Director of Partnerships
New
I
Insight AssuranceCybersecurity compliance
US RemoteFull-TimeDirector
SalaryCompetitive base salary commensurate with enterprise sales experience and market benchmarks. Quarterly performance bonuses tied to pipeline generation and revenue milestones.
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Job Details
- Experience
- 2-5 years of experience successfully building and scaling channel or partner programs within GRC, cybersecurity, audit, or B2B SaaS
- Required Skills
- NegotiationHubSpot
Requirements
- Bachelor's degree; a business-related field is preferred.
- 2-5 years of experience building and scaling channel or partner programs within GRC, cybersecurity, audit, or B2B SaaS.
- Track record of growing a partner program from a less mature state into a scaled, revenue-generating motion.
- Experience as a player-coach, personally managing top-tier partners while leading a small team.
- Experience operating as a revenue leader with ownership of partner results.
- Data skills, including funnel math, attribution, and partner economics.
- Strong negotiation and analytical skills.
- Experience managing complex business relationships, multi-party deals, and programs.
- Familiarity with modern GTM tools, including HubSpot, Crossbeam/Reveal, Clay, partner portals, and adjacent revenue operations infrastructure.
- Understanding of, or ability to quickly learn, SOC 2, ISO 27001, CMMC, FedRAMP, PCI DSS, HITRUST, and the broader compliance ecosystem.
- Strong organizational, time-management, leadership, and interpersonal skills.
Responsibilities
- Own partner-sourced and partner-influenced revenue, partner-attached deal size, and partner contribution to pipeline.
- Define and execute the multi-year partner strategy, including tiering, segmentation, and prioritization.
- Build relationships with strategic partners, create joint business plans, and drive co-sell motions.
- Develop scalable playbooks for partner onboarding, enablement, co-marketing, lead routing, and QBRs.
- Define partner-versus-AE ownership across partner-sourced, partner-influenced, and AE-sourced deals.
- Design partner marketing programs with the Marketing team and measure their outcomes.
- Recruit, qualify, and onboard strategic partners in target ICPs and compliance frameworks.
- Establish KPIs, dashboards, and accountability systems, and report performance with diagnoses and action plans.
- Hire, coach, and manage a small team of partner managers.
- Meet quarterly and annual partner-sourced and partner-influenced revenue targets.
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