Director of Partnerships

Stampli•Mountain View, CA

12h•$200,000 - $220,000•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 more than 20% of Net New ARR. The Director determines the appropriate partner-team structure, which may include quota-carrying Partner AEs, Partner Managers, or a hybrid model, and builds the team accordingly. This leader is expected to author the strategy, ground decisions in deal data, and communicate clearly and proactively with executives. The position is hybrid, with three days each week in Stampli’s Downtown Mountain View, California office and the remainder of the week available for remote work. The annual base salary range is $200,000–$220,000, plus bonus. Stampli describes its business as an AI-driven financial operations company whose Billy assistant processes more than $105 billion in invoices annually for over 1,800 customers. The company is expanding from Accounts Payable into the procure-to-pay lifecycle and integrates with more than 70 ERPs.

Requirements

8+ years of experience in B2B SaaS.
4+ 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 increasing partner share of new business.
Experience designing partner-team structures and choosing between partner sellers and partner managers, supported by evidence of results.
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 the data directly.
Experience authoring partner strategies, presenting them to executive teams, and engaging confidently with partner-firm leadership.
History of strong collaboration with Sales leadership, Marketing, and RevOps on lead definitions, rules of engagement, and attribution.

Responsibilities

Own the partner-sourced and partner-influenced pipeline and resulting Net New ARR, forecast and inspect performance weekly, and flag risks early with recommendations.
Author and maintain the ecosystem strategy, selecting partner types and firms to invest in or deprioritize, documenting decisions with data, and revisiting the strategy quarterly.
Design the partner team’s coverage model, define roles and responsibilities across the partner team, AEs, and Sales Directors, and clarify handoffs.
Use one data-backed segmentation and tiering framework across the partner base; focus investment on productive partners, activate promising dormant partners, and retire ineffective relationships.
Identify, qualify, sign, and onboard new partners whose client bases fit Stampli’s ideal customer profile.
Build partner enablement and certification, and develop co-marketing with Marketing to make Stampli easy to recommend and implement.
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 top partner firms and ERP providers, conduct business reviews, and represent Stampli in partner forums.
Keep Sales leadership and the executive team informed about program performance and changes, tailoring communication to the audience.
Collaborate with Sales leadership, Marketing, and RevOps on lead definitions, rules of engagement, and attribution.