Partnerships Manager

Partnerships Manager

Austin, TX (Hybrid)

Background

Every day, over 10,000 healthcare professionals log into this company’s software before they begin their day. The platform serves as the operating system behind independent healthcare practices — supporting EHR, practice management, billing, scheduling, and payments to help practices run smoothly.

With new leadership and fresh growth capital, the company is at an inflection point. This is not a startup — it is a market leader focused on long-term value creation. That means building the team, the product, and the go-to-market engine to execute on ambitious goals.

We’re assembling a team that matches the opportunity. If that sounds like your kind of challenge, we’d like to hear from you.

The Role

This is a hands-on partnerships role for someone who builds relationships that drive revenue – not someone who simply manages a Rolodex. You’ll own the company’s integration partner ecosystem end-to-end: managing a new API platform, negotiating and onboarding new integration partners, and building a partnerships function with the operational infrastructure to scale.

This role specifically focuses on integration and ecosystem partnerships—working with software and technology partners that integrate into the platform to improve workflows, expand functionality, and create additional value for customers. You’ll report to executive leadership and work closely with senior leaders who bring deep industry knowledge and relationships across the ecosystem.

The right person sees a partner ecosystem with 55 integrations and thinks “opportunity,” not “complexity.” You’re inheriting a new API launch mid-flight and a pipeline of partners who have expressed interest in the platform. Your job is to turn that momentum into executed agreements, recurring revenue, and a scalable function.

This is not a traditional outbound business development or channel sales role where you’re cold-calling potential partners all day. The company is the system of record for thousands of practices, and partners already want access to the ecosystem. The real challenge is managing those relationships well, driving adoption across the install base, and building a partner experience so strong that the company becomes the most attractive platform in the market to integrate with. This is a build role with real autonomy, direct executive access, and a clear path to growing the scope as the ecosystem matures.

What Success in This Role Looks Like

• You’ve driven the API migration to completion. Every eligible legacy partner is on new API integration agreements, direct database access is sunset, and you did it without torching the relationships in the process.
• You’ve evaluated, negotiated, and onboarded 5 net-new integration partners within your first year. The average onboarding cycle is under 90 days, and you’ve documented the playbook so it’s repeatable.
• Partnership-attributed revenue is growing 20% year-over-year, and you can tell the story behind every dollar. It’s tracked in Salesforce with clean attribution by partner.
• You’ve positioned the partnerships function for future growth: Salesforce pipeline live and maintained, standardized agreement templates deployed, quarterly performance reporting established as needed, and partner enablement materials delivered for the top partners by revenue.
• Partners trust you. You’ve deployed a satisfaction survey and you’re scoring 8 /10. You’ve represented the company at 3 industry events and built direct relationships with the top 10-20 partners by revenue.

Qualifications

• 4 years of B2B SaaS experience in partnerships, account management, customer success, consulting, product-adjacent, or related commercial roles. Many strong candidates will have broader professional experience prior to moving into partnerships-focused roles.
• Healthcare or vertical SaaS experience is a plus, but not required. What matters most is that you’ve managed strategic relationships, worked cross-functionally, and can point to meaningful business impact—whether through revenue influence, customer adoption, integration success, or operational execution.
• Hands-on experience negotiating partnership agreements. You’ve structured deals, not just managed relationships.
• CRM fluency. You’ve built or managed partner pipelines, reporting dashboards, and lifecycle workflows in Salesforce (preferred). You understand data hygiene and why pipeline accuracy matters.
• Functional understanding of APIs and integration architectures. You don’t need to write code, but you need to hold your own in a conversation with a partner’s engineering team and serve as the liaison between commercial and technical teams.
• Cross-functional experience working with marketing (co-marketing, partner enablement), product (integration decisions, roadmap input), and sales (talking points).
• Pushing boundaries with AI. You’re actively exploring how AI can make you more effective – drafting partner communications, automating repetitive workflows, analyzing data you wouldn’t have time to touch manually, or building lightweight tools that stretch what one person can do. The specific tools matter less than the instinct: you see a manual process and immediately wonder if there’s a smarter way.
• Willingness to travel to industry events (1-2 per quarter) to represent the company, build partner relationships, and stay connected to the industry ecosystem.

Who You Are

• Warm but direct. Your default mode is relationship-building, but you don’t confuse being liked with being effective. You can deliver a hard message – a migration deadline or a “no” – without destroying the relationship.
• Bias toward action. You think through the strategy, then move. You’d rather test a playbook with three partners than spend a quarter perfecting it.
• Comfortable inheriting work in progress. You don’t need to start from scratch to feel ownership. You can pick up a migration mid-stream, understand the context fast, and drive it to completion.
• Low ego, high integrity. You share partner intelligence freely across sales, marketing, and product. You treat partnerships as company assets, not personal territory. In a tight-knit industry, your word is your reputation.
• Genuinely curious about the industry. You’ll learn how practices run, what matters to their workflows, and why certain integrations create real value – not because someone told you to, but because you can’t do this job well without understanding the ecosystem.
• A builder. This role is best suited for someone who enjoys operating in white space, building processes as they go, and driving cross-functional initiatives without needing excessive structure or oversight. There is a high degree of autonomy in this role – the right person will have as much rope as they can handle.

Benefits

• Competitive compensation based on experience
• Health, dental, and vision benefits
• Based in Austin, TX (relocation support available for the right candidate). Hybrid work flexibility with regular in-office collaboration; this is a cross-functional role with a strong in-person component
• 401(k) with matching company contribution
• Flexible PTO policy
• Ground-floor opportunity in a well-capitalized, fast-growing healthcare technology company