Sr. Manager, Regional Startups Marketing - North America

Job Description

Location: San Francisco, Bay Area 

Department: Online Business
Reports to:  Sr. Director, Global Startups Business

About Zendesk for Startups
Zendesk for Startups is a strategic initiative designed to help startups drive growth and scale by delivering exceptional customer experiences with Zendesk products. With over 160,000 customer accounts globally, we have supported some of the most disruptive startups from their earliest stages, including Slack, Uber, Instacart, Coinbase, Nubank, Limebike, and Deliveroo.

About the Role

As the Sr. Manager, Startup Partnerships – North America, you will be responsible for leading and expanding our startup partnerships strategy across the entire North American region. You will build and manage a high-performing team, drive adoption among startups, and establish strategic partnerships with Venture Capital Firms, Accelerators, and Technology Ecosystem partners. This role will focus on customer acquisition, pipeline growth, and market expansion, requiring close collaboration with internal teams, regional stakeholders, and cross-functional partners.

You will be responsible for shaping the growth strategy for the North American startup segment, nurturing key external relationships, executing scalable programs, and ensuring that startups receive the guidance and support they need to successfully adopt Zendesk.

Key Responsibilities

• Develop & Lead the North American Startup Partnerships Strategy – Own and scale the startup partnerships strategy across the region, working with key VC, accelerator, and ecosystem partners to increase Zendesk adoption among early-stage startups.

• Build & Manage a Regional Team – Recruit, develop, and manage a team of partnership managers focused on driving startup acquisition and engagement across North America.

• Expand Strategic Partnerships – Cultivate relationships with VCs, accelerators, and ecosystem partners to generate startup signups, drive program engagement, and create long-term value for partners and their portfolios.

• Drive Startup Adoption & Growth – Oversee incoming applications, manage onboarding processes, track program success, and ensure startups convert into long-term Zendesk customers.

• Execute Scalable Programs & Events – Lead thought leadership initiatives, ecosystem engagements, and community-building efforts to strengthen Zendesk’s presence in the startup ecosystem.

• Align Go-to-Market Motions – Work closely with Sales, Marketing, and Growth teams to ensure alignment in startup acquisition, activation, and retention efforts.

• Track & Report on Program Impact – Own key metrics, including signups, seat usage, revenue contribution, and partner engagement, while continuously refining strategies based on data-driven insights.

What You Bring

• 8+ years of experience in startup partnerships, business development, venture ecosystem engagement, or GTM strategy.

• Proven experience building and managing high-performing teams.

• A deep network in the startup and VC ecosystem with an understanding of key players and emerging trends.

• Experience in a customer- or partner-facing role, with a track record of driving measurable impact.

• Strong analytical and reporting skills to assess program performance and optimize results.

• Ability to navigate and influence internal stakeholders, aligning cross-functional teams to execute effectively.

• A highly proactive and independent self-starter who thrives in a fast-paced, high-growth environment.

• Exceptional verbal and written communication skills, with the ability to present business concepts clearly and persuasively.

Nice to Haves

• Experience managing customer support or sales teams.

• Hands-on experience with Zendesk products,