Director of Partnerships

Stampli • Nashville, TN

3d • Hybrid

About The Position

The Director of Partnerships owns Stampli’s partner strategy across its ecosystem, including ERP providers, VARs and resellers, accounting and professional services firms, and implementation providers. The role sets the strategy, establishes the operating model, and grows the partner program toward contributing more than 20% of Net New ARR. The Director will determine and build the appropriate team structure, choosing among Partner AEs, Partner Managers, or a hybrid model, and will ground decisions in deal data while communicating proactively with executive-level clarity.

This leader is accountable for partner-sourced and partner-influenced pipeline and the resulting Net New ARR. The role authors and revisits the ecosystem strategy, establishes partner segmentation and coverage standards, recruits and onboards partners, and develops enablement, certification, co-marketing, incentives, and attribution practices. It also builds executive relationships with top partner firms and ERP providers, represents Stampli in partner business reviews, and keeps Sales leadership and the executive team informed about program performance and changes.

The position is based in Stampli’s Austin, TX or Nashville, TN office three days per week (Tuesday, Wednesday, and Thursday), with the option to work remotely the remainder of the week. Stampli describes itself as an AI-focused financial operations company serving more than 1,800 customers and integrating with more than 70 ERPs. Its AI assistant, Billy, processes more than $105 billion in invoices annually. The company is expanding from accounts payable into the broader procure-to-pay lifecycle.

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 target and measurably growing partner share of new business.
• Experience designing partner team structures and deciding between partner sellers and partner managers, with evidence of the results produced by each.
• 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 using CRM and deal data.
• Hands-on fluency with HubSpot and Gong and willingness to inspect data directly.
• Experience authoring partner strategies and presenting them to executive teams, and confidence engaging 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 the partner-sourced and partner-influenced pipeline and associated Net New ARR; forecast performance, inspect it weekly, and flag risks with recommendations.
• Develop, document, defend with data, and periodically revisit the ecosystem strategy, including decisions about which partner types and firms to prioritize or deprioritize.
• Determine and build the partner team coverage model, including Partner AEs, Partner Managers, or a hybrid, and define responsibilities and handoffs among the partner team, AEs, and Sales Directors.
• Establish and manage a single, data-backed partner tiering framework; focus investment on productive partners, activate promising dormant partners, and retire ineffective partnerships.
• Identify, qualify, sign, and onboard new partners whose client base fits Stampli’s ICP.
• Build partner enablement and certification programs and collaborate with Marketing on co-marketing that helps partners recommend and implement Stampli.
• Own revenue sharing, referral programs, and partner incentives, including incentives for consultants and advisors who influence client decisions, while maintaining lead quality.
• Set partner sourcing and attribution rules, CRM hygiene, and call-tagging standards with RevOps; ensure program claims can be traced to deal data.
• Build executive relationships with leadership at key partner firms and ERP providers, conduct business reviews, and represent Stampli in partner organizations.
• Keep Sales leadership and the executive team informed about program performance, challenges, and changes, adapting communications to the audience.

Benefits

• Stock options
• Full medical, dental, and vision insurance
• 401(k) with employer match
• Access to cutting-edge AI tools, including ChatGPT Enterprise
• Opportunities and development for career and personal growth
• Support from strong and experienced leadership
• An open-concept, modern workspace within an inclusive and dynamic scale-up culture

What This Job Offers

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