About the Role

This role exists to build Veho's partnerships function from the ground up. The Senior Director of Partnerships will own two distinct motions: strategic alliance development with technology providers, logistics companies, and marketplace platforms; and the architecture and launch of Veho's channel partner program, which does not exist today. Veho has meaningful traction with 3PLs, shipping technology providers, and service operators, but no formal channel model, no dedicated owner driving commercial upside from these relationships, and no structured enablement infrastructure. This leader will define the framework, build the program, and own the revenue number.

Key Responsibilities

Partnership Strategy

• Define and own Veho's long-term partnership strategy, aligned with company growth and expansion goals.
• Develop and maintain a framework for evaluating and prioritizing partnerships - including impact on revenue, customer value, and operational efficiency.
• Track and report on key partnership metrics; use data to guide investment decisions and organizational alignment.

Key metrics: ARR from partnerships, number of active partnerships, pipeline coverage ratio

Strategic Partner Development

• Lead high-impact partnerships that open new verticals, accelerate geographic growth, or enhance product differentiation.
• Structure and negotiate complex commercial agreements (MSAs, revenue share, co-sell terms) that support long-term strategic outcomes.
• Collaborate with Finance and Operations to assess the scalability and return of each partnership.
• Work with Product and Engineering to deliver integrated solutions that improve Veho's platform connectivity and partner experience.
• Partner with Sales and Marketing to execute co-selling and co-marketing plans that drive adoption and revenue.

Key metrics: Revenue per strategic partner, deal velocity, co-sell pipeline contribution

Channel Partner Development

• Build Veho's channel partner model from scratch - including partner classification, commercial terms, incentive structure, performance measurement, and enablement.
• Build and manage a portfolio of channel partners, owning the relationship from onboarding through ongoing performance.
• Create a scalable enablement program: tools, training, and support that allow partners to succeed with minimal hand-holding.

Key metrics: Channel-sourced revenue, partner activation rate, partner retention

3PL & Technical Partner Management

• Own marketplace certification for 3PLs, ensuring Veho is positioned competitively across key platforms.
• Maintain and renegotiate commercial agreements with existing technical partners (e.g., EasyPost, Shippo, Shipmas), ensuring integration quality and commercial terms remain aligned with Veho's strategic direction.

Key metrics: Active certifications, technical partner health, renegotiation outcomes

Cross-Functional Execution

• Align internal stakeholders - Sales, Marketing, Product, Engineering, Finance - on the partnerships roadmap and their role in it.
• Run QBRs with key partners; maintain market-facing materials, training collateral, and partner documentation.

Key metrics: Cross-functional satisfaction, QBR completion rate, enablement material adoption

Experience

Must Have:

• 8+ years in partnerships, business development, or strategic alliances - with at least 3 years in a senior IC or lead role
• Demonstrated track record of revenue generation from partnerships (owned a number, hit a number)
• Experience building a channel partner program - from structure through enablement
• Background in tech-enabled logistics, shipping tech, or adjacent eCommerce infrastructure (e.g., EasyPost, Shippo, Shipmas, Flexport, DoorDash, Uber Freight)
• Experience running QBRs and creating partner-facing enablement materials
• NYC-based or willing to relocate (no remote exceptions)

Good to Have:

• Experience with 3PL marketplace certifications or logistics platform integrations
• Background at a company that sells to or through eCommerce operators (not paid media)
• Exposure to both strategic alliances and channel/indirect sales motions

Veho is a growth company that looks for team members to grow with it. No matter the location, or the role, every Veho teammate shares one galvanizing mission: driving commerce forward with a customer-centric delivery and returns experience that's built for the modern era. We are deeply value-driven (Team Up, Drive Impact, Take Ownership, Solve Bigger, Obsess Over Experience, Make Today Count) and care tremendously about investing in our high-performers.

Join us in building the future of ecommerce logistics and in doing the work of our lifetime!