Director of Partnerships

Stampli

. Own partner-sourced and partner-influenced pipeline and the Net New ARR it produces, with a path to more than 20% of NNARR .

Posted 10/24/2026full-timeUnited StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and scaling partner programs within the B2B SaaS sector, with a strong focus on partner performance forecasting, segmentation, and enablement. Proven ability to design team structures and develop strategic partnerships that drive revenue growth and align with organizational goals.

Highest-signal resume keywords

B2B SaaS ExperiencePartner Program DevelopmentERP Partner Ecosystem FamiliarityHubSpot ProficiencyData-Driven Decision Making

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partner Performance ForecastingPartner Team Structure DesignRevenue Share Program DesignTiering Model DevelopmentAttribution Model Creation

Soft Skills

Relationship BuildingStrategic ThinkingData Inspection HabitPresentation SkillsCollaboration with Sales Leadership

Tools & Technologies

HubSpotGong

Industry Keywords

B2B SaaSPartner Sourced RevenueChannel ProgramsAlliances ProgramsImplementation Partners

Tech Stack

Tools & technologies

ERP

About the role

Key responsibilities & impact

Own partner-sourced and partner-influenced pipeline and the Net New ARR it produces, with a path to more than 20% of NNARR
Forecast partner performance, inspect it weekly, and flag risks early with recommendations
Author the ecosystem strategy and decide which partner types and firms to prioritize or deprioritize
Design the partner team coverage model, including Partner AEs, Partner Managers, or a hybrid structure
Define roles and responsibilities across the partner team, AEs, and Sales Directors
Run a data-backed partner segmentation and tiering framework
Concentrate investment on productive partners, activate dormant partners with potential, and retire ineffective partnerships
Identify, sign, qualify, and onboard new partners aligned with Stampli’s ideal customer profile
Build partner enablement, certification, and co-marketing programs with Marketing
Design and own revenue share, referral programs, and partner incentives
Set partner sourcing and attribution rules, CRM hygiene, and call-tagging standards with RevOps
Build executive relationships with leaders at partner firms and ERP providers
Run business reviews with key partners and represent Stampli in partner meetings
Keep Sales leadership and the executive team informed about performance, changes, and priorities

Requirements

What you’ll need

8+ years in B2B SaaS
4+ years leading partner, channel, or alliances programs
Experience building or materially scaling a partner program
Track record of carrying a partner-sourced revenue number and growing partner share of new business by a measurable amount
Experience designing partner team structures and choosing between partner sellers and partner managers, with evidence of what each produced
Deep familiarity with the ERP partner ecosystem: VARs, implementation partners, and accounting and advisory firms
Understanding of how ERP partners, implementation partners, and accounting and advisory firms make money and recommend software
Experience building tiering, incentive, and attribution models from CRM and deal data
Hands-on fluency in HubSpot and Gong
Habit of inspecting data personally
Experience authoring partner strategies and presenting them to executive teams
Ability to hold your own in a room with partner firm leadership
History of strong partnerships with Sales leadership, Marketing, and RevOps on lead definitions, rules of engagement, and attribution

Benefits

Comp & perks

Stock Options
Full medical, dental, and vision insurance
401(k) + employer match
Access to cutting-edge AI tools, including ChatGPT Enterprise, to enhance productivity, support innovation, and streamline daily workflows
Opportunities and development for career and personal growth
Strong and experienced leadership that supports your growth and success
An open-concept, modern workspace within an inclusive and dynamic scale-up culture
Flexible work arrangement: work from the Austin, TX or Nashville, TN office three days a week (Tuesday, Wednesday, and Thursday), with the option to work remotely for the remainder of the week
Award-winning workplace culture, including Work-Life Balance, Compensation, Happiness, and Perks & Benefits