Director of Partnerships

🕒 April 23

🇺🇸 United States – Remote

💵 $250k - $280k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

🦅 H1B Visa Sponsor

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PandaDoc

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2011

☁️ SaaS

🤝 B2B

⚡ Productivity

💰 Series C on 2021-09

SaaS • B2B • Productivity

PandaDoc is a comprehensive document management solution that helps businesses streamline their document workflows. It offers a range of features including custom agreement generation, eSignatures, CPQ (configure, price, quote) capabilities, and real-time collaboration tools. PandaDoc is designed for ease of use, enabling teams to automate document creation and management processes, thus improving efficiency and reducing errors. The platform integrates with popular CRM systems, payment gateways, and other tools to facilitate seamless business operations. Focused on security and compliance, PandaDoc supports legal and secure electronic transactions, making it ideal for businesses looking to optimize their agreement management processes.

📋 Description

• Partner program ownership: own the overall partner program strategy across Solutions Partners (Registered, Silver, Gold, Platinum tiers), Core ISVs (Salesforce, HubSpot, Pipedrive), and Scaled partners — driving partner-sourced pipeline, service-attached revenue, and partner-influenced ARR • Team leadership: recruit, enable, and develop a high-performing team including Partner Managers, Technical Enablement, Partner Marketing, and Partner Operations • Revenue and pipeline accountability: build and execute joint GTM plans with strategic partners to drive qualified pipeline, co-selling motions, and closed revenue; hold the team accountable to partner win rates and AE activation • Solutions partner program: develop and scale the Solutions Partner tier program (Registered through Platinum), including partner progression, certification, MDF, co-marketing, and enablement frameworks • ISV partnership strategy: unlock more from Core ISVs through partner marketing, co-selling, and field enablement; own ISV pipeline and CRM channel management across Salesforce, HubSpot, and Pipedrive • Cross-functional alignment: partner closely with Sales, Marketing, Product, CS, and RevOps to ensure the partner ecosystem is tightly integrated with company GTM priorities and sales motions • Data and performance management: define and own the key metrics that matter: partner-sourced pipeline, partner service-attached revenue, partner-influenced ARR, net new active partners, referrals per partner, and % of AEs actively using the partner program • Executive partner relationships: represent PandaDoc at the executive level with strategic partners and build the “Wealth of Knowledge” relationships that give us a durable competitive advantage

🎯 Requirements

• 8+ years of experience in partnerships, channel sales, or business development — ideally in B2B SaaS • Proven track record of building or materially building and scaling a partner program that drove measurable ARR impact • Deep familiarity with the full partner ecosystem: Solutions/SI partners, ISVs, referral and affiliate programs, and marketplace channels • Strong revenue ownership mindset — you know how to connect partner activity to pipeline, win rates, and closed deals, and you hold your team accountable to those numbers • Experience managing and developing a team of partner managers and cross-functional program owners • Excellent cross-functional collaborator who can influence without authority across Sales, Marketing, Product, and CS • Deep knowledge of CRM ecosystems (Salesforce, HubSpot, Pipedrive) and how ISV partnerships create combined workflow value • Exceptional communicator and relationship builder — partners trust you quickly, and so does your team.

🏖️ Benefits

• Employees may be able to purchase company stock (or receive annual bonuses) • Employees (and their families) may enroll in the company’s medical, dental, vision, short & long term disability, life insurance, FSA and 401k plans. • Employees will also receive 13.34+ hours of paid time off per month, 6 self care days, birthday PTO day, and 12 company paid holidays off per year.