Partnerships Lead

Lorikeet

1d

About The Position

Lorikeet is hiring a Partnerships Lead to build and own its partner program, turning existing referrals and early partner wins into a repeatable channel that contributes a significant share of pipeline. The role starts with a focus on the US and is intended to scale across EMEA and APAC. The Partnerships Lead reports to the CRO and works closely with Account Executives, Marketing, and Forward Deployed teams.

The role owns the partner program end to end: designing partner tiers and terms; recruiting, enabling, and managing partners; developing repeatable referral, platform, consultancy, SI, and investor-network channels; and measuring partner value and sourced revenue. It also includes managing Lorikeet’s presence on the Zendesk, Salesforce, and HubSpot marketplaces, establishing co-selling practices with AEs, and building the program’s playbook, contracts, enablement materials, and CRM attribution. The role has a partner-sourced pipeline target of $2M–$3M in its first 12 months, with monthly reporting to leadership.

Lorikeet describes its culture as low-ego and high-trust, with flexible hours and an emphasis on life outside work. The company is Series A, AI-native, and offers the opportunity to shape the product and company. It recognizes performance through leadership discussions every six weeks, provides unrestricted access to AI tools, and holds company-wide gatherings in Hawaii twice a year. The recruitment process includes informal conversations and a paid, approximately two-day work trial.

Requirements

• At least 5 years of experience in partnerships, channel, or alliances at B2B SaaS companies.
• At least 2 years owning a partner program or partner-sourced revenue target.
• Experience building a partnerships program from the ground up.
• Experience at early-stage companies and willingness to build the partner system directly.
• Ability to make strategic, data-informed decisions about partner value.
• Experience negotiating partner agreements, including referral fees, reseller margins, revenue share, and co-sell terms.
• Experience co-selling alongside an AE team, including deal registration, account mapping, and seller-trusted handoffs.
• Ability to enable partners to sell and deliver a technical AI product through materials, certification, and joint customer calls.
• Hands-on CRM experience building partner attribution and reporting in Salesforce or HubSpot.
• Ability to establish credibility with senior platform partner leaders, consultancy principals, and PE/VC operating partners.

Nice To Haves

• Experience with AI products or customer support and CX technology.
• Knowledge of the customer support ecosystem, including helpdesks, CCaaS platforms, systems integrators, BPOs, and marketplaces.
• Experience launching or growing an app marketplace listing on Zendesk, Salesforce AppExchange, HubSpot, or a similar platform.
• Experience using Crossbeam, Reveal, or a similar tool for account mapping.
• Experience running partners across multiple regions, or enthusiasm for building a program spanning the US, EMEA, and APAC.

Responsibilities

• Design partner tiers for referral partners, helpdesk and CCaaS platforms, consultancies and SIs, and PE/VC portfolio networks; define tier benefits and obligations, including fees or margins, enablement, co-marketing, and certification.
• Develop existing Zendesk referral activity, platform partnerships, and investor portfolio networks into repeatable channels.
• Measure partner contribution, identify which partners add value, and wind down partnerships that do not.
• Own Lorikeet’s Zendesk, Salesforce, and HubSpot marketplace presence, including listings, reviews, and co-marketing.
• Establish co-selling rules with AEs for deal registration, account mapping, and handoffs.
• Build the partner playbook, contracts, enablement kit, and CRM attribution and reporting.
• Own a partner-sourced pipeline target of $2M–$3M in the first 12 months and report results to leadership monthly.
• Recruit and manage partners and own the partner program from design through signed agreements and sourced revenue.
• Enable partner teams to sell and deliver Lorikeet’s technical AI product through pitch materials, certification, and joint customer calls.

Benefits

• Flexible hours and a culture that values life outside work.
• Promotions and recognition based on readiness, with leadership reviewing strong performers every six weeks.
• Unrestricted access to AI tools with no usage limits.
• Company-wide trips to Hawaii twice a year.
• Paid, approximately two-day work trial as part of the recruitment process.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed