The role
Medical practices buy software through the systems they already run. The EHR vendors we integrate with list us in their marketplaces, host the conferences where our customers gather, and refer us when a practice asks how to get rid of the fax machine. Those relationships have been run by the founders, between everything else.
You take them over and run them as a channel: measured, staffed, and growing. Then you find the next one. We have early agreements with partner types beyond EHRs and want a clear read on which of them can source pipeline the way EHRs do.
You carry two numbers: partner-sourced pipeline and partner-influenced bookings. Logos and integrations announced do not count.
What you'll do
• Own the EHR relationships end to end: the partner manager, the marketplace listing, the co-marketing calendar, the user conference presence, and the quarterly conversation about what they need from us.
• Build the co-sell motion with sales: how a partner referral gets logged, routed, worked, and closed, and what the partner sees afterward. Partner-sourced deals should close faster than inbound, and you should be able to prove it.
• Take new channel types from a signed agreement to a repeatable motion: enablement, deal registration, joint pipeline reviews, and a clear read within two quarters on whether the channel works.
• Bring integration priorities to product: which EHR gaps cost us deals, which partner asks are worth the roadmap, and which are not.
• Own partner economics with finance and legal: referral fees, revenue share, marketplace terms, and the agreements that paper them.
• Run the partner marketing calendar with the Director of Marketing: marketplace sponsorships, partner user conferences, and co-branded content. Marketing runs logistics; you own what comes out of it.
• Take the qualified leads from our customer referral program and make sure they are worked.
What we're looking for
• 6+ years in partnerships, channel, or business development at a B2B SaaS company, including at least one channel you built from a handful of relationships into a measurable pipeline source.
• Has worked inside a healthcare IT ecosystem: EHR vendors, marketplaces, practice management systems, or the consultants and MSPs who serve practices.
• Commercial. Has negotiated and closed partner agreements and understands revenue share, referral fees, and marketplace terms.
• Comfortable with a number. Can show partner-sourced pipeline from a prior role and explain how it was counted.
• Works well with product on integration priorities and can hold a technical conversation about APIs and data flows without an engineer in the room.
• Self-directed. This is a team of one reporting to a founder, and it will stay that way until the numbers say otherwise.
Nice to have
• Has sold through or into MSPs, VARs, or IT consultants.
• Has run an EHR marketplace program from the vendor side.
• Has built a partner enablement program: certification, deal registration, partner portal.
• Has worked at a company selling to independent specialty practices.
Logistics
• Location: Remote US or New York. Expect regular travel to partner user conferences and partner HQs.
• Benefits: Health, dental, and vision. Unlimited PTO, and people use it. Regular company offsites.
