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Role Description

In this role, you will lead the growth and success of a referral-based partner ecosystem within a rapidly expanding SaaS environment. You will build relationships with solution partners, activate new referral channels, and transform partnerships into a consistent source of high-quality sales opportunities. Working closely with sales, marketing, and operations teams, you will ensure that partner referrals move efficiently through the pipeline and contribute to measurable revenue impact. This position combines strategic partner development with operational execution, making it ideal for professionals who enjoy building scalable programs and driving measurable growth. You’ll play a key role in shaping referral strategies, strengthening collaboration across teams, and creating a seamless experience for partners and internal stakeholders.

• Manage and grow a portfolio of referral partners, serving as the primary contact for partner relationships and engagement.
• Recruit, onboard, and activate new referral partners aligned with target market segments and growth strategies.
• Design and execute scalable referral processes that enable partners to easily identify, register, and route qualified opportunities.
• Drive measurable business impact by increasing partner-driven opportunity creation and partner-influenced revenue.
• Collaborate closely with account executives, sales engineers, and sales development teams to ensure referred opportunities are pursued effectively.
• Maintain relationship maps across partner organizations, including leadership, sales, and marketing stakeholders.
• Run structured partner engagement activities such as regular check-ins, quarterly business reviews, and campaign reviews.
• Ensure accurate deal registration, attribution tracking, and pipeline reporting through CRM and partner management systems.
• Work with operations and cross-functional teams to resolve referral conflicts, attribution issues, or process inefficiencies.
• Contribute insights and data-driven recommendations to improve overall partner ecosystem strategy and program performance.

Qualifications

• 4–7+ years of experience in partnerships, sales, channel management, business development, or related go-to-market roles.
• Experience managing or supporting referral, reseller, or partner ecosystem programs is highly preferred.
• Strong track record of generating pipeline and meeting revenue or opportunity creation targets.
• Hands-on experience with CRM systems such as Salesforce and partner management or deal registration tools.
• Strong understanding of sales workflows and the ability to align partner activities with sales team processes.
• Excellent relationship-building skills and the ability to engage with both internal stakeholders and external partners.
• Strong communication and presentation skills, with the ability to clearly articulate value propositions.
• Highly organized, data-driven, and comfortable working in fast-paced, growth-oriented environments.
• Builder mindset with enthusiasm for developing scalable partner programs and processes.

Requirements

• Experience working within SaaS environments focused on SMB or hospitality markets.
• Familiarity with consulting firms, accounting firms, or service providers as partner channels.
• Experience operating in referral-focused partner ecosystems rather than full reseller models.

Benefits

• On-target earnings (OTE) of $180,000 – $200,000, depending on experience and location.
• Comprehensive medical coverage with 100% of employee premiums paid.
• 401(k) plan with company matching.
• Equity option grants.
• Unlimited paid time off and company holidays.
• Wellness programs and employee wellbeing initiatives.
• Opportunities to work within a collaborative, high-growth SaaS environment.