ISV & Marketplace Partnerships, Lead

Stuut•San Francisco, CA

About The Position

Stuut is transforming accounts receivable for B2B companies, making collections smarter and faster. Our platform is gaining traction with finance teams across industrials, chemicals, and manufacturing sectors. We are backed by top-tier investors including a16z, Khosla, Activant, 1984 Ventures, Page One and Microsoft. This role is focused on turning Stuut’s marketplace channel from launched into revenue. We are live on the Microsoft commercial marketplace and the AWS process is underway. The role requires building a co-sell motion and generating transacted revenue through marketplaces. The position benefits from a warm relationship with M12, Microsoft's venture fund, which is an investor in Stuut. The role will also build out a route to market through vertical platforms like ServiceNow and ServiceTitan. The individual will own listings, transactable offers, co-sell motions, certifications, and revenue through these channels. The pace is fast, with expectations for a marketplace transaction in the first month and meaningful Microsoft co-sell traction within two quarters.

Requirements

5+ years in ISV, cloud marketplace, or technology partnerships.
Proven experience taking a product from unlisted to transacting revenue on at least one hyperscaler marketplace.
Familiarity with Partner Center, AWS Partner Central, and Google Cloud Partner Advantage.
Understanding of co-sell incentive design.
Ability to hold technical conversations about metering, entitlement, and billing integration.
Experience structuring private offers, multiparty offers, or channel offers.
Experience working a vertical platform marketplace (e.g., ServiceNow, Salesforce, Shopify, ServiceTitan, Procore), including certification and recertification.
Scrappiness, ability to move fast, and comfort with fixing existing listings or starting new ones.
Expectation of a first transaction in month one.

Responsibilities

Own Stuut’s presence across the three hyperscaler marketplaces: Microsoft commercial marketplace, AWS Marketplace, and Google Cloud Marketplace.
Close marketplace transactions, including private offers, multiparty offers, and renewals migrated onto marketplace paper.
Drive Stuut to Microsoft Azure IP Co-Sell Eligible status to enable Microsoft sellers to earn quota credit.
Build the co-sell motion that follows Azure IP Co-Sell Eligibility.
Own and manage the weekly M12 cadence to convert it into working Microsoft partner-organization access.
Build and own the vertical ISV ecosystem, including ServiceNow Technology Partner Program and Store certification, and the ServiceTitan App Marketplace.
Translate marketplace requirements into clear product feedback for Engineering and Product teams.
Structure the commercial mechanics for marketplace transactions, including private offers, multiparty offers, and channel partner private offers.
Own attribution and unit economics for the channel end to end.
Partner with the Consulting Partnerships Lead for SI-led deals transacting on marketplace paper.
Represent Stuut at hyperscaler and platform partner events.
Develop a point of view on the future of cloud and vertical marketplace go-to-market strategies.