Principal Partnerships Manager

We’re TheyDo, a fully remote SaaS B2B organisation, pioneering a groundbreaking software category – Customer Journey Management.

In December 2022, we secured a €12M Series A funding round, with angel investment from industry giants Intercom, Miro, and Calendly. We support and partner with renowned enterprise organisations such as IBM, Adidas, and Cisco, helping them navigate the intricate landscape of customer journey mapping.

We kicked off 2024 with a global team of 65 TheyDoers, representing over 30 nationalities across 20 countries, though this marks just the beginning.

Join our exciting journey as we scale to over 100 by the end of this year!

Partnerships at TheyDo today

With Journey Management being a different way of working in the Enterprise, a lot of change management is involved. Our partners in this case are transformation consultancies and CX agencies who help drive the journey-led motion. We’ve got a big waitlist and given the strong pull from partners, who love to enable their clients - we’re opening up the floodgates together with you.

In your first year

You will be responsible for ensuring the success of the partner ecosystem, starting with consulting firms as our first segment. Over time, partnerships might include implementation partners and 3rd party development partners. Also our GTM with our partners like Qualtrics will become part of your operation. This will mean working closely with our partners to manage and grow these relationships while helping to ensure positive outcomes for our end customers. Your job is to help shape the processes, playbooks and revenue operations related to all things partnerships.

You’ve seen what great looks like, or have done it before.

This is a lead-by-doing role to begin: you’ll be getting your hands dirty, managing Partners directly at first in order to determine that best-in-class practice that can scale in size. As you’re the founding member of partnerships, experience is essential.

What you’ll do in this role

• Shape and drive the business strategy for Partnerships at TheyDo

• Establish a best-in-class practice and strategy that enables our company to manage our partner experience

• Define & grow our partnership ecosystem at large

• Create repeatable onboarding and training and create lasting relationships with partners

• Define and hire the broader partnership team

• Collaborate with other TheyDo lead roles across Sales, Marketing, Enablement & Product to ensure our structure, content, and processes deliver a best-in-class experience.

• Drive Revenue from partners in your first year of business (TBC)

• Act as the key relationship manager with our key strategic partners

• Track and report on all success and Support KPIs and metrics

Opportunities you’ll likely work on

• Developing a cost-effective acquisition and expansion motion for Partners

• Accelerate customer expansion through our partners

• Turn TheyDo into a brand Partners love

• Work with marketing to create thought leadership content together with partners

• Launch the partner ecosystem globally

• Deliver best-in-class onboarding journeys between our customers and partners

• Work with TheyDo’s Biz Ops team to ensure Partner incentives align with the overall strategy and link to customer needs

• Work with marketing and enablement to stand up a certification academy

What you won’t do

• Act as a standalone rogue - there is a partnership motion going. The role is to expand this into formal practice that is revenue-generating

• Work on integrations - while this is an important aspect, for the first year, your focus is strategic and consulting partnerships

• Cold outbound - we have a waitlist and strong inbound from agencies and consulting firms.

• Make partnerships a silo - the ambition for the role is to embed partnerships into our core customer journeys

Your attributes and skills

• Have extensive experience working with Partners

• Comfortable in the front line. This is a lead-by-doing role, to begin with, the expectation to grow into a full manager role

• You have a bias towards action

• You love tackling ambiguous problems and shaping them into clear goals and take action.

• Leverage operational and managerial skills to bring structure and efficiency in a sometimes chaotic start-up environment

• Ability to see strategic opportunities and swiftly turn them into tactical projects and task