Company
SaaS
Director,TechPartnerSales
Neural analysis suggests this role is
optimal for Director candidates.
“Director, Tech Partner Sales. Skills: Technology partnerships, Partner ecosystems, Commercial agreements, Go-to-market strategies, Team management. Lead development and expansion of technology partner ecosystem. Identify strategic partners”
What You'll Achieve.
Drive revenue growth; Enable scalable distribution models; Drive activation; Drive measurable revenue outcomes; Ensure consistent visibility; Ensure consistent accountability; Meet enterprise customer expectations
Industry & Context.
Analytical; Strategic thinker
What They're Looking For.
Must Have
10+ years of experience in technology partnerships, 10+ years of experience in ISV sales, 10+ years of experience in channel leadership, 10+ years of experience in ecosystem development, Proven track record of building and scaling partner ecosystems, Experience structuring and closing complex commercial agreements, Demonstrated success in designing and executing joint go-to-market programs, Leadership experience managing and developing high-performing partner or sales teams, Deep understanding of forecasting, Deep understanding of pipeline management, Deep understanding of revenue performance tracking, Ability to operate effectively in matrixed organizations, Executive presence, Excellent communication skills, Experience engaging senior-level stakeholders, Experience engaging C-suite partners, Analytical thinker, Strategic thinker
Nice to Have
Preferred experience in legal tech, Preferred experience in enterprise SaaS platforms, Preferred experience in API-driven ecosystems, Preferred experience in marketplace models
What You'll Do.
Lead development and expansion of technology partner ecosystem
Identify strategic partners
Recruit strategic partners
Sign strategic partners
Structure commercial agreements
Negotiate commercial agreements
Execute commercial agreements
Build joint go-to-market strategies
Execute joint go-to-market strategies
Ensure partner activation
Ensure customer adoption
Ensure measurable royalty-driven revenue outcomes
Manage partner account managers
Coach partner account managers
Develop partner account managers
Set performance standards
Set portfolio strategies
Set revenue accountability expectations
Own forecasting accuracy
Own revenue performance
Ensure consistent visibility
Ensure consistent accountability
Drive alignment across internal teams
Enable effective co-selling
Enable partner engagement
Lead executive relationships
Conduct business reviews
Conduct joint planning
Establish long-term strategic alignment
Monitor partner performance
Ensure high-quality integration standards
Provide strategic input on build-vs-partner decisions
How You'll Work.
Team & Collaboration
Internal sales teams; Product teams; Marketing teams; Customer success teams; Cross-functional stakeholders; Executive relationships; Key technology partners
Communication Scope
Executive presence; Communication skills; Engaging senior-level stakeholders; Engaging C-suite partners
Process & Methodology
Pipeline management, Forecasting
Full Job Description
## Accountabilities Lead the development and expansion of a technology partner ecosystem by identifying, recruiting, and signing strategic partners that extend platform value and drive revenue growth. Structure, negotiate, and execute commercial agreements that enable scalable distribution models, including marketplace, OEM, and embedded integration partnerships. Build and execute joint go-to-market strategies with partners, ensuring activation, customer adoption, and measurable royalty-driven revenue outcomes. Manage, coach, and develop a team of Partner Account Managers, setting clear performance standards, portfolio strategies, and revenue accountability expectations. Own forecasting accuracy and revenue performance across the partner portfolio, ensuring consistent visibility and accountability at every stage of the business cycle. Drive alignment across internal sales, product, marketing, and customer success teams to enable effective co-selling and partner engagement. Lead executive relationships with key technology partners, including business reviews, joint planning, and long-term strategic alignment. Monitor partner performance and ensure high-quality integration standards that meet enterprise customer expectations. Provide strategic input to executive leadership on build-vs-partner decisions that influence product direction and ecosystem strategy. Requirements 10+ years of experience in technology partnerships, ISV sales, channel leadership, or ecosystem development within an enterprise SaaS environment. Proven track record of building and scaling partner ecosystems, including recruiting partners and driving platform adoption at scale. Experience structuring and closing complex commercial agreements such as OEM deals, ISV distribution contracts, or marketplace partnerships. Demonstrated success in designing and executing joint go-to-market programs that drive activation and measurable revenue outcomes. Strong leadership experience managing and developing hi
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