Director of Partnerships

Stampli•Austin, TX

2d•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 to more than 20% of Net New ARR. The Director determines the right partner-team structure—Partner AEs, Partner Managers, or a combination—and builds the team accordingly. This leader owns partner-sourced and partner-influenced pipeline and the Net New ARR it produces. They develop and periodically revisit a data-backed ecosystem strategy, establish a consistent partner-tiering framework, and recruit partners whose client bases fit Stampli’s ICP. The role also builds partner enablement, certification, co-marketing, incentives, and attribution practices, while maintaining executive relationships with leading partner firms and ERP providers. The Director communicates program performance and changes proactively to Sales leadership and the executive team. The position is based in Stampli’s Austin, Texas or Nashville, Tennessee office three days per week (Tuesday through Thursday), with the option to work remotely for the remainder of the week.

Requirements

8+ years of experience in B2B SaaS.
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 deciding between partner sellers and partner managers, with evidence of the results each model produced.
Deep familiarity with the ERP partner ecosystem, including VARs, implementation partners, and accounting and advisory firms, and how they make money and recommend software.
Experience building tiering, incentive, and attribution models using CRM and deal data.
Hands-on fluency with HubSpot and Gong, including inspecting the data directly.
Experience authoring partner strategies, presenting them to executive teams, and engaging effectively 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 the Net New ARR it generates; forecast performance, inspect it weekly, and flag risks with recommendations.
Develop, document, defend with data, and revisit quarterly the ecosystem strategy, including which partner types and firms to invest in or deprioritize.
Design the partner-team coverage model, choosing Partner AEs, Partner Managers, or a hybrid, and define roles and responsibilities across the partner team, AEs, and Sales Directors.
Establish and operate a single, data-backed partner segmentation and tiering framework; invest in productive partners, activate promising dormant partners, and retire ineffective partnerships.
Identify, qualify, sign, and onboard new partners whose client bases fit Stampli’s ICP.
Build partner enablement, certification, and co-marketing programs with Marketing to make Stampli easy to recommend and implement.
Design and own revenue share, referral programs, and partner incentives, including incentives for individual consultants and advisors, while protecting lead quality.
Set partner sourcing and attribution rules, CRM hygiene, and call-tagging standards with RevOps, ensuring program claims can be traced to deal data.
Build executive relationships with leaders at key partner firms and ERP providers, run business reviews, and represent Stampli in partner settings.
Keep Sales leadership and the executive team informed about program performance and planned changes, tailoring communications to the audience.
Partner with Sales leadership, Marketing, and RevOps on lead definitions, rules of engagement, and attribution.