Director of Partnerships

1 month, 1 week ago
Full-time
Executive
Sales and Business Development
PandaDoc

PandaDoc

PandaDoc offers an all-in-one document automation platform that enables sales professionals to create, approve, track, and electronically sign proposals and quotes more efficiently, significantly reducing the time spent on business document workflows.

Internet Software & Services
251-1K
Founded 2013
$51M raised

Description

  • Own the overall partner program strategy across Solutions Partners, Core ISVs, and scaled partners.
  • Lead and develop a team of Partner Managers, Technical Enablement, Partner Marketing, and Partner Operations.
  • Build and execute joint go-to-market plans with strategic partners to drive pipeline and closed revenue.
  • Develop and scale the Solutions Partner tier program, including progression, certification, MDF, co-marketing, and enablement.
  • Own ISV partnership strategy, including partner marketing, co-selling, field enablement, pipeline, and CRM channel management.
  • Partner with Sales, Marketing, Product, Customer Success, and RevOps to align the partner ecosystem with GTM priorities.
  • Define and manage partner performance metrics, including sourced pipeline, service-attached revenue, partner-influenced ARR, and active partner activity.
  • Represent PandaDoc at the executive level with strategic partners and strengthen long-term partner relationships.

Requirements

  • 8+ years of experience in partnerships, channel sales, or business development, ideally in B2B SaaS.
  • Proven experience building or scaling a partner program that drove measurable ARR impact.
  • Deep familiarity with Solutions/SI partners, ISVs, referral and affiliate programs, and marketplace channels.
  • Strong revenue ownership mindset with the ability to connect partner activity to pipeline, win rates, and closed deals.
  • Experience managing and developing partner managers and cross-functional program owners.
  • Excellent cross-functional collaboration skills with the ability to influence across Sales, Marketing, Product, and Customer Success.
  • Deep knowledge of CRM ecosystems such as Salesforce, HubSpot, and Pipedrive.
  • Exceptional communication and relationship-building skills.
  • Experience with partner ecosystem programs and integrated workflow value from ISV partnerships.

Benefits

  • Annual OTE up to $250,000-$280,000.
  • Eligibility to purchase company stock or receive annual bonuses.
  • Medical, dental, and vision coverage for employees and their families.
  • Short- and long-term disability, life insurance, FSA, and 401(k) plans.
  • 13.34+ hours of paid time off per month.
  • 6 self-care days, a birthday PTO day, and 12 company-paid holidays per year.
  • Fully remote role with global team collaboration.

Interested in this position?

Apply directly on the company website

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