignment
  
  
• Work closely with Product, Customer Success, and Marketing teams to integrate partner capabilities into the customer journey.
• Advocate for partner needs in product roadmap discussions and support technical integration initiatives.
  
  
• Measurement & Optimization
  
  
• Define KPIs and success metrics for the Technology Partner and Service Provider ecosystem programs.
• Track partner contribution to pipeline, revenue and customer success
• Continuously optimize programs, incentives, and engagement models based on performance data.
  
  

Qualifications:

• 10+ years of experience in partnerships, business development, or ecosystem leadership in a high-growth SaaS or enterprise software company.
• Proven success building partner programs with technology companies
• Strong understanding of SaaS GTM models, cloud platforms, and B2B sales cycles.
• Executive presence with ability to influence internal and external stakeholders at all levels.
• Strategic thinker with excellent operational, analytical, and communication skills.
• Experien