VP of Alliances

AcuityMD is a software and data platform that accelerates access to medical technologies. We help MedTech companies understand how their products are used, why customers vary, and identify opportunities for physicians to better serve their patients. Each year, the FDA approves ~6,000 new medical devices. Our platform helps MedTech companies get these products to physicians more effectively so they can improve patient care with the latest technology. We're backed by Benchmark, Redpoint, ICONIQ Growth, and Ajax Health.

We’re seeking a Vice President of Alliances to build and lead our partnerships strategy from the ground up. This executive will be responsible for developing and managing strategic relationships with enterprise ecosystem players, including platforms, consulting/advisory firms, and technology partners.

What makes this role unique: we are specifically looking for a former SaaS sales leader who has carried a quota, managed enterprise sales teams, and closed seven-figure deals — someone who understands the complexity of enterprise SaaS sales cycles and can translate that into a world-class alliances strategy.

This is a high-visibility role with direct impact on ARR growth, GTM execution, and the long-term success of our enterprise ecosystem strategy.

Team Mission

We are building a best-in-class Commercial Team and establishing a repeatable go-to-market motion. We are hiring a team of high-caliber Enterprise SaaS sales, marketing, and customer success professionals to thoughtfully engage VPs, General Managers, and other corporate decision-makers across the Medical Device Industry. Our Commercial Team takes a proactive, consultative, and high-touch approach when working with customers, investing heavily in pre-sales through onboarding and training to ensure customers are on the road to success from Day 1.

Responsibilities

Partnership Strategy & Development

• Develop and own the company’s alliances strategy with a focus on enterprise ecosystem players.
• Identify, negotiate, and secure strategic partnerships that expand our enterprise reach and enhance our value proposition.
• Build executive-level relationships with partner organizations and act as the senior point of contact.

Revenue Impact & Deal Influence

• Establish joint business objectives, GTM motions, and revenue targets with each partner.
• Carry an overlay ARR quota tied to sourced and influenced revenue from partner channels.
• Join enterprise sales cycles alongside AEs when partners are engaged, ensuring alignment, deal acceleration, and increased win rates.

Operational Excellence & Enablement

• Build joint account planning, co-selling, and co-marketing programs with strategic partners.
• Partner with Sales Ops/RevOps to design KPIs, track sourced/influenced pipeline, and report on ROI.
• Share competitive insights and market intelligence from the ecosystem back into Sales, Marketing, and Product.

Cross-Functional Leadership

• Collaborate with Marketing to drive joint campaigns, events, and demand-generation initiatives.
• Partner with Product and Customer Success to inform integration roadmaps and expand customer value.
• Represent the company at key ecosystem partner events and industry conferences.

Your Profile

• Experience: 12+ years in B2B SaaS, with at least 5 years of enterprise sales leadership (e.g., RVP, VP Sales, or Head of Enterprise Sales) plus experience in alliances, partnerships, or business development.
• Ecosystem Knowledge: Deep familiarity with major enterprise platforms (Salesforce, Snowflake, AWS, etc.), global system integrators (Deloitte, Bain, Accenture), and technology alliances.
• Track Record: Proven ability to source, close, and influence multi-million-dollar ARR directly as a sales leader and indirectly through co-selling/partnerships.
• Sales Leadership DNA: Comfortable carrying quotas, leading enterprise sales teams, and working directly in complex SaaS sales cycles. Brings the credibility of having “carried the bag.”
• Strategic Operator: Balances long-term ecosystem relationship building with near-term revenue accountability.
• Executive Presence: Establishes trust and credibility with C-level partners and internal leadership.
• Builder Mindset: Excited to create and scale a partnerships function from the ground up — bringing the rigor, frameworks, and KPIs of a sales organization.
• Collabor