Your role as Partnerships Manager The Partnerships Manager is a quota-carrying, hybrid hunter and account growth role responsible for both expanding Dialogue's existing partner portfolio and bringing new strategic partners into the ecosystem. This role will drive net new ARR through targeted outbound prospecting and disciplined business development, while also deepening engagement, retention, and expansion revenue across a portfolio of insurance carriers and specialty partners, with a particular focus on global partnerships.
Given the complexity of enterprise and carrier relationships, sales cycles are often extended and require a highly consultative, relationship-led approach. Success in this role depends on balancing a strong hunter mindset with the ability to build trust, navigate multi-stakeholder environments, and sustain momentum over longer deal horizons.
Reporting to the Senior Manager, Partnerships, this role combines a true sales mentality with the strategic discipline required to manage long-term enterprise relationships. The Partnerships Manager will own pipeline generation, manage end-to-end deal cycles, and act as the day-to-day owner of strategic partner accounts post-signing.
What you'll be doingLand new partners (New ARR)- Identify, prospect, and close new carrier and specialty partner opportunities across Canadian and international markets
- Build and execute outbound prospecting strategies across multiple channels, including email, LinkedIn, events, referrals, and warm introductions
- Lead the full sales cycle from initial discovery through to negotiation and signed agreement
- Maintain accurate pipeline management and forecasting in Salesforce, ensuring weekly updates against quota
- Partner with Marketing, Product, and Legal to support complex enterprise deal execution
- Represent the company at industry events, conferences, and partner forums to generate new business opportunities
Grow existing partnerships (Expansion ARR)- Own and manage relationships within an assigned portfolio of carrier and specialty partners
- Identify and close cross-sell, upsell, and co-sell opportunities within existing accounts
- Lead Quarterly Business Reviews (QBRs) to review performance, align on priorities, and identify growth opportunities
- Develop joint go-to-market plans with strategic partners and ensure execution against shared objectives
- Monitor partner health and proactively manage retention risk
Lead strategy and performance reviews- Prepare and present Quarterly Partner Strategy Reviews (PSRs) for leadership
- Maintain clear account plans, partner intelligence, and key updates in Salesforce and Notion
- Contribute to the improvement of reporting tools, dashboards, and analytics for better visibility into partner performance
Cross-functional collaboration- Work closely with Sales, Strategy, Product, and Operations to maximize partner value and support execution
- Support RFP/RFI responses, partner expansion initiatives, and data integrity projects
- Bring partner and market feedback to Product to inform roadmap decisions
How success is measured : This is a quota-carrying role. Performance is evaluated based on:
- New ARR generated from net-new partners
- Expansion ARR from existing partners
- Pipeline coverage and forecast accuracy
- Partner retention and satisfaction
- CRM hygiene and reporting discipline
We'd love to hear from you if you have- 5+ years of experience in partnerships, enterprise SaaS sales, business development, or strategic account management, with demonstrated quota attainment
- A proven track record of sourcing and closing new business in complex, multi-stakeholder environments
- Experience managing global or international partners (a strong asset)
- Knowledge of the Canadian or global group benefits and employee wellbeing space (CEBS certification is a bonus)
- Strong outbound and prospecting skills, with comfort building pipeline from scratch
- Excellent commercial instincts and negotiation skills, with the ability to structure mutually beneficial deals
- Strong communication and executive presence, with the ability to engage and influence senior stakeholders
- Proficiency in Salesforce; experience with Salesloft, LinkedIn Sales Navigator, or similar tools is an asset
- Familiarity with sales methodologies such as MEDDICC, Challenger, or SPIN is an asset
- A proactive, structured, and strategic mindset with a strong bias for action
- Fluency in English; French or additional languages are an asset
At Dialogue, your well-being is our priorityTaking care of others also means taking care of our team!
Depending on your role and employment status, you could have access to the following benefits:
- Access to the Dialogue app and virtual mental health support for you and your family
- Fully funded insurance, a health spending account, dental coverage, and fitness reimbursement
- 4 weeks vacation, 9 wellness days, and 1 volunteer day
- Hybrid work: 3 days/week in our Montreal or Toronto offices, excluding remote roles
- Work abroad up to 4 weeks/year
- Incentive plans, referral bonuses & RRSP matching
- Learning via Coursera, external training budget & mentorship
- Optional parental leave top-up
