Director of Partnerships

Stampli•Nashville, TN

15h•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 and operating model and grows the partner program toward contributing more than 20% of Net New ARR. The director will determine and build the partner team’s coverage model, choosing between quota-carrying Partner AEs, Partner Managers, or a combination. The position calls for a proactive leader who develops strategy, grounds decisions in deal data, and communicates clearly with executive audiences. The director is accountable for partner-sourced and partner-influenced pipeline and resulting Net New ARR. Responsibilities include setting ecosystem priorities; designing partner-team roles, partner segmentation, incentives, and attribution; recruiting and enabling partners; and building executive relationships with key partner firms and ERP providers. The director works closely with Sales leadership, Marketing, and RevOps to establish clear processes, maintain reliable data, and communicate program performance and changes. The position offers a hybrid schedule from Stampli’s Austin, Texas or Nashville, Tennessee office three days a week (Tuesday through Thursday), with the option to work remotely for the rest of the week.

Requirements

At least 8 years of experience in B2B SaaS, including at least 4 years leading partner, channel, or alliances programs and experience building or materially scaling a partner program.
A record of carrying a partner-sourced revenue target and measurably growing the partner share of new business.
Experience designing partner-team structures and choosing 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 partner 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 with partner-firm leadership.
A history of effective collaboration with Sales leadership, Marketing, and RevOps on lead definitions, rules of engagement, and attribution.

Responsibilities

Own partner-sourced and partner-influenced pipeline and the Net New ARR it generates; forecast performance, inspect it weekly, and flag risks with recommendations.
Develop, document, defend with data, and periodically revisit the ecosystem strategy, including which partner types and firms to prioritize or deprioritize.
Design the partner team’s coverage model, define roles and responsibilities across the partner team, AEs, and Sales Directors, and clarify handoffs.
Establish a single, data-backed partner segmentation and tiering framework; focus investment on productive partners, activate promising dormant partners, and retire ineffective relationships.
Identify, qualify, sign, and onboard partners whose client bases fit Stampli’s ideal customer profile.
Develop partner enablement, certification, and co-marketing with Marketing to make Stampli easy to recommend and implement.
Manage revenue share, referral programs, and partner incentives, including incentives for consultants and advisors who influence client decisions, 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, run 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.