Partnerships Manager

Crystal Practice Management • Austin, TX

2d • Hybrid

About The Position

This is a hands-on partnerships role for someone who builds relationships that drive revenue – not someone who simply manages a Rolodex. You’ll own Crystal PM’s integration partner ecosystem end-to-end: managing our new API platform, negotiating and onboarding new integration partners, and building a partnerships function with the operational infrastructure to scale. This role specifically focuses on integration and ecosystem partnerships—working with software and technology partners that integrate into Crystal PM’s platform to improve workflows, expand functionality, and create additional value for eyecare practices. You’ll report to the Chief of Staff and work closely with one of Crystal’s founders, who brings deep industry knowledge and relationships across the eyecare ecosystem.
The right person sees a partner ecosystem with 55+ integrations and thinks “opportunity,” not “complexity.” You’re inheriting a new API launch mid-flight and a pipeline of partners who have expressed interest in our platform. Your job is to turn that momentum into executed agreements, recurring revenue, and a scalable function. This is not a traditional outbound business development or channel sales role where you’re cold-calling potential partners all day. Crystal is the system of record for thousands of eyecare practices, and partners already want access to the ecosystem. The real challenge is managing those relationships well, driving adoption across the install base, and building a partner experience so strong that Crystal becomes the most attractive platform in the market to integrate with. This is a build role with real autonomy, direct executive access, and a clear path to growing the scope as the ecosystem matures.

Requirements

• You’ve driven the API migration to completion. Every eligible legacy partner is on new API integration agreements, direct database access is sunset, and you did it without torching the relationships in the process.
• You’ve evaluated, negotiated, and onboarded 5+ net-new integration partners within your first year. The average onboarding cycle is under 90 days, and you’ve documented the playbook so it’s repeatable.
• Partnership-attributed revenue is growing 20%+ year-over-year, and you can tell the story behind every dollar. It’s tracked in Salesforce with clean attribution by partner.
• You’ve positioned the partnerships function for future growth: Salesforce pipeline live and maintained, quarterly performance reporting established as needed, and partner enablement materials delivered for the top partners by revenue.
• Partners trust you. You’ve deployed a satisfaction survey and you’re scoring 8+/10. You’ve represented Crystal PM at 3+ industry events and built direct relationships with the top 10-20 partners by revenue.
• Warm but direct. Your default mode is relationship-building, but you don’t confuse being liked with being effective. You can deliver a hard message – a migration deadline or a “no” – without destroying the relationship.
• Bias toward action. You think through the strategy, then move. You’d rather test a playbook with three partners than spend a quarter perfecting it.
• Comfortable inheriting work in progress. You don’t need to start from scratch to feel a sense of ownership. You can pick up a migration mid-stream, understand the context fast, and drive it to completion.
• Low ego, high integrity. You share partner intelligence freely across sales, marketing, and product. You treat partnerships as company assets, not personal territory. In a tight-knit industry, your word is your reputation.
• Genuinely curious about the industry. You’ll learn how optometry practices run, what matters to their workflows, and why certain integrations create real value – not because someone told you to, but because you can’t do this job well without understanding the ecosystem.
• A builder. This role is best suited for someone who enjoys operating in white space, building processes as they go, and driving cross-functional initiatives without needing excessive structure or oversight. There is a high degree of autonomy in this role – the right person will have as much rope as they can handle.

Responsibilities

• Manage Crystal PM’s integration partner ecosystem end-to-end.
• Manage the new API platform.
• Negotiate and onboard new integration partners.
• Build a partnerships function with the operational infrastructure to scale.
• Drive the API migration to completion.
• Evaluate, negotiate, and onboard 5+ net-new integration partners within the first year.
• Ensure the average onboarding cycle is under 90 days and document the playbook.
• Grow partnership-attributed revenue by 20%+ year-over-year.
• Track partnership-attributed revenue in Salesforce with clean attribution by partner.
• Position the partnerships function for future growth.
• Maintain a live Salesforce pipeline.
• Establish quarterly performance reporting.
• Deliver partner enablement materials for top partners by revenue.
• Deploy a satisfaction survey and achieve a score of 8+/10.
• Represent Crystal PM at 3+ industry events.
• Build direct relationships with the top 10-20 partners by revenue.

Benefits

• Competitive compensation based on experience
• Health, Dental, and Vision benefits
• Hybrid work flexibility with regular in-office collaboration
• 401(k) with matching company contribution
• Flexible PTO policy
• Ground-floor opportunity in a well-capitalized, fast-growing healthcare technology company

What This Job Offers

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