Location

While our company operates exclusively on a remote basis, you must reside and have the legal right to work in the United States.

• This is a full-time, remote position. Please note that we do not engage on a B2B or contractor basis.
• We do not partner with search firms.

About the Team

Partnerships are central to Lokalise's commercial strategy and represent a significant opportunity for the next stage of our growth. As Head of Partnerships, you will own the global partnerships function, reporting directly to the Chief Revenue Officer. This is a senior commercial role for someone who can shape the strategy, build the operating model, develop our most important partner relationships and turn partnerships into measurable pipeline and revenue.

Lokalise's partner ecosystem spans strategic technology platforms, cloud providers, agencies, solutions partners, and referral partners. A major opportunity lies in helping those partners see localization as a broader growth and customer experience lever, not just a translation workflow, and in helping them build services around Lokalise that create new commercial opportunities for both sides. As AI continues to reshape how customers create, manage, and scale content, we need someone who understands that shift and can help Lokalise turn it into competitive advantage through the right partner strategy.

You will define how we identify, activate, and scale the right partnerships across EMEA, the US, and beyond, while building and developing your team and staying hands-on in making it happen.

What You Will Do

• Define and own the global partnerships strategy, covering partner segmentation, prioritisation, tiering, commercial model, lifecycle, operating cadence, and go-to-market approach
• Take direct accountability for meeting partnership-sourced and partnership-influenced pipeline and revenue targets
• Lead and grow strategic partner relationships, including technology platforms, agencies, solutions partners, and referral and ecosystem partners globally
• Build joint value propositions and go-to-market plans that drive mutual growth, pipeline, and revenue; develop co-sell and co-marketing motions in close collaboration with Sales, Marketing, Customer Success, and Revenue Operations
• Champion partners internally across Sales, Customer Success, Marketing, and Product, ensuring teams understand where and how partners can help Lokalise win
• Build, own, and continuously improve the partner lifecycle: from identification and qualification through onboarding, enablement, activation, and performance management
• Recruit and enable new partners across priority markets, with a primary focus on EMEA and the US
• Lead, coach, and develop your team; represent Lokalise at key industry events and ecosystem forums, with occasional travel required

What You Must Have

• Proven track record of building and scaling partnerships in a B2B environment, owning the function end-to-end, from strategy and segmentation through to recruitment, enablement, activation, and consistent delivery against commercial targets
• Experience building joint go-to-market plans, co-sell motions, and co-marketing activity with technology partners, cloud partners, or solutions partners
• Strong commercial acumen with clear evidence of generating pipeline and revenue through partner channels
• Strong prioritisation skills, with the judgement to focus on the partners and motions that can materially move the business
• Experience working with product and technical teams to support integration, technology, and platform partnerships
• Experience managing or developing others, with the ability to build a high-performing team while remaining close to the work and willing to execute directly
• Exceptional stakeholder management and relationship-building skills, with the ability to build trust and influence at C-suite and executive level, both internally and externally
• Comfortable leveraging AI tools and approaches in your work, with a proactive mindset to explore and apply AI in ways that enhance productivity, decision-making, and go-to-market impact

It's a Plus If You Have

• Experience working with agencies, systems integrators, digital consultancies, CMS partners, DXP partners, or marketing technology ecosystems, and helping them build services around a new product proposition
• Experience building or scaling a partnerships programme from the ground up
• Prior experience in localization technology, AI-enabled SaaS, content automation, or digital experience ecosystems
• Familiarity with partner management platforms or CRM tools (e.g., Salesforce, PartnerStack)

Our Benefits

Competitive salary and employee stock options.
Fully remote setup with flexible working hours.
Co-working budget for those days you want a change from your home office.
Flexible vacation policy to recharge when you need to.
Home office setup budget: monitor, desk, ergonomics, whatever helps you do your best work.
Learning & development budget to grow your skills and career.
Health insurance to keep you covered.
Wellness allowance to support your mental and physical well-being.
Great startup culture: remote but close-knit, with regular retreats and social events to stay connected.

* The base salary range for this role is $105,000-$267,000, depending on location, skills, and experience. In addition, this role is eligible for variable compensation under the company bonus plan, with payouts based on team performance and company GRR.