About the Role
As we scale our partner ecosystem, this is a rare opportunity to define it. We're hiring a Director of Technology Partnerships to own our ISV strategy end-to-end — from whitespace mapping and partner identification to deal structure, negotiation, and long-term ecosystem growth.
This role sits at the intersection of corporate strategy, business development, and product — working across AI, automation, cloud, and collaboration to build the partnerships that accelerate our product roadmap, expand our go-to-market reach, and drive long-term revenue. You'll operate with high autonomy, influence at the executive level, and mandate to build something lasting inside a fast-growing B2B SaaS company.
What You'll Own:
Strategy & Ecosystem Development
- Define and execute a multi-year ISV partner strategy aligned with product and GTM priorities across AI, automation, cloud, collaboration, and adjacent categories
- Conduct market analysis, competitive benchmarking, and whitespace mapping to inform partner prioritization and ecosystem investment
- Drive partner planning cycles and influence cross-functional stakeholders through strategic frameworks and ROI-backed proposals
Deal Origination & Execution
- Build, manage, and prioritize a pipeline of high-impact ISV partnership opportunities
- Own the full deal lifecycle — from opportunity identification and qualification through proposal development, executive alignment, negotiation, and close
- Structure and negotiate complex commercial agreements including integrations, co-sell, OEM, and joint solution partnerships
- Build data-driven business cases that quantify revenue impact, product differentiation, and customer value
Cross-Functional Leadership
- Collaborate with Product, Sales, Marketing, and Customer Success to launch and operationalize joint solutions
- Develop scalable onboarding, enablement, and performance tracking processes for ISV partners
- Define success metrics and regularly report ecosystem performance and partner impact to executive leadership
Please note this is a hybrid role with onsite expectations of 3x/week (Tuesday - Thursday) from our San Mateo, CA headquarters.