Sr. Director of Partnerships

Crux

3d • $250,000 - $350,000 • Remote

About The Position

We're seeking an experienced Sr. Director of Partnerships to own and scale Crux's partnerships program across channel/referral, product-enabled, and research & IP motions. This leader will manage the full lifecycle of our most important institutional partner relationships (Big 4 and midmarket accounting firms, AmLaw law firms, insurance brokers, trade associations, EPCs, independent engineers, and financial intermediaries) while building the operational infrastructure to make those relationships scalable and measurable.
Crux's partnerships function has grown from early relationship-driven motions into a structured program with real commercial velocity. This role will take what's working and build it into a repeatable, tiered engine — while also driving platform adoption so that partner firms use Crux directly for deal diligence and document finalization.
You'll lead a team of four direct reports, with plans to grow, and orchestrate extensively across commercial, research, events, content, product, legal, and operations. This is a high impact leadership role for someone who thrives at the intersection of enterprise relationship management, program architecture, and commercial strategy in a fast-growing company operating at the frontier of climate finance.

Requirements

• 10+ years of experience in partnerships, business development, or alliance management, with at least 4 years leading and scaling a partnership team
• Demonstrated experience building a partnership program from growth stage into a structured, tiered operation — not just inheriting a mature one
• Track record of owning a revenue number tied to partner-sourced pipeline, with experience building attribution models and managing commercial terms (referral agreements, rev share, joint GTM)
• Deep experience managing enterprise relationships with large, complex institutional partners (Big 4, AmLaw firms, large financial institutions) with an understanding of their internal BD dynamics, compliance constraints, and referral behavior
• Strong cross-functional leadership: proven ability to orchestrate across teams you don't directly manage (research, content, events, product, commercial)
• Experience running content-led, events-driven, or thought leadership-driven partner engagement programs (briefing series, cobranded research, regional events)

Nice To Haves

• Financial services, structured finance, tax, or capital markets adjacency — understanding how law firms, accounting firms, and insurance brokers operate within deal structures
• Experience with product-enabled partnerships where partners are embedded in a platform experience, not just referral relationships
• Clean energy finance knowledge, or demonstrated ability to learn complex technical domains quickly and translate that knowledge into partnership strategy
• Familiarity with emerging partner personas in energy transition: commodity brokers/traders, financial intermediaries, cost segregation & appraisal providers, independent engineering firms

Responsibilities

• Own and evolve Crux's partnership program across three motions: channel/referral, product-enabled (legal intelligence, platform integrations), and research & IP (co-authored research, benchmarking, standardized documentation)
• Build tiered partner frameworks with clear activation criteria, enablement programs, co-sell motions, and performance metrics for each tier and persona
• In partnership with Operations, operationalize partner management in HubSpot and internal systems, building the infrastructure to track referrals, attribution, partner health, and ROI
• Build and run a repeatable partner acquisition program to systematically expand the partner portfolio — identifying, qualifying, and activating target and emerging partner personas
• Develop standardized outreach, qualification criteria, and onboarding motions so new partners ramp to active referral status quickly
• Maintain a portfolio view of all partnerships — knowing when to double down, restructure, or exit
• Manage and deepen relationships with institutional partners including Big 4 firms, AmLaw law firms, insurance brokers, and trade associations
• Develop and execute partner enablement content, co-branded campaigns, and joint GTM motions tailored to each partner persona
• Negotiate and manage commercial terms including referral agreements, revenue share, comarketing commitments, and alliance structures
• Drive partner firms to adopt the Crux platform for deal diligence, document finalization, and transaction workflows — embedding Crux into how they serve clients on clean energy finance deals
• Partner with product and research to evolve product- and intelligence-enabled motions, respectively
• Track and improve platform adoption metrics per partner, tying adoption to enablement efforts and relationship depth
• Own the strategic direction of the market intelligence briefing series and similar thought leadership programs that use Crux's market and legal intelligence as the door opener with institutional partners
• In partnership with the Events team, architect and scale a robust events program — partner briefings, cohosted receptions, conference activations, and regional roadshows
• Drive partner-facing presence at key conferences with a clear strategy for each
• Coordinate extensively with the research team (market intelligence requests), content team (co-branded materials, white papers), events team (program logistics), commercial teams (deal support), and RevOps (infrastructure and reporting)
• Act as the strategic coordinator of partner programs at Crux, pulling in subject matter experts from Legal, Policy, Commercial, and Research as needed, and ensuring partner insights flow back into product and commercial strategy
• Lead a team of four direct reports with distinct but complementary focuses across channel relationships, events/operations, and legal/product-enabled partnerships
• Develop career paths for the team and hire additional headcount as the program scales
• Build a team culture of operational rigor, commercial accountability, and creative partner engagement

Benefits

• Healthcare: We cover 100% of premiums for employees with a variety of plans on Aetna (nationwide) and Kaiser (WA and California) and subsidize 70% for dependents (total as a group), if relevant.
• Dental & vision: We cover 100% of premiums for employees and 50% for dependents (each), if relevant.
• 10 company holidays per year.
• 20 days per year.
• 16 weeks for birthing parents and 12 weeks for non-birthing parents.
• Total cash compensation: $250,000-$350,000+ depending on years of relevant experience, not inclusive of equity value.
• Opportunity to exceed bonus targets based on team and individual performance.
• Stock options in a rapidly growing company.

What This Job Offers

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