Director of Partnerships

Our mission is to move humanity off of fossil fuel heating. 20% of US global warming emissions come from homes (that's more than cars!). The largest driver of home emissions is burning fossil fuels for heat. To stop climate change, over 80M US homes need to transition from combustion to efficient, electric heat pumps over the coming decades.

We believe for this to happen the world needs fantastic products that are easy and desirable to purchase. Today's heat pumps lack great design, make limited use of software, and are difficult and stressful to adopt. We are building a next generation, beautifully designed, AI optimized home heating and cooling system that is 10x better than what is on the market today. And we are making it easy to purchase and adopt by managing all sales, rebates, permitting and installation for our customers.

Role

Quilt is seeking a dynamic and strategic Director of Partnerships to lead the growth and success of our partner ecosystem while overseeing sales and partner success functions. This leader will be responsible for developing, managing, and scaling Quilt's contractor and channel network; ensuring partners and customers thrive; and driving measurable revenue growth.

Reporting directly to the CRO, the Director of Partnerships will oversee Quilt's sales and partner success teams, working cross-functionally with marketing, product, engineering, and operations. Initially focused on the U.S. and Canada, this role will also prepare Quilt for global expansion into Europe and beyond.

The ideal candidate is both a strategic builder and an operational leader—someone who can deliver revenue growth, define scalable processes, foster long-term relationships, and execute with discipline while positioning Quilt as a trusted partner to contractors, customers, and stakeholders.

Responsibilities

• Lead sales strategy and execution across contractor and partner channels, ensuring consistent revenue growth and market share expansion.
• Define and implement partner and customer segmentation strategies to maximize pipeline, retention, and upsell opportunities.
• Establish KPIs for revenue, partner performance, and customer satisfaction; track and report regularly to the CRO and executive team.

• Build and scale Quilt's Certified Partner Network, driving activation, enablement, and retention.
• Develop tiered partner programs (incentives, recognition, and exclusive benefits) to reward performance and foster loyalty.
• Collaborate with product and marketing to ensure partners are equipped to sell, install, and support Quilt systems effectively.
• Identify and evaluate new geographic markets; lead go-to-market planning for European expansion.

• Oversee Quilt's Customer Support and Success teams, ensuring world-class service for end customers and partners.
• Build scalable support processes, including onboarding, certification, installation support, and escalation pathways.
• Monitor customer health metrics (e.g., NPS, churn, time-to-resolution) and drive continuous improvement.
• Position customer experience as a differentiator, ensuring Quilt is not only a vendor but a trusted advisor.

• Develop scalable playbooks, workflows, and automation tools to streamline partner and customer interactions.
• Implement compliance and quality assurance systems for installations and support.
• Lead financial modeling, forecasting, and performance analysis to inform growth and investment decisions.
• Prepare the organization for multi-market expansion by building repeatable global frameworks.

Qualifications

• 10–12 years in partnerships, business development, or revenue leadership, with direct experience managing sales and customer-facing teams.

Background in HVAC channel sales or sales strategies supporting B2B2C product lines is required

• Track record of scaling channel/contractor networks in North America; experience with international market entry a plus.
• Proven success in driving retention, upsell, and partner expansion through structured programs.
• Cross-functional leadership experience, collaborating with product, marketing, and operations.

• Entrepreneurial mindset, thriving in fast-scaling, resource-constrained environments.
• Exceptional people leadership and team-building skills across multiple functions (sales, customer success, and support).
• Strong analytical ability: skilled in forecasting, segmentation, and performance optimization.
• Adept at building high performing teams and designing scalable systems and processes
• Excellent negotiation, communication, and presentation skills; comfortable engaging at board and executive levels.
• Willingness to travel domestically and internationally as needed (approximately 30–50%).

• Experience implementing partner enablement technologies (CRM, partner portals, workflow automation).

This is a full-time, hybrid position in our Redwood City office or remote with quarterly travel to Redwood City.

The expected base annual salary range is $200,000 - 215,000. Quilt also offers meaningful equity and top-tier benefits.

We are a growing team of ambitious people who truly care about the impact of their work. We are on a mission to accelerate a species-level human transition. For over a million years we've been burning things to stay warm. It's time to move to a better way of living.