Role Overview
We’re looking for a dynamic, entrepreneurial leader to join as a Director of Strategic Partnerships. The Director of Partnerships will be responsible for defining, launching, and scaling a strategic partnerships ecosystem. This includes identifying high-value partnership opportunities (technology, channel, referral, integration, etc.), negotiating agreements, and working cross-functionally to ensure successful onboarding and ongoing collaboration.This role requires a strong business acumen, excellent relationship-building skills, and desire to amplify our mission of creating a better world of work.
In this role, you will report to the CRO and work closely with Sales, Marketing, Product, and Customer Success teams to build a sustainable and revenue-driving partner strategy. You will define partnership success, set and accomplish high-reaching cross-functional goals, and implement processes and frameworks to ensure effective collaboration. This is an exciting opportunity for someone that is looking to be an owner and build out the partnerships program to directly impact company revenue and accelerate growth.
Key Responsibilities
- Strategy & Leadership
- Redesign and implement an updated partnerships strategy that is aligned with company goals.
- Define KPIs and success metrics for the partnerships program.
- Build the internal partnerships infrastructure and processes to scale effectively.
- Manage and ensure the success of Culture Amp’s existing key partnerships as well as find new business opportunities and lead a team in delivering on the vision.
- Partner Identification & Recruitment
- Identify, source, evaluate, and prioritize potential partners across strategic, referral, integration, and channel categories.
- Develop tailored value propositions and pitches to attract high-quality partners and expand our product capabilities.
- Drive competitive advantage and market growth through partnerships.
- Relationship Management
- Represent Culture Amp in complex negotiations, demonstrate your ability to secure mutually beneficial outcomes, and execute on partnership agreements.
- Serve as the primary relationship manager for key partners, ensuring mutual success and collaboration.
- Build joint business plans and go-to-market strategies with partners.
- Cross-Functional Collaboration
- Collaborate with Marketing on co-branded initiatives and joint campaigns.
- Work with Product and Engineering to evaluate and support integration partnerships.
- Align with Sales and Customer Success to ensure partnership strategies enhance customer acquisition and retention.
- Program Development
- Build scalable partner onboarding, enablement, and support frameworks.
- Launch a partner portal, training resources, and incentive programs where appropriate.
- Track and report on partner performance, pipeline, and revenue impact.
Requirements
- 8+ years of experience in strategic partnerships, business development, or related roles—preferably within SaaS or technology companies.
- Proven success in building and scaling partnership programs from the ground up. Demonstrated experience identifying and closing complex, high-value deals from scratch.
- Strong strategic thinking and negotiation skills and an ability to align external opportunities with internal capabilities.
- Excellent communication, relationship-building, and cross-functional leadership capabilities with executive presence. .
- Deep understanding of SaaS business models, go-to-market strategies, and partner ecosystems (e.g., integrations, marketplaces, VARs, MSPs, etc.).
- Experience using CRM and partner management tools (Salesforce, PartnerStack, Crossbeam, etc.).
Nice to Have
- Experience with API-based integrations or technical partner ecosystems.
- Familiarity with HR technology and how partnerships can complement that strategy.
