Director of Technology Partnerships

Bland•San Francisco, CA

2d•$160,000 - $240,000•Remote

About The Position

Bland AI builds voice AI for enterprises with complex, high-volume call center operations. Its platform automates customer conversations and the workflows behind them, using an in-house voice AI stack to provide greater control over reliability, security, and customization. The Director of Technology Partnerships will source, develop, and grow technology partnerships across complementary software, telecom, and contact center platforms. The role works across Product, Engineering, Sales, Marketing, Legal, Finance, and partner organizations to develop joint solutions, integrations, commercial agreements, and go-to-market plans. The Director will use performance data to improve partner outcomes and create repeatable processes that help Bland’s ecosystem grow efficiently. The position is fully remote within the United States. Working from the San Francisco headquarters is a plus. The role involves approximately 25% travel for partner meetings, joint customer engagements, and industry events. Candidates must be able to work in the United States.

Requirements

At least 5 years of product partnership experience, including direct ownership of technology partnerships, platform alliances, or integration partnerships at a B2B technology company.
Track record of sourcing and launching new partnerships from scratch and managing and expanding existing relationships.
Examples of partnerships translated into measurable results, such as customer adoption, product capabilities, qualified pipeline, or revenue.
Technical fluency sufficient to discuss APIs, integrations, and customer workflows with Product and Engineering teams and explain their value to commercial audiences.
Experience developing partnership business cases, negotiating agreements, and aligning stakeholders around shared commitments.
Strong cross-functional execution skills, including setting priorities, clarifying ownership, resolving blockers, and following through.
Ability to operate autonomously, exercise judgment, and make progress when the path is not fully defined.
Ability to work in the United States.

Nice To Haves

Background in voice AI, conversational AI, broader AI, telecommunications, contact center technology, or customer experience software.
Familiarity with integration partnerships, joint solution development, co-selling, and co-marketing.
Experience building partnership processes or programs at an early-stage or rapidly growing company.
Experience navigating enterprise buying processes or working with customers in regulated industries.
Strong partnership fundamentals, curiosity, and ability to learn a new market quickly; relevant industry experience is valuable but not required.

Responsibilities

Identify, evaluate, and source new technology partners across complementary software, telecom, and contact center platforms, and build relationships from outreach through agreement and launch.
Own and grow a portfolio of existing technology partnerships, setting shared priorities and building relationships with business, technical, and executive stakeholders.
Develop business cases for new partnerships and expansion opportunities based on customer demand, product fit, revenue potential, implementation effort, and ongoing support needs.
Work with partners and Bland’s Product and Engineering teams to define joint use cases, align integration requirements, coordinate launches, and bring customer and partner feedback into roadmap discussions.
Lead partnership negotiations with support from leadership, Legal, and Finance, aligning commercial terms, incentives, commitments, and responsibilities around mutual value.
Develop and execute joint go-to-market plans with Sales and Marketing, including positioning, partner enablement, co-selling, and targeted campaigns.
Establish partner goals and conduct regular business reviews focused on integration adoption, partner-sourced and partner-influenced pipeline, revenue, and customer outcomes.
Identify and resolve barriers to partner success, clarify ownership across teams, and maintain momentum from launch through ongoing growth.
Use performance data to identify expansion opportunities, adjust underperforming initiatives, and prioritize investment of time and resources.
Build repeatable playbooks, partner plans, and reporting, and use tools and automation to reduce manual coordination and support ecosystem growth.