Director of Partnerships

Owner.com

2d•$200,000 - $220,000•Remote

About The Position

The Director of Strategic Partnerships will own several of Owner’s most important strategic referral partnerships and be responsible for developing new relationships that expand Owner’s reach within the restaurant ecosystem. Strategic partnerships represent a major growth lever for Owner. Reporting to the VP of Partnerships, this role will be responsible for building and scaling partnerships that generate millions in partner-sourced pipeline and revenue. This role requires someone who combines strategic thinking with relentless execution. The ideal candidate is highly organized, deeply relationship-driven, and comfortable navigating both executive-level partnership strategy and day-to-day deal execution. This person loves building from zero to scale, is energized by ambitious revenue goals and ownership, moves quickly and thrives in fast-paced startup environments. This is an individual contributor Director-level role with the potential to grow into a team leadership position over time. This role is 100% remote and can be based anywhere in the United States.

Requirements

5+ years in partnerships, business development, or strategic alliances at a fast-scaling startup or established technology company, with at least 1 year operating at a Director level or leading major partnership initiatives
Proven track record of building partnerships that drive measurable, closed revenue, with strong sales instincts across pipeline, revenue motions, and partner urgency
Exceptional relationship-building, negotiation, and communication skills with the ability to navigate complex organizations and competing demands
Highly organized with strong operational discipline; demonstrated ability to build process and structure in a scrappy or unstructured environment
Deep familiarity with Salesforce and CRM-driven pipeline management
Willingness to travel ~30% of the time

Nice To Haves

Fluency in the hospitality/restaurant technology ecosystem strongly preferred; genuine empathy for the restaurant operator experience is a significant plus
Experience working with broadline distributors and regional advocacy organizations strongly preferred

Responsibilities

Develop partnership strategies with restaurant technology companies, hospitality groups, distributors, and ecosystem partners
Execute high-impact strategic partnerships within the restaurant ecosystem, owning full lifecycle of partnerships from sourcing to launch to expansion
Develop scalable playbooks for lighthouse partnership referral motions
Own partner-sourced pipeline and revenue targets, generating $10M+ in ARR through referral partnerships
Operationalize and systematize existing partnership relationships — building structured playbooks, processes, and tooling where today things are less formalized
Work cross-functionally with curated partnerships sales, launch and success teams to ensure extraordinary customer journeys for qualified partner-sourced leads and drive revenue through a structured referral motion
Represent Owner at key industry events, including major conferences like the National Restaurant Show, building visibility and relationships across the restaurant ecosystem