The OpportunityWe're hiring a Director of Partnerships to own and scale our EHR partner channel - both reseller and white-label motions. You'll manage existing alliances end-to-end (enablement, co-selling, implementation alignment, marketing, quota setting, forecasting, and deal support) while sourcing and closing new partnerships.
This role starts as an individual contributor and can grow into building and leading a team as business demand warrants - a great fit for an entrepreneurial operator who thrives on complex systems and rapid expansion.
What You'll Own- Partner strategy & growth. Build and execute the partnership strategy across reseller and white-label motions with EHR vendors; source, negotiate, and launch new partnerships, and manage existing ones toward mutually identified goals.
- Relationship ownership. Develop executive-level relationships with EHR leadership and build ties with field sales, operations, and CS teams; run regular governance, QBRs, and joint account planning.
- Revenue & forecasting. Set partner targets and quotas, drive pipeline creation and deal progression, and maintain accurate partner-sourced and partner-influenced forecasts.
- Enablement & co-marketing. Stand up repeatable playbooks, pricing and packaging, demo scripts, objection handling, and implementation guides; develop co-marketing plans like webinars and case studies.
- Solution leadership. Master the product to confidently demo to partner prospects, and translate partner/market feedback into product requirements alongside Product and Engineering.
- Operational excellence. Coordinate with Legal and RevOps on partner agreements, pricing, and reporting hygiene; remove blockers so partners can sell, support, and implement successfully.
- Team building. Define the operating model and KPIs for the partnerships function, and build the case to scale headcount as milestones are met.
What We're Looking For- Ecosystem Fluency. You understand behavioral health provider workflows and the EHR vendor landscape well enough to build a joint business case.
- Executive Presence. You can influence the C-suite while also enabling field sales reps day-to-day.
- Sales Acumen. You've run full-cycle partnership selling - target setting, pipeline creation, co-selling, negotiation, and closing.
- Operational Rigor. You keep forecasts accurate and pipelines clean, and you're comfortable working in HubSpot with RevOps best practices.
- Technical Fluency. You can credibly discuss integrations (APIs, SSO, data flows) and security basics (HIPAA, SOC2, BAAs).
- Program Management. You build scalable playbooks and partner certifications, and drive execution across Sales, Marketing, Product, CS, Legal, and Finance.
- Builder's Mindset. You're comfortable as an IC today, with the ability to design, hire, and lead the function as it scales.
- AI Competency. You use AI in your own day-to-day workflow and can speak to it credibly with partner organizations.
Required Qualifications- 7-10+ years in partnerships/alliances, channel sales, direct sales, or business development for SaaS or health tech.
- Proven success with reseller/white-label motions; EHR ecosystem experience strongly preferred.
- Full-cycle partnership sales experience, from target setting through closing.
- Willingness to travel ~20-30% for partner meetings, conferences, and market development.
Preferred Qualifications- Prior experience with EHRs such as Credible, SmartCare, Netsmart, Qualifacts, NextGen, or similar.
- Startup or scale-up experience standing up partner programs from zero to one.
- Familiarity with compliance frameworks relevant to behavioral health.
Success Metrics- Partner-sourced and partner-influenced ARR (new and expansion)
- Time-to-first-deal and time-to-productivity for new partners
- Forecast accuracy and pipeline coverage (e.g., 3-4x)
- Partner enablement completion/certification and attach rates
- Co-marketing outputs (webinars, case studies) and sourced leads
- Partner satisfaction/NPS and implementation readiness scores
Compensation & BenefitsOTE: $150,000-$175,000 base plus commission based on partner-generated revenue.
We offer equity (stock options), unlimited PTO, medical/dental/vision coverage, and a 401(k) with company match and Roth option.
