Alliances Director, Technology Partnerships

CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures,  we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.   Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.   About the Role We are seeking a senior individual contributor to serve as Alliances Director, Technology Partnerships, with primary responsibility for our strategic ISV/platform relationships. In this role, you will own the strategy and day‑to‑day execution of these partnerships—defining joint go‑to‑market motions, driving certified integrations, and turning ecosystem presence into tangible pipeline and revenue.   Reporting to the VP, Alliances & Growth, you will operate as a highly autonomous, senior IC who can set direction, influence cross‑functional stakeholders, and execute hands‑on work across sales, product, marketing, and customer teams.   This is a foundational role in our technology ecosystem strategy, focused on opening new routes to market, expanding TAM through platform integrations, and making technology partners a repeatable source of sourced and influenced opportunities.   Job Location The candidate selected for this opportunity must reside near one of the following locations:   Hybrid (in-office 3 days per week)

• Austin, TX
• Menlo Park, CA

  Remote

• Raleigh, NC
• Nashville, TN
• Toronto, Canada

 

Responsibilities

• Own the overall strategy and roadmap for our current Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motions.
• Define clear partner tiers, focus areas, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platform.
• Build multi‑year joint business plans with Workday and NetSuite that align product roadmap, sales coverage, and marketing investments.
• Partner with Product and Engineering to identify additional certified integrations and joint solutions that are compelling to CaptivateIQ customers.
• Ensure current and future integrations meet both technical requirements and go‑to‑market readiness (documentation, enablement materials, positioning, and reference customers).
• Establish feedback loops from partners and customers back into the product roadmap to strengthen ecosystem differentiation.
• Design and execute joint GTM motions (co‑sell plays, target account lists, campaigns) with Workday and NetSuite field teams and partner organizations.
• Drive sourced and influenced pipeline through account mapping, opportunity identification, and structured co‑selling with our sales organization and partner reps.
• Collaborate with Marketing to deliver co‑branded campaigns, events, and content that increase awareness and demand within the technology partner ecosystem.
• Serve as the primary point of contact for partner alliances teams, maintaining strong relationships across sales, alliances, product, and marketing stakeholders.
• Lead regular business reviews (QBRs/PBRs) to align on pipeline, integration priorities, and mutual success metrics.
• Navigate and resolve conflicts or ambiguity around rules of engagement, deal alignment, and roadmap expectations.
• Act as the internal champion for Workday and NetSuite, educating sales, solution consulting, partner success, and customer teams on how and when to bring these partners into deals.
• Build simple, repeatable playbooks and enablement assets for internal teams and partners (how to co‑sell, when to engage, messaging, integration value props).
• Work closely with Partner Operations to ensure partner processes (deal registration, lead sharing, reporting) are scalable and visible, enabling you to track performance and ROI.
• Define and track KPIs for the Workday and NetSuite partnerships, including sourced and influenced pipeline, win rates, integration adoption, marketplace activity, and partner NPS where applicable.
• Provide clear, data‑backed updates to leadership on performance, risks, and investment recommendations across the tech partner portfolio.

Requirements

• 10+ years in alliances, business development, or technology partnerships within B2B SaaS, with a strong tra