Director, Partnerships

Director, Partnerships  

Date: 6.2025 

Function: Sales 

Reports to: Chief Revenue Officer 

Position Summary:

This role owns the full lifecycle of the company’s partnership function, with the primary goal of materially expanding revenue contribution from indirect channels. The Director will be responsible for optimizing the current ecosystem of partners (roughly 30% of the role) and building a scalable engine for acquiring, onboarding, and growing new partnerships (roughly 70%).

The emphasis is on strategic channel development — sourcing high-impact referral partners, integration alliances, and co-sell relationships that align with revenue targets and product-market fit. Success in the role is measured by partner-sourced and partner-influenced revenue, program scalability, partner productivity, and alignment with core GTM motions.

The role requires strong cross-functional leadership, deep understanding of B2B SaaS sales cycles, and experience designing partner programs from the ground up in a scaling environment.  

Key Responsibilities: 

 Optimize Existing Partnerships (30%) 

• Conduct a full audit of current partnerships to assess financial contribution, product fit, and GTM alignment. 
• Introduce structured governance (e.g., partner QBRs, SLAs, tiered models) to drive accountability and transparency. 
• Refresh enablement materials, update incentive structures, and re-engage dormant or inactive partners. 
• Educate and train partners as need on the value and benefit of OnBoard and eScribe Platforms 

Build and Scale New Partnerships (70%) 

• Create a proactive sourcing strategy to identify and prioritize high-potential partners (by region, vertical, or tech stack adjacency). 
• Own the full partner lifecycle: prospecting, evaluation, onboarding, enablement, and performance management. 
• Develop customized GTM plans with each partner, including co-selling motions, lead-sharing models, and joint marketing. 
• Drive scalable channel programs (VARs, referral partners, solution integrators, marketplaces) with predictable revenue contribution. 

Strategy, Enablement, and Internal Alignment 

• Define and report on KPIs like partner-sourced/influenced pipeline, partner win rates, activation time, and program ROI. 
• Lead cross-functional collaboration with Sales, Enablement, Marketing, Product, RevOps, and Finance to support partner impact across the funnel. 
• Implement or enhance PRM infrastructure (e.g., Salesforce Partner Relationship Management or equivalent) for pipeline tracking and partner communications. 
• Establish a repeatable partner training and certification process to improve sales-readiness and time-to-value.

Skills and Experience Needed:

• Bachelor’s degree required; MBA or relevant advanced degree is a plus. Equivalent experience in SaaS business development or partnerships leadership may substitute for formal education. 
• 15+ years in B2B SaaS, with at least 8-10 years focused on partnerships or channel leadership roles. 
• Demonstrated ability to build or revamp a partner ecosystem that drove $10M+ in ARR impact. 
• Experience in a scaling environment (e.g., $30M–$150M ARR) with complex sales cycles and multi-stakeholder GTM models. 
• Prior ownership of strategic partnerships with one or more of the following: systems integrators or tech partners. 
• Strong business development acumen with the ability to model partner economics (e.g., CAC payback, margin modeling). 
• Analytical mindset — fluent with partner KPIs, performance dashboards, and funnel attribution (in Salesforce or similar CRM). 
• Excellent negotiation and stakeholder management skills, including comfort in dealing with C-level execs on both sides. 
• Proven experience designing pa