Partnerships Lead

About the Role

We are looking for a Partnerships Lead to build and scale Workwize’s partnerships function from the ground up. This role is focused on identifying high-value partnership opportunities, building strong commercial relationships, and turning integrations and agreements into measurable revenue growth.

You will own the full partnerships motion from strategy through execution. This includes opening and qualifying partner conversations, building business cases, coordinating with Product and Revenue teams, and driving integrations and commercial agreements to launch.

This is a high-ownership role with direct responsibility for partnership ARR targets. You will start as an individual contributor, build the foundation of the function, and grow the team as the impact and revenue scale.

 

Key Responsibilities

Partnerships Strategy & Execution

• Build and scale the partnerships function from the ground up.
• Identify and prioritise high-potential partnership opportunities across HRIS, EOR, MSP, VAR, ITAM, ITSM, and adjacent ecosystems.
• Own outbound partner acquisition and relationship management from first contact through signed agreement and go-live.
• Evaluate and qualify partnership opportunities quickly based on commercial potential and strategic fit.
• Develop clear business cases for integrations, co-sell agreements, referral models, and revenue-sharing structures.
• Work closely with Product, Engineering, and Revenue to align on integration priorities, timelines, and feasibility.
• Track partnership pipeline performance, ARR contribution, and forecasting.
• Build repeatable partner acquisition and onboarding playbooks.
• Make clear recommendations on where to invest further and where to deprioritise based on commercial impact.

What Success Looks Like

Success in this role is measured in clear, time-bound outcomes that show momentum from zero to revenue-generating partnerships.

Month 1

• Full audit of existing partner conversations and agreements completed, with clear assessment of momentum and next steps.
• First outbound outreach launched across top priority ecosystems (HRIS, EOR, MSP, VAR, ITAM, ITSM).
• Alignment established with Product and Revenue on integration capacity, constraints, and priorities.
• Clear mapping of partner landscape, including target accounts and initial view of value per segment.

Month 2

• Active partner conversations running across all priority ecosystems.
• First validated signals on strongest commercial opportunities and fastest-moving partnership types.
• Qualified partner pipeline established with clear next steps per partner.
• Initial view of potential ARR contribution shared with leadership and aligned with Revenue forecasting.

Month 3

• Business case developed per priority ecosystem and key partners, including ARR potential, requirements, timelines, and dependencies.
• Clear prioritisation decisions made with leadership on where to focus and where to deprioritise.
• Agreed roadmap with Product and Revenue for accelerating top integration opportunities.
• Initial repeatable outbound and qualification approach defined.

Month 4–5

• First integrations or commercial agreements live and contributing to revenue or qualified pipeline.
• Partnership ARR contribution becomes trackable and part of monthly reporting.
• Early version of a repeatable partner playbook documented.

Month 6

• Three priority integrations or commercial partnerships live.
• ARR contribution from partnerships aligned with forecast from Month 2 planning.
• Fully documented and repeatable partnership acquisition and scaling playbook in place.

Required Skills & Experience

• Experience building a partnerships or channel function from the ground up in a B2B SaaS environment.
• Experience structuring and closing integration partnerships, including API-based commercial models.
• Strong commercial thinking with the ability to build and communicate clear business cases internally and externally.
• Experience owning partnership pipeline targets or ARR goals, with accountability for outcomes.
• Ability to navigate multi-stakeholder environments and maintain momentum across internal and external teams.
• Experience working with Product and Engineering teams to scope and launch integrations.
• Strong execution mindset with comfort operating in ambiguous environments.
• Strong communication and relationship-building skills.

Bonus Skills

• Experience in HRTech, IT procurement, device management, or adjacent SaaS ecosystems.
• Experience scaling a partnerships team after establishing initial commercial traction.
• Familiarity with co-sell motions, reseller partnerships, and marketplace ecosystems.

The Right Mindset

• High ownership and accountability for outcomes.
• Comfortable building from zero without a predefined playbook.
• Fast-moving, with strong commercial judgement.
• Clear thinker who can prioritise based on impact.
• Strong relationship builder across internal and external stakeholders.
• Comfortable working with ambiguity and evolving information.
• Focused on measurable business impact over activity.
• Collaborative and aligned with cross-functional teams.

What Doesn’t Work

• Only having contributed to partnerships without owning strategy or revenue impact.
• Experience limited to referral or marketing partnerships without integration or API-based deals.
• Strong strategic thinking without execution or closing ability.
• Needing fully defined structure or playbooks before taking action.
• Inability to build a business case from incomplete information.
• No direct ownership of ARR or revenue targets.
• Having been given a team before demonstrating commercial success.
• Treating all partnership opportunities equally without prioritisation.

Workwize Offers

• Flexible hybrid work environment.
• Top-notch tools and equipment provided.
• Entrepreneurial culture with strong growth opportunities.
• Regular off-sites and team bonding events.
• Team lunches and surprise events to keep things fun.
• Pension scheme.
• ClassPass corporate membership.