Director of Partnerships

LettrLabs•Los Angeles, CA

7d•$240,000 - $260,000•Onsite

About The Position

LettrLabs is hiring a Director of Partnerships to build and run partner relationships end to end, turning them into measurable revenue through new customers, increased customer spend, and faster onboarding through integrations. The role owns partner-sourced pipeline and spend, working closely with Sales, Customer Success, Product, Marketing, Finance, Legal, and go-to-market leadership. The position focuses on marketing agencies serving home services businesses, e-commerce brands, and nonprofits, as well as home-service manufacturer co-op programs. It is based in-office at LettrLabs’ Marina Del Rey, Los Angeles headquarters at least four days per week. The Director will define partnership strategy, identify and evaluate prospective partners, build executive relationships, negotiate and structure agreements, and establish success metrics and pilot plans. They will grow an existing manufacturer partnership and use it as a model for future programs. The role also develops scaled engagement programs for partners’ end customers, supports handoffs to Sales, runs partner business reviews, and tracks partner pipeline, activations, and spend. The Director will create partner-facing collateral and co-marketing materials, work with Product on partner-related product needs and integrations, and collaborate with the CRO and Finance on pricing models. They will train and enable internal go-to-market teams, define how those teams support partners and their customers, and document repeatable partnership playbooks. Daily work includes using AI tools such as Claude and maintaining partner pipeline and deal records in HubSpot.

Requirements

At least 5 years of experience in partnerships, business development, channel, or alliance roles in B2B SaaS or a platform business.
Experience building a partnerships function or program from scratch.
Demonstrated partner-sourced pipeline, revenue, or spend results.
Experience owning executive-level relationships and pitching to senior decision makers at partner organizations.
Experience with marketing agency or reseller partnerships, or manufacturer co-op and marketing development fund programs.
Experience structuring and negotiating partnership agreements, including pricing and revenue terms, and handling legal and commercial details.
Experience building enablement programs, training internal sales and customer teams, and producing partner-facing collateral and case studies.
Ability to work with Product teams to define requirements and with Finance to build pricing models.
Analytical ability to build partner scorecards, forecast partnership revenue, and report results.
Comfort navigating ambiguity and building a function from scratch in a startup environment.
Willingness and ability to work in-office at least four days per week at the Los Angeles headquarters in Marina Del Rey.
Hands-on experience with HubSpot, PartnerStack, or a comparable CRM for partner and deal tracking.
Proficiency in Google Workspace, including financial and performance modeling in Sheets.
Working familiarity with APIs, integrations, and automation tools such as Zapier sufficient to converse credibly with partner technical teams.
Comfort using project tools such as Asana and communicating asynchronously through Slack and Confluence.
Daily use of AI tools such as Claude to streamline work.

Nice To Haves

Experience in home services, roofing, HVAC, plumbing, or other trades, and familiarity with the manufacturers, dealer networks, and agencies serving them.
Experience running or selling into manufacturer co-op or marketing development fund programs.
Experience with direct mail, performance marketing, or another spend-based platform.
Experience launching partner programs through a distributor or dealer network.
Experience with technology or integration partnerships.

Responsibilities

Define partnership strategy and priorities for marketing agencies and home-service manufacturer co-op programs.
Build and score a target partner list based on audience fit, reach, and revenue potential, and prioritize investment.
Source prospective partners, engage executive decision makers, and own partner relationships over time.
Grow the existing manufacturer partnership and use it as a model for future partnerships.
Negotiate and structure partnership agreements, including pricing, co-marketing, co-op reimbursement, and revenue terms, in collaboration with the CRO, Finance, and Legal.
Set success metrics and pilot plans before launching new partnerships.
Drive and track partner-sourced pipeline, activations, and direct partner spend.
Create scaled campaigns, templates, co-op offers, and onboarding paths to activate partners’ end customers and grow their spend.
Coordinate handoffs of qualified partner-referred customers to the appropriate Sales representative and segment.
Run regular business reviews with strategic partners and address performance issues.
Develop partner collateral, case studies, co-branded content, pitch materials, and related website content with Marketing.
Work with Product to define product needs for partner-sourced customers and coordinate with partner technical contacts on relevant integrations.
Work with the CRO and Finance to develop pricing models for partners and their customers.
Train and enable Sales, Customer Success, Account Management, and Marketing to support partners and their customers across SMB, mid-market, and enterprise segments.
Work with customer success, account management, CRO, and sales leadership to define internal responsibilities for partner support.
Document repeatable playbooks for sourcing, evaluating, signing, launching, and managing partners.
Use Claude and other AI tools for partner research, proposals, outreach, and analysis.
Manage partner pipeline and reporting in HubSpot and maintain accurate records of partners and deals.