About the RoleThe best partnership leaders don't collect partners. They build the mechanism that turns partnerships into revenue.
In 2026 our ecosystem and strategic alliance partners began to scale, and now they need an owner. You'll own that portfolio as a business: the thesis for each ecosystem, the executive relationship, the co-sell motion with Sales, the commercial structure, and the number the book produces. You'll lead two ecosystem owners and report to the VP, Partnerships.
Key Responsibilities- Own the thesis, sequencing, and investment case for each ecosystem and alliance: the value exchange, the mechanism that produces revenue, the executive sponsor on both sides, and the evidence it is working.
- Carry sourced pipeline, Closed-Won revenue, and influenced revenue for the book of strategic partners against a four-quarter plan.
- Own 2-5 Strategic Alliances while supervising the owners of platform ecosystems.
- Establish the per-ecosystem and alliance revenue baseline with Finance and RevOps before committing to a multiple, and close the attribution gap inside your book rather than working around it.
- Design and run the seller-to-seller co-sell motion with Sales: account mapping, joint pursuit rules, partner logging that AEs actually use, and fixed-cadence pipeline reviews with each platform's partner team.
- Own marketplace placement, listing quality, certification, and tier standing, working each platform's own scoring metric deliberately.
- Own ISV economics, rev-share performance, and the commercial agreements in your ecosystems alongside Finance and Legal, inside the payout envelope set centrally.
- Escalate structural blockers such as co-sell restrictions, data-sharing limits, and fee structures as named decisions with options and a recommendation.
- Lead, coach, and develop two direct reports: clear book, clear number, and air cover to work relationships above their level.
At Fundraise Up, AI is a default tool, not an experimental one. We expect every team member to actively use AI in their day-to-day work, identify where AI can change the shape of problems in their function, and grow their fluency as the tools evolve. In partnerships that means using AI on account mapping, partner research, pipeline analysis, and co-sell content.
Skills and Qualifications- 8+ years in partnerships, alliances, channel, or ecosystem go-to-market, including at least 2 years leading a team.
- Proven ownership of a strategic technology or payments alliance taken from early stage to material, measurable revenue, ideally with a large corporate partner such as Stripe, PayPal, VISA, Salesforce, HubSpot, or Microsoft.
- Demonstrated ability to build a co-sell motion that sellers on both sides adopt, not just a signed agreement.
- Commercial fluency with rev-share models, ISV economics, and marketplace terms, with the ability to hold your own with Finance and Legal.
- Executive presence with platform leadership, and the judgment to know when to escalate and when to absorb.
- Operating rigor in Salesforce, Crossbeam, and partner reporting, including building a forecast and defending it.
- A track record of improving imperfect attribution rather than routing around it.
Nice to Have- Payments, fintech, CRM, or nonprofit technology background.
- Experience operating payment-network incentive agreements with acceptance, prominence, and volume-reporting obligations.
You'll Thrive Here If You...- Treat a missing baseline as your first deliverable, not an excuse.
- Would rather own five relationships properly than thirty superficially.
- Can tell the difference between a partner who likes us and a partner who sends us deals.
- Bring structural problems forward with options attached instead of absorbing them quietly.
- Argue your sequencing to a VP, then change it when the evidence changes.
- Make other people's sellers better at selling with you.
- Want your two reports to be materially more capable twelve months from now.
- Read partner headcount, integrations shipped, and meeting volume as activity, not outcomes.
Compensation- The compensation range for this role is $220k - $247k OTE
- Final compensation will be determined based on relevant experience, skills, qualifications, alignment with the role's requirements and location.
Perks & Benefits- Health, Dental, and Vision insurance covered at 100% for employees, 80% for employee plus dependents, and 70% for employees plus family.
- FSA and HSA Spending Account.
- 20 days of vacation, 5 sick days, 11 company holidays plus an additional 1 floating holiday.
- 401(k) plan with company match.
- 100% Company-paid short-term disability, long-term disability, basic life insurance and AD&D.
- Paid parental leave (12 weeks for primary caregivers / 6 weeks for secondary caregivers).
- Generous home office stipend to support your remote workspace.
- Annual professional development stipend to support your growth (e.g., workshops, courses, and seminars).
- Charitable giving program and paid volunteer time off with registered non-profits.
***Please note: All official correspondence from Fundraise Up will exclusively originate from the [redacted].com domain. Exercise caution and ensure the authenticity of emails claiming to be from our company.***
