Director, Technology Partnerships

🕒 February 18

🏄 California, North Carolina, +2 more states – Remote

🏄 California – Remote 🌲 North Carolina – Remote 🎸 Tennessee – Remote 🤠 Texas – Remote

💵 $200k - $250k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

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CaptivateIQ

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2017

💸 Finance

🏢 Enterprise

💰 $100M Series C on 2022-01

Finance • Software as a Service (SaaS) • Enterprise

CaptivateIQ is a modern sales commission solution that helps businesses to significantly improve revenue performance. By automating and simplifying the entire commission process, it allows sales teams to focus on selling rather than administrative tasks. The platform offers tools for real-time visibility and analytics, which motivate sales representatives and offer insights to sales leaders. CaptivateIQ's solution is flexible, transparent, and designed to scale with growing businesses, offering features like AI-powered intelligence and SmartGrid™ technology. Notably, it caters to various industries such as financial services, manufacturing, media and entertainment, among others, providing a strategic advantage in managing and optimizing sales performance management initiatives.

📋 Description

• Own the overall strategy and roadmap for our current Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motions. • Define clear partner tiers, focus areas, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platform. • Build multi‑year joint business plans with Workday and NetSuite that align product roadmap, sales coverage, and marketing investments. • Partner with Product and Engineering to identify additional certified integrations and joint solutions that are compelling to CaptivateIQ customers. • Ensure current and future integrations meet both technical requirements and go‑to‑market readiness (documentation, enablement materials, positioning, and reference customers). • Establish feedback loops from partners and customers back into the product roadmap to strengthen ecosystem differentiation. • Design and execute joint GTM motions (co‑sell plays, target account lists, campaigns) with Workday and NetSuite field teams and partner organizations. • Drive sourced and influenced pipeline through account mapping, opportunity identification, and structured co‑selling with our sales organization and partner reps. • Collaborate with Marketing to deliver co‑branded campaigns, events, and content that increase awareness and demand within the technology partner ecosystem. • Serve as the primary point of contact for partner alliances teams, maintaining strong relationships across sales, alliances, product, and marketing stakeholders. • Lead regular business reviews (QBRs/PBRs) to align on pipeline, integration priorities, and mutual success metrics. • Navigate and resolve conflicts or ambiguity around rules of engagement, deal alignment, and roadmap expectations. • Act as the internal champion for Workday and NetSuite, educating sales, solution consulting, partner success, and customer teams on how and when to bring these partners into deals. • Build simple, repeatable playbooks and enablement assets for internal teams and partners (how to co‑sell, when to engage, messaging, integration value props). • Work closely with Partner Operations to ensure partner processes (deal registration, lead sharing, reporting) are scalable and visible, enabling you to track performance and ROI. • Define and track KPIs for the Workday and NetSuite partnerships, including sourced and influenced pipeline, win rates, integration adoption, marketplace activity, and partner NPS where applicable. • Provide clear, data‑backed updates to leadership on performance, risks, and investment recommendations across the tech partner portfolio.

🎯 Requirements

• 10+ years in alliances, business development, or technology partnerships within B2B SaaS, with a strong track record of driving revenue through strategic ISV or platform partners. • Direct experience working with Workday and/or NetSuite in an alliances, sales or technology partner capacity, including co‑sell motions and certified integrations. • Existing relationships within Workday and/or NetSuite alliances and field organizations. • Proven ability to build from 0→1: you’re comfortable operating in ambiguity, designing new programs, and iterating quickly with limited historical precedent. • Demonstrated success owning pipeline, revenue, and adoption goals tied to partner motions (sourced/influenced ARR, attach rates, integration usage, etc.). • Strong executive presence and influencing skills—you can earn trust and alignment with VP+ stakeholders internally and externally, even without direct authority. • Excellent cross‑functional collaborator, able to work effectively with Sales, Product, Marketing, RevOps, and Customer teams to align on partner strategy and execution. • Comfortable combining strategic thinking with hands‑on execution—from crafting multi‑year alliance strategy to running point on individual co‑sell opportunities or events. • Highly organized and data‑driven, with experience using CRM (e.g., Salesforce) and reporting tools to manage partner performance and communicate outcomes. • Periodic travel for partner meetings, conferences, and internal planning (estimated 25%+ travel).

🏖️ Benefits

• Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents. • Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge. • Annual Stipends: Dedicated funds for your professional development and caretaking needs. • Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does. • Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future. • Premium Tools: The latest Apple hardware to empower you to do your best work. • Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives.