Director of Partnerships

Stampli • Mountain View, CA

3d • 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, establishes the operating model, and grows the partner program to more than 20% of Net New ARR. The Director will decide whether partner coverage should use quota-carrying Partner AEs, Partner Managers, or a hybrid model, then build the team and define responsibilities across partners, AEs, and Sales Directors.

The Director owns partner-sourced and partner-influenced pipeline and the Net New ARR it produces. This includes forecasting and inspecting performance weekly, identifying risks early, and recommending actions. The role authors and regularly revisits the ecosystem strategy; applies a single, data-backed partner tiering framework; recruits and onboards partners that fit Stampli’s ICP; and develops partner enablement, certification, co-marketing, revenue sharing, referral programs, and incentives.

The role also sets partner attribution rules, CRM hygiene, and call-tagging standards with RevOps, ensuring program claims are supported by deal data. The Director builds executive relationships with leaders at key partner firms and ERP providers, conducts partner business reviews, represents Stampli with partners, and keeps Sales leadership and the executive team informed about program performance and changes.

The position follows a hybrid schedule in Stampli’s Downtown Mountain View, California office three days per week—Tuesday, Wednesday, and Thursday—with the option to work remotely for the remainder of the week. The annual base salary range is $200,000–$220,000, plus bonus. Compensation depends on factors including location, level, job-related knowledge, skills, and experience.

Requirements

• 8 or more years of experience in B2B SaaS.
• 4 or more years leading partner, channel, or alliances programs, including building or materially scaling a partner program.
• 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 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 willingness to inspect data directly.
• Experience authoring partner strategies, presenting them to executive teams, and engaging effectively with partner firm leadership.
• 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 resulting Net New ARR, with a path to more than 20% of Net New ARR.
• Forecast partner performance, inspect it weekly, and flag risks early with recommendations.
• Author, defend with data, and periodically revisit Stampli’s ecosystem strategy, including which partners to invest in or deprioritize.
• Determine and build the partner team’s coverage model, using Partner AEs, Partner Managers, or a hybrid approach.
• Define roles and responsibilities across the partner team, AEs, and Sales Directors so that handoffs have clear owners.
• Establish and operate a single, data-backed tiering framework for the partner base; invest in productive partners, activate promising dormant partners, and retire partners that do not produce.
• Identify, qualify, sign, and onboard new partners whose client base fits Stampli’s ICP.
• Build partner enablement, certification, and co-marketing programs with Marketing.
• Own revenue share, referral programs, and partner incentives, including incentives for individual consultants and advisors who influence client decisions.
• 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 top partner firms and ERP providers, conduct business reviews, and represent Stampli in partner settings.
• Keep Sales leadership and the executive team informed about what is working, what is not, and planned changes; tailor communications to the audience.

Benefits

• Full medical, dental, and vision insurance.
• 401(k) with employer match.
• Access to cutting-edge AI tools, including ChatGPT Enterprise.
• Opportunities for career and personal development.
• Strong and experienced leadership that supports employee growth and success.
• 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