About the roleWe're looking for a Channel Partner Manager with a startup mindset and a builder's instinct. You'll own the full lifecycle of partner relationships end to end - from acquisition through business outcomes - with no hand-offs and no waiting for someone else to figure it out. You'll identify and recruit high-potential partners, onboard them effectively, build joint business and channel plans, develop co-created solutions, and relentlessly measure and drive results. This isn't a maintain-the-program role. It's a build-the-program role - high-impact, high-visibility, and central to DevRev's go-to-market expansion across the United States.
Location: North East (NY, PA, NJ) or Chicago only.
Background and experience- Currently a solo marketer covering marketing, events, SDR, and pipeline follow-up - broad, high-autonomy scope.
- Mentors junior field marketers and founders on event strategy.
- Previously partnered with Christopher Martin on ~3 sponsored events via Startup Grind, so she comes with an existing tie into DevRev's network.
Business acumen- Demonstrated strong judgment: turned down a misaligned Dreamforce partnership because the partner was targeting enterprise rather than her ICP - prioritizes pipeline quality over volume.
- Bias to action: when SDRs produced zero invites for an upcoming dinner, she personally stepped in and invited 12 guests.
- Frequently mistaken for the CEO at events - executive-level presence and ownership.
Network- Self-described "super connector" in the Bay Area startup scene.
- Strong relationships with Startup Grind and similar organizations, which approach her to recruit sponsors rather than the reverse.
Fit for the role- Comfortable with the dual scope of field marketing plus events and understands how the two connect.
- Bay Area based - aligns with the West Tier-1 city requirement.
- Strong communication and rapport; described her first call with Laura as a "tête-à-tête, not an interview."
Areas to validate in later rounds- Metrics rigor: how she attributes events/campaigns to sourced vs. influenced pipeline.
- Handoff discipline: how she passes engagements into sales/SDR follow-up and retargeting so momentum compounds.
- AI and tooling: where she uses AI to speed up research and personalization.
What you'll do- Drive partner acquisition - Identify, prospect, and recruit high-value channel partners (VARs, resellers, SIs, and technology alliances) aligned with DevRev's ICP and growth strategy.
- Own partner onboarding end to end - Design and execute a structured onboarding experience that gets partners productive fast - including technical readiness, sales alignment, and go-to-market activation.
- Build and drive business plans - Co-develop joint business plans and channel plans with each partner, setting clear revenue targets, pipeline commitments, and milestones.
- Measure and drive business outcomes - Define partner KPIs, track pipeline contribution, revenue attainment, and deal velocity. Hold partners accountable and course-correct when results fall short.
- Develop joint solutions - Work with partners and DevRev's product team to co-create integrated solutions, use cases, and offerings that differentiate in the market and accelerate customer adoption.
- Enable continuously - Deliver ongoing training, certifications, and enablement programs that deepen partner expertise and independence.
- Align with direct sales - Collaborate closely with DevRev's sales organization to coordinate on accounts, avoid channel conflict, and maximize co-sell impact.
- Advocate internally - Be the voice of your partners inside DevRev, working with marketing, product, and customer success to ensure partner needs are met.
- Represent DevRev externally - Attend partner events, QBRs, and industry conferences to strengthen relationships and build brand presence.
What we're looking for- 4-7 years of experience in channel sales, partner management, or alliances - ideally in SaaS or enterprise software.
- Startup mindset - you operate with urgency, resourcefulness, and zero entitlement. You don't wait for playbooks; you write them.
- Builder at heart - you've created something from scratch before (a partner program, a territory, a team) and you're energized by ambiguity, not paralyzed by it.
- End-to-end owner - you take full accountability from strategy through execution through outcomes. No "that's not my job" in your vocabulary.
- Proven track record of acquiring partners and scaling those relationships into measurable revenue.
- Experience building joint business plans and holding partners to outcome-based metrics.
- Strong understanding of the SaaS go-to-market landscape and partner ecosystem dynamics.
- Excellent communicator - comfortable presenting to C-level stakeholders at partner organizations.
- Based in or willing to work from New York or Texas.
Nice to have- Experience co-developing joint solutions or integrations with channel partners.
- Background in CRM, customer support, or DevOps tooling.
- Existing relationships with SIs or resellers in the mid-market or enterprise space.
What we offer- Competitive base salary + commission structure.
- Equity participation.
- Full benefits package.
- Opportunity to shape DevRev's partner program from the ground up.
This role can be based in NY, PA, NJ and Chicago only.
