Referral Partnerships Manager

DOSS•San Francisco, CA

51d•Onsite

About The Position

DOSS is seeking a Referral Partnerships Manager to build and scale the referral channel, which is described as their highest-conviction, highest-trust partnership motion. The role involves developing a network of service providers who advise consumer brands, such as fractional CFOs, COOs, operators, outsourced accounting firms, 3PLs, and complementary software (ISV) and CPG communities. The primary goal is to convert these relationships into a consistent stream of qualified referrals for the sales team. The process involves a trusted partner introducing a suitable brand, followed by DOSS qualifying and proceeding with their normal sales process, with the partner earning a revenue share upon deal closure. This is a foundational role where the individual will identify and prioritize suitable firms, build trust and familiarity with DOSS, and create an easy and rewarding experience for partners to refer clients. The focus is on developing deep relationships with a select group of 10-15 priority partners rather than managing a large number of low-fit introductions. The position reports to the VP of Business Development and collaborates closely with the Partnerships Director (referral motion) and the Sales team on lead handoff and conversion.

Requirements

4-7 years of experience in partnerships, channel/referral development, business development, or partner-facing sales at a B2B SaaS company.
Experience in or selling into the CPG / consumer-brand ecosystem strongly preferred, or an adjacent "Office of the CFO" / operations software background.
Demonstrated track record of building partner-sourced pipeline and converting relationships into revenue outcomes.
Comfortable navigating small service-provider firms to find the principal who controls referrals.
Experience building a referral or channel motion, or being early in one.
Ability to open doors cold, earn a partner's trust, and keep them producing over time.
Ability to say no to low-fit partners and concentrate energy on those who will generate pipeline.
Understanding of partner-sourced pipeline and revenue share, with clean attribution.
Comfortable with qualification and CRM hygiene (Salesforce).
Ability to partner naturally with Sales, Marketing, and the Partnerships Director.
Ability to bring structure to collaboration without bureaucracy.
Must be a self-starter who actively "does the work" without relying on direction or hand-holding at every step.