8+ years in B2B SaaS, with 4+ years in partner or channel leadership roles.
Proven track record of increasing partner-sourced revenue.
Experience designing partner team structures and roles.
Deep understanding of the ERP partner ecosystem and revenue models.
Skilled in building tiering, incentive, and attribution models using CRM data.
Experience presenting partner strategies to executive teams.
Strong collaboration with Sales, Marketing, and RevOps.
Responsibilities
Own and forecast partner-sourced revenue, ensuring it contributes over 20% of Net New ARR.
Develop and document the ecosystem strategy for partner investments.
Design the partner team structure, defining roles and responsibilities clearly.
Implement a data-driven tiering framework for partner engagement.
Recruit and onboard partners that align with Stampli's ideal customer profile.
Create enablement and co-marketing initiatives to support partner success.
Design effective incentive programs that maintain lead quality while driving volume.
Establish attribution rules and data integrity standards for partner sourcing.
Build executive relationships with top partner firms and represent Stampli in business reviews.
Communicate effectively with Sales leadership and the executive team about program performance.
Benefits
Flexible work schedule with in-office days in Austin, TX or Nashville, TN.
Stock options for employees.
Comprehensive medical, dental, and vision insurance.
401(k) plan with employer matching.
Access to advanced AI tools like ChatGPT Enterprise.
Opportunities for career and personal development.
Supportive leadership focused on employee growth.
Modern, open-concept workspace in an inclusive culture.
Full Job Description
Description
The Director of Partnerships owns Stampli's partner strategy across the entire ecosystem: ERP providers, VARs and resellers, accounting and professional services firms, and implementation providers. You will set the strategy, build the operating model, and grow the partner program to more than 20% of Net New ARR.
Part of the mandate is deciding what the partner team should look like. You will assess whether partner coverage is best served by quota-carrying Partner AEs, Partner Managers who build and nurture partner engagement that turns into referrals and co-sell opportunities for our AEs, or a combination, and then build it.
We are looking for a leader who writes the strategy rather than waiting for one, grounds every decision in deal data, and communicates with the clarity and proactivity of an executive.
What You Will Do
Own the partner number. Accountable for partner-sourced and partner-influenced pipeline and the Net New ARR it produces, with a clear path to more than 20% of NNARR. Forecast it, inspect it weekly, and flag risk early with a recommendation attached.
Author the ecosystem strategy. Decide which partner types and firms to invest in across the ecosystem, and which to deprioritize. Put it in writing, defend it with data, and revisit it quarterly.
Design the partner team. Determine the right coverage model for the partner team, whether Partner AEs as sellers, Partner Managers as relationship builders, or a hybrid. Write the roles and responsibilities across the partner team, AEs, and Sales Directors so every handoff has a clear owner.
Hold one segmentation standard. Run a single, data-backed tiering framework across the partner base. Concentrate time and investment on partners who produce, activate the dormant ones with real potential, and retire what does not.
Recruit the right partners. Identify, sign, and onboard new partners where the client base fits Stampli's ICP. Qualify partners for fit, not just willingness to sign.
Enable and go to market with partners. Build enablement, certification, and co-marketing with Marketing that make Stampli easy to recommend and implement.
Design incentives that work. Own revenue share, referral programs, and partner incentives, including how incentives reach the individual consultants and advisors who influence client decisions, without trading lead quality for volume.
Own attribution and data integrity. Set partner sourcing and attribution rules, CRM hygiene, and call-tagging standards with RevOps. Every claim about the program should trace back to deal data.
Represent Stampli to partner leadership. Build executive relationships with leadership at top partner firms and ERP providers. Run business reviews with key partners and represent Stampli in their rooms.
Communicate up and across. Keep Sales leadership and the executive team ahead of what is working, what is not, and what you are changing. Calibrate the message to the audience.
What You Will Bring
8+ years in B2B SaaS, with 4+ years leading partner, channel, or alliances programs, including building or materially scaling a partner program.
A track record of carrying a partner-sourced revenue number and growing partner share of new business by a measurable amount.
Experience designing partner team structures and making the call between partner sellers and partner managers, with evidence of what each produced.
Deep familiarity with the ERP partner ecosystem: VARs, implementation partners, and accounting and advisory firms, and how they make money and recommend software.
Experience building tiering, incentive, and attribution models from CRM and deal data, with hands-on fluency in HubSpot and Gong and the habit of inspecting the data yourself.
You have authored partner strategies, presented them to executive teams, and hold your own in a room with partner firm leadership.
A history of strong partnerships with Sales leadership, Marketing, and RevOps on lead definitions, rules of engagement, and attribution.
You Will Get
The flexibility of working from our Austin, TX or Nashville, TN office three days a week (Tuesday, Wednesday, and Thursday), with the option to work remotely for the remainder of the week.
Stock Options
Full medical, dental, and vision insurance
401(k) + employer match
Access to cutting-edge AI tools, including ChatGPT Enterprise, to enhance productivity, support innovation, and streamline daily workflows
Opportunities and development for career and personal growth
Strong and experienced leadership that supports your growth and success
An open-concept, modern workspace within an inclusive and dynamic scale-up culture
About Stampli
Stampli is a cloud-based invoice management software that streamlines the accounts payable process. The software uses AI to automate data entry and approval workflows, reducing the time and effort required for invoice processing. Stampli integrates with popular accounting software such as QuickBooks, NetSuite, and Xero. The company was founded in 2015 and is headquartered in Redwood City, California.
