Role OverviewAs the Director of Partnerships, you will own and scale our partner program as a core revenue engine for the business. You will be responsible for the strategy, performance, and operating model of our partner ecosystem - deepening and broadening relationships with our most strategic partners, building the systems and playbooks that allow the program to scale, and personally driving revenue through the channel.
This is a senior, builder-oriented seat. You will report to the CRO, sit on the revenue leadership team, and operate as a true revenue executive - owning the partner number, bringing diagnoses and points of view rather than questions, and building a program that compounds over time. You will lead a small team while personally owning our top-tier partner relationships.
The ideal candidate is a high-agency operator with a track record of building partner programs from a less mature state to a scaled, revenue-generating motion. You think programmatically, live in the data, communicate proactively, and have strong opinions held loosely. You are comfortable working cross-functionally with sales, marketing, BDR, and customer success leaders as a peer.
Key Responsibilities: - Own the partner program P&L - partner-sourced revenue, partner-influenced revenue, partner-attached deal size, and partner contribution to total pipeline
- Define and execute the multi-year partner strategy, including tiering, segmentation, and prioritization across channel, technology, and strategic alliance partners
- Deepen and broaden our most strategic partner relationships - serve as the executive face to top-tier partners, build joint business plans, and drive co-sell motion
- Build scalable systems and playbooks for partner onboarding, enablement, co-marketing, lead routing, and QBR cadence - designed so the program scales without the Director on every call
- Develop and roll out the partner vs. AE motion across the revenue org - clear, written ownership across partner-sourced, partner-influenced, and AE-sourced deals
- Design and execute the partner marketing menu in collaboration with the Marketing team - tiered, with clear deliverables, capacity envelope, and measurable outcomes
- Promote consistent collaboration and planning between partners, sales, audit services, marketing, and business development teams
- Recruit, qualify, and onboard new strategic partners that expand our reach into target ICPs and frameworks (SOC 2, ISO 27001, CMMC, FedRAMP, PCI DSS, HITRUST)
- Establish KPIs, dashboards, and performance accountability systems for the partner program; report on pipeline, performance, and progress against company goals with diagnosis and action plans, not just data
- Hire, coach, and hold accountable a small team of partner managers; build the bench for the next phase of scale
- Allocate time and capacity to the highest-leverage work; programmatize lower-leverage activities; act as a bottleneck on nothing
- Meet and exceed quarterly and annual partner-sourced and influenced revenue targets
- Demonstrate high agency in a dynamic environment - default to action, bring drafts and POVs to leadership, surface issues with proposed solutions, and own outcomes end-to-end
- Work within a revenue team structure to drive customer acquisition, revenue generation, and long-term account growth in line with company vision and values
Qualifications: - Bachelor's Degree - business-related field preferred
- 2-5 years of experience successfully building and scaling channel or partner programs within GRC, cybersecurity, audit, or B2B SaaS
- Proven track record of taking a partner program from a less mature state to a scaled, revenue-generating motion - with the receipts (sourced revenue growth, partner count, tier evolution, co-sell motion)
- Experience as a player-coach - comfortable carrying top-tier partners personally while managing a small team
- Demonstrated ability to operate as a revenue leader, not a partnerships staffer - owns the number, brings POVs to the CRO, communicates proactively
- High agency, builder mindset - defaults to action, doesn't wait to be asked, fixes what's broken or surfaces it with a proposed fix
- Data-driven - lives in the numbers, brings diagnosis with the data, fluent in funnel math, attribution, and partner economics
- Programmatic thinker - looks at every recurring task and asks how it can be systematized, documented, or removed; allergic to being a bottleneck
- Strong negotiator with excellent analytical skills
- Excellent oral and written communication skills; brings drafts to react to, not blank slates
- Highly developed organizational and time management skills, with the ability to pull projects over the finish line
- Demonstrated success managing complex business relationships, multi-party deals, and successful programs
- Professional under cross-functional pressure - disagrees in private, executes in public; resolves friction with peers without requiring executive intervention
- Highly developed leadership and interpersonal skills, with the ability to build solid relationships internally and externally
- Familiarity with modern GTM tooling - HubSpot, Crossbeam/Reveal, Clay, partner portals, and adjacent revenue ops infrastructure
- Deep understanding of, or ability to quickly ramp on, our service offerings (SOC 2, ISO 27001, CMMC, FedRAMP, PCI DSS, HITRUST) and the broader compliance ecosystem
- Demonstrated consistency in values, principles, and work ethic
- Interest and familiarity with technology, business operations, and strategy
Compensation & Benefits - Competitive base salary commensurate with enterprise sales experience and market benchmarks.
- Quarterly performance bonuses tied to pipeline generation and revenue milestones.
- Flexible Paid Time Off (PTO) and paid holidays.
- Professional development budget - industry certifications, sales training, and conference participation.
- 100% remote work environment with a globally distributed, high-performance team.
