About the rolePartners already bring Lorikeet deals. Zendesk referrals, helpdesk and CCaaS platforms, and PE/VC portfolio networks have all brought us customers. But the program is still early: there's no tiering, no playbook, and no repeatable engine behind what's working. You'll turn those early wins into a partner channel that drives a real share of our pipeline, starting in the US and scaling across EMEA and APAC.
You'll report to our CRO and work closely with our AEs, Marketing and Forward Deployed teams. You'll own the partner program end to end, from design to signed partners to sourced revenue.
About youYou're a builder. You've stood up a partner program before, with tiers, terms, recruitment and attribution, at a company where nobody handed you a playbook. You have strong commercial instincts. You can tell a partner that will drive deals from one that just wants a logo swap, and you'd rather go deep with five good partners than collect fifty.
You have deep experience in partnerships, channel or alliances at B2B startups. AI or customer support and CX tech experience is a big plus. Partnering on AI products works differently from traditional SaaS, and knowing the helpdesk, CCaaS, SI and BPO landscape will get you moving faster.
What you'll do- Design the program. Define partner tiers across referral partners, helpdesk and CCaaS platforms, consultancies and SIs, and PE/VC portfolio networks. Set what each tier gets and owes: referral fees or margins, enablement, co-marketing and certification.
- Double down on what's working. Turn our Zendesk referral motion, platform partners and investor portfolio networks into repeatable channels. Build the data to show which partners add value, and wind down the ones that don't.
- Make marketplaces a growth lever. Own our presence on the Zendesk, Salesforce and HubSpot marketplaces, including listings, reviews and co-marketing, so buyers find Lorikeet where they already shop for support tools.
- Co-sell with our AEs. Set the rules of engagement for deal registration, account mapping and handoffs, so partner deals speed up our sales cycle instead of slowing it down.
- Build the engine and own the number. Stand up the playbook, contracts, enablement kit and CRM attribution. Own a partner-sourced pipeline target of $2M-$3M in your first 12 months, and report on it to leadership every month.
You might be a fit if you:- Bring 5+ years in partnerships, channel or alliances at B2B SaaS companies, including at least 2 years owning a partner program or a partner-sourced revenue target
- Have built a partnerships program from the ground up
- Thrive at early-stage companies, and would rather build the system yourself than inherit a big partner team at an established software company
- Know the customer support ecosystem, including helpdesks, CCaaS platforms, SIs, BPOs and marketplaces, or have partnered on AI products and want to go deeper
- Are comfortable making strategic calls with data, even when it means saying no to partners that won't move the needle
- Have negotiated partner agreements yourself: referral fees, reseller margins, revenue share and co-sell terms
- Have launched or grown an app marketplace listing on Zendesk, Salesforce AppExchange, HubSpot or a similar platform, and know what makes buyers install
- Have co-sold alongside an AE team, using deal registration, account mapping (Crossbeam, Reveal or similar) and clean handoffs that sellers actually trust
- Can enable a partner's team to sell and deliver a technical AI product, through pitch materials, certification and joint customer calls
- Are hands-on with CRM: you've built partner attribution and reporting in Salesforce or HubSpot, not just consumed it
- Can earn credibility with senior stakeholders: platform partner leaders, consultancy principals and PE/VC operating partners
- Have run partners across more than one region, or are excited to build a program that spans the US, EMEA and APAC
