Director of Partnerships

We are looking for a strategic, execution-oriented Director of Partnerships to lead Omatic's Partnerships & Strategic Alliances function. Reporting to the Chief Sales Officer, you will own the full partnerships portfolio, including White Label and Referral partnerships across Systems of Record, Application Connector, and Solution Provider categories, and be accountable for the team's annual partner bookings goal. 

This is a senior, high-visibility leadership role at a company where partnerships are a core GTM motion. You will manage and develop a team of Partner Managers, set the strategic direction and tiering framework for our partner ecosystem, and personally own our highest-value Strategic Partner relationships, including complex negotiations and executive-level escalations. 

You will build and deliver executive and Board-level reporting on partner performance, and will collaborate closely with Sales, Marketing, Product, and Customer Experience leadership to ensure partnerships are embedded into every stage of Omatic's go-to-market motion. 

Responsibilities:

Partnership Strategy & Team Development 

• Own overall strategy and annual/quarterly targets across the full partnerships portfolio: White Label, Referral (Systems of Record, Application Connector, and Solution Provider categories), and Partner Webinar Bookings 

• Develop and continually refine Omatic's partner tiering framework, identifying and prioritizing Strategic Partners that drive the majority of partner-sourced business 

• Build and present partner performance reporting, including bookings, pipeline, QBR completion, and partner health, to executive leadership and the Board 

• Own resource and headcount planning for the partnerships function as it scales 

• Hire, manage, coach, and develop a team of Partner Managers, setting clear individual and team goals aligned to the annual partner bookings target 

• Build and run a cadence of 1:1s, pipeline reviews, and career development planning to grow the team's skills and impact 

• Foster a high-performance, accountable culture within the Partnerships team, and serve as a model for cross-functional collaboration 

Strategic Partner & Executive Relationship Management 

• Personally own and manage relationships with Omatic's top-tier Strategic Partners, serving as the senior day-to-day point of contact 

• Lead high-stakes partner negotiations, including contract renewals, fee and pricing structures, and new strategic agreements 

• Serve as the senior escalation owner for partner issues requiring cross-functional engagement, including issues spanning Product, Legal, and Customer Experience, looping in executive stakeholders as needed 

Cross-Functional & Executive Alignment 

• Partner with Sales, Marketing, Product, and Customer Experience leadership to embed the partnerships motion into Omatic's broader GTM strategy 

• Report directly to the Chief Sales Officer on partner pipeline, bookings, and strategic initiatives, and contribute partner-level insight to company-wide planning 

New Partnership Development & Market Strategy 

• Identify, evaluate, and prioritize new strategic partnership opportunities, including new Systems of Record, Application Connector, and Solution Provider partners, that align with Omatic's growth priorities 

• Build business cases and lead negotiation of term sheets and agreements for new partnerships 

• Monitor market, competitive, and nonprofit technology landscape trends to continually inform and evolve partnership strategy 

Qualifications:

• 7 years of experience in partnerships, business development, alliances, or channel/strategic sales, preferably within a SaaS environment 

• 2 years of experience directly managing, coaching, and developing a team 

• Demonstrated track record negotiating and closing complex, high-value partner agreements 

• Experience building or scaling a partner program or partner tiering strategy 

• Strong executive presence with the ability to present partner performance and strategy to senior leadership and the Board 

• Strategic and structured thinker who is also comfortable operating hands-on and close to the details when needed 

• Strong written and verbal communicator, able to tailor a value proposition to a range of partner and executive audiences 

• Foundational understanding of the integration landscape (ETL, application integration, workflow automation) preferred; nonprofit technology experience a plus 

• Experience with Salesforce required 

• Bachelor's degree or equivalent experience