Senior Partner Development Manager

Lightspeed Commerce•Los Angeles, MA

8d•$85,000 - $100,000•Hybrid

About The Position

Hi there! Thanks for stopping by 👋 Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place! We’re looking for a Senior Strategic Partner Development Manager to join our Partnerships team at Lightspeed. This role is built for a strategic operator and relationship expert who thrives on driving impact through high-value, long-cycle partnerships that move the needle. We are open to hiring remotely in the USA for this role. You’ll be responsible for cultivating and expanding Lightspeed’s most strategic, high-impact relationships — the kind that require patience, foresight, and influence. These are not transactional partnerships; they’re ecosystem plays designed to unlock growth through joint go-to-market execution, integration, and alignment at the executive level. You’ll work hand-in-hand with senior stakeholders across Partnerships, Product, Marketing, and Sales to craft and execute initiatives that create measurable business outcomes for both Lightspeed and our partners.

Requirements

7+ years of proven experience in strategic partnerships, business development, or channel strategy within a SaaS, payments, or technology environment.
Proven ability to manage complex, multi-stakeholder partnerships from negotiation through execution.
Strong commercial and analytical acumen, with the ability to model business cases and assess ROI.
Proven track record of building revenue-generating partnerships
Strong negotiation and contract structuring experience
Demonstrated success launching and scaling GTM partnerships
Excellent communication and presentation skills, comfortable influencing at the C-suite and VP level.
Strategic thinker who can connect business goals to execution and navigate ambiguity with confidence.
Strong organizational and project management skills — able to juggle multiple initiatives while maintaining focus on outcomes.
As a global company with employees and clients outside of Quebec, fluency in English as a working language is required for this position.

Nice To Haves

Experience developing multi-year strategic partnerships with enterprise or platform partners.
Exposure to product integrations or API-driven partnerships.
Knowledge of POS, payments, or retail SaaS models.
Experience in retail, hospitality, or commerce technology ecosystems is a strong asset.

Responsibilities

Partnership Strategy & Sourcing Identify, evaluate, and prioritize technology and GTM partnership opportunities aligned to company growth strategy
Build a robust pipeline of ISV, payments, hardware, ERP, CRM, and vertical-specific partners
Conduct market mapping and competitive analysis to identify ecosystem gaps and opportunities
Develop partnership business cases, including revenue potential and strategic value
Deal Structuring & Negotiation Lead partnership discussions and negotiate commercial terms, including referral, reseller, OEM, and integration agreements
Define joint value propositions, revenue models, and incentive structures
Collaborate with legal and finance to finalize agreements
Activation & Go-to-Market Execution Launch new partners with clear activation plans and success metrics
Develop joint GTM strategies including co-marketing campaigns, sales enablement, and field alignment
Enable internal sales teams on partner value propositions and workflows
Coordinate product and engineering resources to support technical integrations
Relationship & Performance Management Own executive-level partner relationships
Track and report partnership KPIs including revenue contribution, pipeline influence, and integration adoption
Identify optimization opportunities and expansion paths
Drive quarterly business reviews with key partners