Director of Partnerships

Humanly•Bellevue, WA

About The Position

Humanly builds AI-native hiring software that turns recruiting from a reactive scramble into a predictable system. Built for hourly, frontline, and high-volume hiring, we don't just give teams tools — we deliver pre-vetted, ready-to-hire candidates on demand. Our AI conducts over 9,000 interviews a day for hundreds of customers, including Microsoft, Domino's, MGM Resorts, and Massage Envy. We recently closed a $25M Series B, and we're using it to accelerate what's already working: expanding the platform, growing the team, and deepening our reach with the companies who rely on us. Headquartered in Bellevue, WA with a team that spans the globe, we're at the stage where the foundation is built, the momentum is real, and the ceiling is wherever we decide to put it. We call ourselves Human Beans. We take ownership, move fast, and care about doing the right thing — for our customers, for candidates, and for each other. AI is core to what we build, and we're intentionally building a workplace where it's embedded in how we work too. We know the future is changing, and we're changing with it. If that's the kind of place where you do your best work, we'd love to meet you.

Requirements

7–10+ years in strategic partnerships or business development — specifically within B2B SaaS, with a track record of sourcing and closing deals that generated measurable revenue, not just relationships
Deep HR technology ecosystem knowledge — you can navigate conversations with ATS, HRIS, payroll, staffing, and adjacent players without a learning curve
Commercial deal experience — you've negotiated referral, reseller, OEM, technology, and strategic alliance agreements and can move a deal from first conversation to signed contract
Pipeline and revenue ownership — you speak in metrics: sourced ARR, influenced revenue, partner-attributed pipeline, and you've managed forecasting and KPIs at a function level
Cross-functional leadership — you've driven initiatives across Sales, Marketing, Product, Customer Success, and Engineering and earned alignment without relying on authority
AI fluency in your own work — you're already using AI tools to work faster and smarter, not just thinking about it
Builder's mentality — you've built partnership functions or programs from scratch and thrive in environments where the playbook doesn't exist yet

Nice To Haves

Experience at a high-growth startup between Series A and Series C
Existing relationships within the HR technology ecosystem you can activate on day one
Experience with both direct and channel sales motions and how partnerships complement both

Responsibilities

Identify, recruit, negotiate, and launch strategic partners across ATS, HRIS, payroll, staffing, job boards, assessments, background screening, benefits, and adjacent HR technology
Own the full partnership lifecycle from prospecting through launch and ongoing growth
Build and manage a prioritized partner pipeline with defined milestones and next steps
Generate qualified revenue opportunities through referrals, channel partners, and strategic alliances
Develop and manage partner KPIs, pipeline reporting, and forecasting
Build a repeatable partner management framework including partner tiers, business plans, and operating cadence
Own relationships with technology partners throughout evaluation, negotiation, launch, and ongoing growth
Collaborate with Product and Engineering to define integration priorities and ensure partner launches are executed successfully
Position Humanly as the preferred AI-powered hiring platform within key technology ecosystems
Expand Humanly's influence across the HR technology ecosystem through industry associations, analyst relationships, and strategic communities
Launch co-marketing and co-selling initiatives with measurable pipeline impact
Build Humanly's reputation as a must-partner-with platform in AI-powered hiring
Develop strategic recommendations that influence product direction, go-to-market strategy, and partnership investments
Monitor competitive dynamics, emerging technologies, and market shifts to surface opportunities before they become obvious
Serve as a cross-functional thought partner to Sales, Marketing, and Product leadership