Director, Tech Partner Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Tech Partner Sales based in the United States.

In this role, you will lead the strategy and execution of a high-impact technology partner ecosystem within an enterprise SaaS environment. You will be responsible for building and scaling relationships with strategic technology partners, driving commercial agreements, and transforming integrations into scalable, revenue-generating solutions. Acting as both a leader and operator, you will oversee a team of Partner Account Managers while shaping the go-to-market motion that connects partners, internal sales teams, and end customers. This position is highly strategic, combining executive-level relationship management, revenue ownership, and ecosystem development. You will play a key role in accelerating platform growth by ensuring partners deliver measurable customer value through integrated solutions. The environment is fast-paced, collaborative, and focused on long-term ecosystem expansion and commercial success.

• 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 high-performing partner or sales teams with revenue accountability.
• Deep understanding of forecasting, pipeline management, and revenue performance tracking across multi-partner ecosystems.
• Ability to operate effectively in matrixed organizations, influencing cross-functional stakeholders without direct authority.
• Strong executive presence with excellent communication skills and experience engaging senior-level stakeholders and C-suite partners.
• Analytical, strategic thinker with the ability to balance commercial execution with long-term ecosystem development.
• Preferred experience in legal tech, enterprise SaaS platforms, API-driven ecosystems, or marketplace models.

Benefits

• Competitive base salary with performance-based annual bonus opportunities.
• Comprehensive health coverage including medical, dental, vision, and life insurance.
• 401(k) retirement savings plan with company match.
• Flexible paid time off policy supporting vacation, personal time, and well-being.
• Enhanced parental leave programs supporting primary and secondary caregivers.
• Remote-friendly work model with flexible working hours.
• Access to learning platforms, certifications, and continuous professional development programs.
• Career growth opportunities within a rapidly scaling global SaaS organization.
• Employee wellness programs and mental health support resources.
• Inclusive, collaborative, and innovation-driven work culture.