Head of Tech Partnership

Pennylane SAS

7d•Hybrid

About The Position

Pennylane is seeking a Head of Tech Partnerships to lead their strategy for tech partners. This role involves structuring the team, launching a partner program, and transforming integrations into a significant business lever. The Head of Tech Partnerships will report to the General Manager Connectivity and will be responsible for defining and executing the tech partner strategy, building and scaling the team, creating the tech partner program (including tiering, incentives, and certifications), driving revenue and qualified leads through partnerships, positioning Pennylane as an ecosystem leader, and supporting international expansion of integrations. The daily work will involve managing the partner strategy and program, overseeing the partner pipeline, driving partnership revenue, scaling through AI and automation, collaborating cross-functionally with Product, Marketing, and Sales, and building and growing the team. Key performance indicators include customer adoption, partner-attributed MRR, qualified leads generated, certification rates, and connector usage.

Requirements

7+ years of experience in Business Development, Partnerships, or Alliances, ideally in a B2B SaaS scale-up.
Experience in technology alliances and API integrations (not just commercial partnerships). Understanding of webhooks, REST APIs, and SDKs.
Proven track record in structuring a partner program (tiering, contracts, incentives).
Strong business acumen: ability to think in terms of ROI, pipeline, and generated revenue.
Leadership and team management experience: previous management of BD/Partnership profiles and ability to grow a team.
Excellent negotiation and relationship-building skills with both technical and business stakeholders.
Fluent French and professional English (minimum).

Nice To Haves

Knowledge of the French accounting/financial ecosystem (ERP, invoicing, payroll, etc.).
Experience in managing a marketplace or app store.
Experience with international launches (Germany and/or Spain is a plus).
Proficiency with tools like Salesforce, Crossbeam, or equivalent.
Comfortable with generative AI in a professional context (Dust, Lemlist, LinkedIn Sales Navigator, etc.).

Responsibilities

Define and execute the tech partner strategy, aligned with the Connectivity vision and Pennylane's overall strategy.
Structure, recruit, and grow the team based on the roadmap.
Build the tech partner program, including tiering, incentives, certifications, and associated benefits.
Transform tech partnerships into a revenue and qualified lead generation engine, in collaboration with Sales.
Position Pennylane as a leader in the ecosystem through partner events, community engagement, and the marketplace.
Support the international expansion of the integration network.
Define tiering, eligibility criteria, benefits, and success KPIs (generated ARR, qualified leads, active common clients).
Manage the partner pipeline, qualify opportunities, prioritize high-potential partnerships, and manage relationships with strategic partners.
Structure commercial agreements, track leads generated by partners, and manage integration monetization.
Reduce time-to-release, deploy self-onboarding tools (dev portal, partner portal), and integrate AI into daily processes.
Collaborate closely with Product, Marketing, and Sales to maximize the impact of integrations.
Manage Partner Managers and Solution Engineers, and recruit according to strategic needs.
Own KPIs such as % of clients equipped, MRR attributed to partners, qualified leads generated, certification rate, and active usage per connector.