Head of Partner Sales

Mission

You will lead the design and execution of the partner sales strategy, building and scaling a high-impact partner ecosystem that supports the sustainable growth of a SaaS business.

In the mid-market to enterprise SaaS segment, this role leverages diverse channel models—including resellers, referrals, SI partnerships, and strategic alliances—to drive revenue growth with direct impact on business performance.

Responsibilities

Strategy & Planning

• Design the overall partner sales strategy and develop annual plans, including focus areas and KPI definition
• Develop strategies to acquire and expand new partners (e.g., SI partners, accounting firms, industry associations)

Partner Management

• Build and strengthen relationships with key partners and execute joint marketing and lead-generation initiatives
• Design incentive programs, negotiate commercial terms, and establish partner enablement frameworks

Organization & Team Management

• Lead, manage, and develop the partner sales team (3–6 members)
• Track performance, drive continuous improvement cycles, and report results to executive leadership

Cross-Functional Collaboration

• Work closely with Sales, Marketing, Product, and Customer Success to maximize partner-driven revenue
• Coordinate internally on pricing, contract structures, and partner support models

Why This Role

• Opportunity to design and execute partner strategy at the core of business growth
• Close collaboration with executive leadership and direct influence on strategic decisions
• Hands-on experience building scalable channel programs as repeatable systems
• High level of autonomy and impact in an organization undergoing rapid growth

Required Qualifications

• 5+ years of experience in partner sales or channel sales within the B2B SaaS industry
• Proven experience driving channel revenue growth at companies with annual revenue 
• Team management experience (5+ team members)
• Strong understanding of partner models (reseller, referral, OEM, alliances)
• Experience owning the full cycle from strategy design through execution and operations

Preferred Qualifications

• Knowledge of ERP or HR-related SaaS products
• Experience designing partner programs and negotiating commercial structures with SI and sales partners
• Experience reporting to senior executives and communicating with C-level stakeholders
• Hands-on experience with Salesforce and/or marketing automation tools

Ideal Candidate Profile

• Understands business growth stages and proactively designs and executes effective initiatives
• Enjoys building and transforming organizations from the ground up
• Strong communicator who can align and influence internal and external stakeholders
• Balances data-driven decision-making with strong on-the-ground business judgment