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Alliances Manager

1 month, 1 week ago
United States, Canada
Full-time
Senior
Partnerships Manager
Sales and Business Development
CRM Salesforce
Apply Now
CaptivateIQ

CaptivateIQ

CaptivateIQ is the agile commission solution that simplifies sales expenses and drives business growth with automated data management and real-time earnings visibility.

Internet Software & Services
251-1K
Founded 2017
$165M raised
View All Jobs 29

Description

  • Build and execute growth plans for segment-aligned partners, mapping them to target accounts and sales territories.
  • Maintain a real-time partner matrix covering capacity, regional presence, and solution focus to place the right partner in the right deal.
  • Drive partner-sourced and partner-influenced pipeline through joint prospecting, integrated campaigns, and opportunity identification.
  • Run pipeline reviews with account executives, join customer calls, and advise on deal strategy and partner positioning.
  • Translate product updates into partner-facing value propositions and sales plays for sellers and consultants.
  • Coordinate across Partners, Sales, RevOps, and Marketing to embed partner-first motions into territory plans.
  • Ensure accurate CRM attribution and track key metrics such as win rates, attach rates, and SQOs.
  • Identify coverage gaps, recommend new partner recruitment, and coach boutiques into repeatable segment-ready practices.

Requirements

  • 5–8 years of experience in Alliances, Channel Sales, or Partnerships within the B2B SaaS space.
  • Proven track record of owning or materially contributing to partner-tied revenue targets, including sourced or influenced pipeline, bookings, or attach rates.
  • Experience working with SMB, mid-market, or enterprise sales segments and their distinct sales cycles.
  • Comfortable joining customer calls, framing partner value, and navigating commercial conversations with both sales teams and partners.
  • Strong understanding of deal mechanics, qualification, and forecasting.
  • Ability to build trust with partner leaders and internal stakeholders across Sales, CX, Marketing, Product, and RevOps without direct authority.
  • Highly organized and experienced using Salesforce to manage partner activities, pipeline, and attribution.
  • Ability to thrive in a scaling environment and build structure where none exists.
  • Experience creating repeatable co-sell plays, deal registration processes, or tiering frameworks for early-stage partner motions is preferred.
  • Periodic travel is required for partner meetings, joint events, and internal planning, at an estimated 20–25%.
  • Experience in Sales Performance Management, incentive compensation, or adjacent GTM tech is a plus.

Benefits

  • 100% employer-covered medical, dental, and vision insurance for all full-time employees, with about 75% coverage for dependents.
  • Flexible time off plus quarterly mental health days.
  • Annual stipends for professional development and caretaking needs.
  • Annual work anniversary bonuses that increase with tenure.
  • 401(k) retirement savings plan for U.S.-based employees.
  • Latest Apple hardware provided for work.
  • Active employee resource groups that support inclusion and community.
  • Competitive OTE of $155,000–$215,000 in North America, or $212,000–$264,000 CAD for candidates in Canada.

Interested in this position?

Apply directly on the company website

Apply Now

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