Director of Partnerships

Stampli • Austin, TX

15h • Hybrid

About The Position

The Director of Partnerships owns Stampli’s partner strategy across ERP providers, VARs and resellers, accounting and professional services firms, and implementation providers. The role sets the strategy, builds the operating model, and grows the partner program toward producing more than 20% of Net New ARR. The Director determines the appropriate partner-team structure, choosing between quota-carrying Partner AEs, relationship-focused Partner Managers, or a combination.

This leader is accountable for partner-sourced and partner-influenced pipeline and resulting Net New ARR. They develop and maintain the ecosystem strategy, partner segmentation and incentives, recruit and enable partners, and establish attribution and data-integrity standards with RevOps. The role also builds executive relationships with key partner firms and ERP providers and communicates program performance and changes to Sales leadership and the executive team.

The position is based in the Austin, Texas or Nashville, Tennessee office three days a week, Tuesday through Thursday, with the option to work remotely the rest of the week.

Requirements

• At least 8 years of experience in B2B SaaS.
• At least 4 years leading partner, channel, or alliances programs, including building or materially scaling a partner program.
• A track record of carrying a partner-sourced revenue number and measurably growing partner share of new business.
• Experience designing partner-team structures and choosing between partner sellers and partner managers, with evidence of the results of each model.
• Deep familiarity with the ERP partner ecosystem, including VARs, implementation partners, and accounting and advisory firms, and how they earn revenue and recommend software.
• Experience building tiering, incentive, and attribution models from CRM and deal data.
• Hands-on fluency with HubSpot and Gong and a habit of inspecting data directly.
• Experience authoring partner strategies, presenting them to executive teams, and engaging confidently with partner-firm leadership.
• A history of strong partnerships with Sales leadership, Marketing, and RevOps on lead definitions, rules of engagement, and attribution.

Responsibilities

• Own partner-sourced and partner-influenced pipeline and resulting Net New ARR; forecast performance, inspect it weekly, and flag risks with recommendations.
• Develop, document, defend with data, and quarterly revisit the ecosystem strategy, including which partner types and firms to invest in or deprioritize.
• Design the partner-team coverage model and define responsibilities across the partner team, AEs, and Sales Directors.
• Establish and operate a single, data-backed partner-tiering framework; focus investment on productive partners, activate promising dormant partners, and retire unproductive partnerships.
• Identify, qualify, sign, and onboard partners whose client bases fit Stampli’s ICP.
• Build partner enablement, certification, and co-marketing with Marketing to make Stampli easier to recommend and implement.
• Own revenue share, referral programs, and partner incentives, including incentives for individual consultants and advisors, while maintaining lead quality.
• Set partner sourcing and attribution rules, CRM hygiene, and call-tagging standards with RevOps, ensuring program claims are supported by deal data.
• Build executive relationships with leaders at top partner firms and ERP providers; conduct business reviews and represent Stampli in partner forums.
• Keep Sales leadership and the executive team informed about what is working, what is not, and what is changing, tailoring communications to the audience.

Benefits

• Stock options
• Full medical, dental, and vision insurance
• 401(k) with employer match
• Access to AI tools, including ChatGPT Enterprise
• Career and personal growth opportunities
• Support from experienced leadership
• Open-concept, modern workspace and an inclusive, dynamic scale-up culture
• Flexible work arrangement: office Tuesday through Thursday and remote work for the remainder of the week

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed