Head of Partnerships

2 weeks, 2 days ago
Full-time
Lead
Sales and Business Development
Airtable

Airtable

Airtable is a low-code platform for building next-gen apps, organizing data, and streamlining workflows with AI. It combines the speed of a spreadsheet with the power of a database, offering collaborative features and templates for various needs.

IT Services
1K-5K
Founded 2012
$1400M raised

Description

  • Build and scale a global ecosystem of consulting partners and system integrators for enterprise customer projects.
  • Develop and nurture strategic alliances with key ISVs and hyperscalers.
  • Define and communicate the long-term vision and strategy for the partner and alliance organization.
  • Create and operationalize AI-centric partner programs covering identification, qualification, enablement, certification, partner success, and client success.
  • Develop regional partner plans and target partner lists based on customer needs, Airtable capacity, and partner capabilities.
  • Collaborate with Marketing to promote customer engagements and consulting/alliance partners.
  • Partner with Sales, Customer Success, and Services to align the right partner to specific customer opportunities.
  • Oversee partner consultant delivery, subcontracting, and engagement models with the Services team.
  • Maintain quality assurance oversight to support partner technical build success.
  • Lead regional partner managers and support consistent global execution of partner strategy.

Requirements

  • 5-10+ years of leadership experience in partnerships or professional services, with emphasis on services, solutions, or alliance partnerships across B2B SaaS and/or AI-native platforms.
  • Experience managing a global partner ecosystem for companies with at least $100M ARR.
  • Ability to think strategically while executing operationally in a fast-paced environment.
  • Track record of cross-functional coordination, alignment, and co-selling with internal teams on complex partnerships.
  • Ability to prioritize using both quantitative and qualitative analysis.
  • Ability to build and manage ongoing partner plans to achieve business goals.
  • Experience fostering and implementing strategic SI partnerships within Big 5 consulting.
  • Systems-thinking mindset with the ability to use AI to build end-to-end processes focused on optimal outcomes.
  • Experience in partner onboarding, enablement, training, certification, and quality assurance is preferred.

Benefits

  • On-target earnings of $300,000-$425,000 USD for San Francisco Bay Area, Seattle, Los Angeles, and New York locations.
  • On-target earnings of $270,000-$383,000 USD for all other work locations, including remote.
  • Total compensation may include benefits, restricted stock units, and incentive compensation.
  • Remote work is included for all other work locations.
  • Comprehensive benefit offerings are available through Airtable’s Life at Airtable program.

Interested in this position?

Apply directly on the company website

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