Strategic Partnerships Lead

Gumloop • San Francisco, CA

22h • Remote

About The Position

Gumloop helps organizations build and deploy AI-powered workflows. We are hiring a Strategic Partnerships Lead to turn partnerships into enterprise deployments, customer value and revenue. Start with private equity firms and their portfolio companies: build relationships with operating partners, then work directly with the companies that own the budget and deployment decisions. Expand into other strategic partner channels as the motion develops. This is a sales-led, hands-on leadership role. Set the strategy, source relationships, negotiate deals and turn early deployments into a repeatable playbook. Success is the business those partnerships create, not the announcements.

Requirements

• 8+ years in B2B SaaS partnerships, business development or enterprise sales, including 3+ years directly accountable for partner-sourced pipeline or revenue.
• 3+ years hiring, managing and developing a partnerships or commercial team, with evidence of coaching and building a strong operating cadence.
• A track record of partnerships that produced attributable pipeline, closed revenue and customer expansion. You can explain the numbers and your personal contribution.
• Experience personally sourcing, negotiating and activating enterprise agreements, including difficult trade-offs around pricing, incentives and resourcing.
• The ability to earn trust with senior executives and navigate business owners, IT, security and procurement. You understand PE sponsors, operating partners and independent portfolio-company buyers.
• Experience in enterprise SaaS, AI, automation, data, cloud or developer tools. You can demonstrate a workflow and discuss APIs, integrations, data access, security and deployment dependencies. Coding is not required.
• Evidence of building a partner motion from an initial thesis and first deal into repeatable pipeline, activation and expansion. You can set strategy, work deals, establish processes and develop a team without an existing program.

Nice To Haves

• Direct PE operating-partner relationships or experience driving adoption across independently run portfolio companies.
• Experience with AI / automation and consumption-based pricing.
• Experience with consulting firms, systems integrators, technology alliances or cloud partners.
• Partner enablement and deployment playbooks that scale beyond one-to-one workshops.
• Practical experience building workflows and agents in Gumloop.

Responsibilities

• Own the commercial outcome. Build partner-sourced pipeline, close new business with Sales, and drive adoption and expansion with CS. Forecast the business and make partner performance visible.
• Build the initial PE motion. Identify the right firms, earn trust with operating partners, and create joint plans that lead to qualified opportunities across their portfolios.
• Sell through to the buyer. Secure an executive sponsor, an accountable adoption owner and IT approval. Translate interest into a use case, business case and buying process.
• Negotiate partnerships that work economically. Structure referral, co-selling and other arrangements with clear incentives, responsibilities and approval paths.
• Make the motion repeatable. Build qualification standards, account mapping, enablement, deal registration and attribution with RevOps. Create repeatable activation across portfolio companies.
• Build and lead the function. Execute the early work yourself, then hire and develop the team against a clear business case. Decide which additional partner channels deserve investment.
• Use Gumloop in your own work to automate partner research, account mapping and reporting.

Benefits

• Highly competitive salary and meaningful equity
• Generous paid time off: 24 days for SF employees and 20 days globally, use them as you need
• $350/month wellness benefit to spend on gym, spa, equipment, or whatever keeps you at your best
• 15 days of temporary remote work flexibility per year
• 401k match up to 6%

What This Job Offers

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