Director, Partnerships

Primer exists to make the world a safer place.  We do this by providing trusted decision-ready AI to the world's most critical organizations.  Our software enables leaders, operators, and analysts to better understand the changing world around us in real time and make informed decisions when the stakes are high.  Primer has offices in San Francisco, Pasadena, CA and Arlington, VA.  For more information, please visit https://primer.ai/

We’re hiring a Director, Partnerships to support and scale strategic alliances across the federal ecosystem. This role is a high-impact   opportunity to drive revenue growth by deepening collaboration  with Federal Systems Integrators (FSIs), prime contractors and key ecosystem partners. You will work closely with Primer Account Executives and cross-functional teams to source, influence, and accelerate pipeline through partner-led and partner-influenced opportunities. Your success will be measured in part by the contribution of partnerships to top-line revenue. 

We’re hiring this Director, Partnerships to be based in the Washington, D.C. metro area and requires in-office presence in Primer’s Arlington, VA location.

Role Responsibilities - How You Will Make an Impact:

• Own and grow strategic relationships with assigned partners, acting as the primary point of contact and trusted advisor
• Develop and execute joint go-to-market (GTM) strategies with FSIs and teaming partners aligned to Primer’s federal priorities
• Drive measurable partner-sourced and partner-influenced revenue by identifying new pursuits, aligning with AE teams, and supporting deal closure
• Embed Primer into key capture, proposal and delivery efforts to create net-new revenue opportunities
• Lead regular account mapping, pipeline reviews, and strategy sessions with partners to align on winnable pursuits and ensure deal momentum
• Represent Primer at government and partner events to increase visibility, build new relationships, and open new channels for revenue
• Create and deliver enablement materials (in collaboration with Marketing), tailored to the federal partner ecosystem
• Manage teaming agreements, OTAs, and contracts in collaboration with Legal and Deal Desk
• Provide timely  market and partner intelligence  to inform Primer’s federal GTM and product strategy
• Support executive engagements and represent Primer in high-level meetings with partners and prospective teaming organizations
• Use established process and design new ones where necessary to support repeatable, scalable partner-driven revenue growth

Relevant Skills and Experiences:

• 8+ years of experience in partner management, strategic alliances, or federal business development, with a proven track record of driving joint pipeline and supporting the close  of complex deals
• Deep knowledge of the federal contracting ecosystem, particularly experience working with or selling through FSIs and teaming partners
• Demonstrated success in cross-functional sales alignment and co-selling experience
• Familiarity with procurement frameworks, teaming agreements, capture strategy, and proposal development
• Experience working with cloud service provider and other ecosystem partner programs
• Exceptional relationship-building and executive communication skills
• Ability to manage strategic GTM plans and partner program execution
• Highly organized, detail-oriented, and comfortable working in a fast-paced, ambiguous environment
• Operational rigor, including experience managing contracts, onboarding partners, and tracking performance against key metrics
• Proficiency with CRM or Partner Relationship Management (PRM) tools to track progress and measure outcomes
• A passion for Primer’s mission and a strong sense of ownership in building long-term strategic value through partnerships

The annual cash compensation range for this sales position is US $240,000 to US $300,000 (base + variable). Final compensation will be determined based on experience and skills and may vary from the range listed above.

Primer works closely with the U.S. defense and intelligence establishment. Any offer of employment is conditioned on an applicant or employee being able to meet any applicable government contract requirements. The company may rescind any offer of employment to an applicant or terminate an employee if the applicant or employee is unable to perform the functions of the position in compliance with applicable government contracts or if an applicant or employee makes a false attestation of compliance.

What We Offer

We are a series D funded company with investors from Addition, USIT, Lux Capital, Amplify