About This Role:

As a Head of Partnerships you will report to the Chief Revenue Officer. The Head of Partnerships will play a pivotal role in developing and executing a comprehensive partnerships strategy to accelerate Gladly’s growth, market presence, win rates and drive partner-sourced pipeline generation. This position offers a unique opportunity to lead and shape the partnerships function, driving collaborative initiatives with key industry players and expanding our ecosystem.

We are looking for someone with the desire and curiosity to constantly learn and take initiative in a fast-paced SaaS company.

What You’ll Do On The Team:

Partnership Strategy and Pipeline Creation

• Develop and execute a comprehensive partnerships strategy aligned with Gladly’s overall business objectives
• Identify and prioritize potential partners, evaluating their strategic fit, customer and ICP overlap and impact on pipeline generation, win rates, sales velocity and ARR growth
• Collaborate with cross-functional teams to align partnership initiatives with product development, marketing, and sales efforts

Relationship Management

• Cultivate and maintain relationships with strategic partners, nurturing long-term collaborations
• Negotiate and structure partnership agreements that create mutually beneficial opportunities for growing quality pipeline that converts quickly to ARR at high win rates
• Act as the primary point of contact for key partners, serving as liaison to internal Gladly GTM and Product teams, ensuring effective communication and alignment on joint initiatives

Business Development

• Identify new business opportunities through strategic partnerships, alliances, and ecosystem development
• Stay on top of industry trends and market dynamics to identify potential partnership opportunities

Cross-functional Collaboration

• Prioritize and coordinate effort across internal teams to execute holistic programs with partners to maximize pipeline creation, sales velocity and ARR.
• Collaborate with product teams to understand partner integration requirements and ensure seamless collaboration.
• Work closely with sales and marketing teams to develop joint marketing and referral programs to drive pipeline generation, customer acquisition and ARR growth.

Performance Analysis

• Establish key performance indicators (KPIs) for partnerships and regularly assess the success of initiatives including connecting partnership efforts to pipeline generation
• Provide timely and insightful reporting on partnership performance, identifying areas for improvement and optimization

What You’ll Bring To The Team:

• 7+ years of proven experience in a partnerships or business development role within the B2B SaaS industry
• Demonstrated success in negotiating and executing complex partnership agreements
• Strong collaborator who can build relationships across the company internally and with partners
• Experience building and/or managing continuous, repeatable pipeline development activities (top to bottom of the funnel)
• Strong track record in executing within a metrics-driven GTM environment
• Ability to interact and influence effectively across C-level executives and team members
• Quick and creative problem-solving skills
• A great attitude with the willingness to learn, maneuver through ambiguity, and collaborate with a growing team
• Strong written, verbal, organizational, and time management skills (efficiency is key)
• Ability to thrive in a fast-paced, “do what it takes” startup culture

Research has shown that individuals from marginalized groups are less likely to apply to jobs where they don't meet 100% of the criteria. Gladly values diversity of experience, so if you believe you have the right skill set, we welcome you to apply - even if you don't check every box in the job description. We're committed to an inclusive workplace and would love to see if you could be the next great addition to our team.

Compensation:

$270,000 to $300,000 Per annum base salary + equity + benefits

For cash compensation, we set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. In order to be compliant with local legislation, as well as to provide greater transparency to candidates, we share salary ranges on all job postings regardless of desired hiring location. Final offer amounts are determined by multiple factors, including geographic location as well as candidate experience and expertise, and may vary from the amounts listed above.