Director of Partnerships

Lightspeed Commerce, Inc.•Toronto, ON

7d•Remote

About The Position

At Lightspeed, we are on a mission to bring cities and communities to life by powering SMBs. We are seeking a highly strategic Director Partnerships to own, architect, and scale Lightspeed’s partner-led revenue engine for our North American Retail Point of Sale (POS) business. In this role, you will be accountable for driving partner-sourced revenue growth, accelerating customer acquisition, and maximizing the long-term performance of our Retail ecosystem. Leading a multi-layered organization of partner growth managers, you will define and execute the regional partnerships strategy while ensuring tight alignment with Sales, Marketing, Product, and Revenue Operations. This role requires a unique balance of executive-level strategic vision, rigorous operational execution, and passionate people leadership. The ideal candidate is a seasoned partnerships leader who knows how to navigate complex GTM motions, inspire high-performing teams, and build scalable programs that drive immediate revenue and lasting market expansion.

Requirements

8+ years of experience in sales, partnerships, or GTM leadership, with explicit ownership of revenue targets and P&L/quota accountability.
Proven track record of hiring, leading, and scaling large, high-performing teams (including managing managers) in a fast-paced, high-velocity environment.
Deep experience working in B2B SaaS, retail technology, POS, payments, or adjacent omnichannel commerce industries.
Demonstrated history of building, launching, and executing successful partner growth strategies from the ground up.
Highly analytical mindset with the ability to translate complex data into actionable strategic decisions and operational improvements.
Equally comfortable presenting an executive-level strategy to the C-suite as you are rolling up your sleeves to help close a strategic deal.
Exceptional ability to build relationships, negotiate, and influence senior stakeholders both internally and externally.
Fluency in English as a working language is required for this position.

Nice To Haves

Successfully launch and operationalize ERP and other distribution channels.
Hire, onboard, and establish a high-performing management layer within the North America partnerships team.

Responsibilities

Architect the Strategy: Own the North American partner strategy for Retail POS, defining the playbook for partner-sourced revenue, pipeline generation, and customer acquisition.
Scale New Channels: Identify, launch, and operationalize new partnership motions and acquisition channels to expand our market footprint and unlock incremental growth.
Shape the Ecosystem: Act as a critical stakeholder in shaping Lightspeed’s broader partner ecosystem strategy, prioritizing partner profiles (ISVs, referrals, strategic alliances) and tailoring GTM motions accordingly.
Translate Vision to Execution: Turn company-wide growth objectives into clear, scalable, and measurable partner programs.
Drive the Number: Own regional partner-led revenue and customer acquisition, consistently meeting and exceeding monthly, quarterly, and annual targets.
Optimize Performance: Maximize yield across all existing channels (inbound, referrals, integrations, and strategic partners) while testing and developing new growth levers.
Operational Rigor: Partner with Revenue Operations to establish clear KPIs, forecasting discipline, and performance management frameworks.
Enhance Retention: Drive measurable improvements in merchant retention and partner-influenced churn reduction.
Lead and Inspire: Coach and develop a high-performing organization of people managers and individual contributors.
Build Bench Strength: Foster a culture of accountability, continuous improvement, and career growth, developing the next generation of senior leaders within the partnerships organization.
Scale the Team: Partner closely with Talent Acquisition and Sales Leadership on recruiting, onboarding, and designing a scalable organizational structure.
Be the Voice of the Partner: Serve as the ultimate champion for our partners and retail merchants across Product, Marketing, and Operations.
Drive Product Alignment: Provide structured, data-backed feedback to inform product roadmap decisions and prioritize partner enablement initiatives.
Unify the GTM Engine: Collaborate seamlessly with direct Sales, Marketing, and Enablement to ensure tight alignment, reduce channel conflict, and drive revenue efficiency.

Benefits

A flexible work environment that empowers you to do your best work
A culture that celebrates performance
The chance to make an impact in a team that’s big enough for career growth, but lean enough to make your voice heard
Career-defining opportunities
Flexible paid time off and remote work policies
Equity options, because this is your company too
Contributions to your pension plan. Your future matters
Training opportunities to grow your skills and career
Health and wellness credit so you feel your best
Time off to volunteer and give back to your community
Interest groups, employee led networks, social committees to sponsored sports teams
Computer purchase program to get your personal Macbook
Enhanced parental leave to support growing families
Medical, dental, wellness, life and disability insurance
RRSP plan and match
Paid parental leave top-up
Paid time off