Director of Partnerships

Jonas Software

3d•Remote

About The Position

We’re looking for a strategic, relationship-driven leader to manage our growing team of Partner Account Managers and serve as the day-to-day representative for a portfolio of high-impact, VIP partners. This individual will play a critical role in driving revenue growth, maximizing partner satisfaction, and strengthening long-term engagement across our existing ISV portfolio. This role requires someone who can balance strategic thinking with operational execution — someone who can roll up their sleeves and lead by example while maintaining strong cross-functional alignment internally and externally.

Requirements

7+ years of experience in business development, partnerships, or SaaS sales (preferably to ISVs, fintechs, or vertical SaaS)
Experience leading a team and managing strategic partner relationships.
Proven track record of expanding relationships and driving growth within an existing customer or partner base.
Excellent interpersonal, communication, and problem-solving skills
Comfortable navigating ambiguity and influencing across departments.

Nice To Haves

Familiarity with ISV and channel-driven business models is a plus.

Responsibilities

Team Leadership: Manage, mentor, and develop a team of Partner Account Managers to ensure they are meeting performance goals, driving partner engagement, and delivering exception service.
VIP Account Ownership: Act as the primary point of contact for our top-tier partners, owning the day-to-day relationship, strategy, and success metrics.
Revenue Forecasting & Management: Own the revenue forecast and health of the back to base book (existing partners/ISVs), tracking performance and uncovering revenue trends and risks.
Growth & Expansion: Identify and execute growth opportunities within existing accounts – including upsell/cross-sell, volume expansion, and new use cases that deliver mutual value.
Contract Re-negotiation: Lead renewal and re-negotiation efforts with partners, ensuring terms align with current and future business needs.
CRM & Portfolio Management: Maintain a clean, accurate CRM to track partner activity, engagement, and health. Ensure all Partner Account Managers follow consistent workflows for logging insights, pipeline updates, and account planning.
Product Feedback & Scoping: Collaborate with partners to surface product gaps and opportunities; translate insights into scoped requirements and work cross-functionally with Product, R&D, and Operations teams to influence the roadmap.
Cross-Functional Collaboration: Partner closely with sales, Marketing, Product and Operations to ensure alignment and consistency in execution.