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Director / Senior Director of Business Development & Partnerships

2 months, 4 weeks ago
Anywhere
Full-time
Executive
Partnerships Manager
Sales and Business Development
CRM Cybersecurity Encryption HubSpot
Apply Now
ZeroTier

ZeroTier

ZeroTier offers secure overlay networking solutions with ZeroTier One, combining VPN and SD WAN capabilities for simplified network management and flexibility without hardware lock-in.

Diversified Telecommunication Services
11-50
Founded 2011
$2M raised
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Description

  • Own and execute ZeroTier's global business development and partnerships strategy from the ground up.
  • Lead the go-to-market strategy and execution for ZeroTier's MSP offering.
  • Build and grow a global partner network across MSPs, resellers, distributors, and technology partners.
  • Cultivate executive-level relationships with key partners and strategic accounts.
  • Develop partnership plans that identify revenue opportunities and paths to expansion.
  • Negotiate partnership agreements that align partner incentives with company growth goals.
  • Design and improve scalable partner programs, including tiers, incentives, deal registration, sales enablement, certification, MDF, co-selling, onboarding, and performance management.
  • Set performance metrics, reporting frameworks, and operating cadences for partnership efforts.
  • Collaborate cross-functionally with Sales, Marketing, Product, Customer Success, Operations, Finance, and Leadership to align strategy and execution.
  • Translate partner and customer feedback into recommendations for product roadmap, pricing, packaging, tooling, enablement, and operations.
  • Develop the long-term operating model, resource plan, and hiring roadmap for the future partnerships team.

Requirements

  • 10+ years of experience in B2B SaaS sales, business development, channel sales, or partnerships.
  • Proven track record of creating and executing channel and partnership strategies that drive pipeline, reach, and revenue.
  • Strong experience building and scaling partner motions from the ground up.
  • Strong understanding of partner economics, co-selling models, incentive structures, and revenue modeling.
  • Success in new business development, account acquisition, and relationship-building across enterprise and mid-market organizations.
  • Experience selling or partnering within networking, infrastructure, cybersecurity, or related enterprise SaaS ecosystems.
  • Existing network of distributors, resellers, MSPs, ecosystem partners, and strategic technology stakeholders.
  • Demonstrated success engaging executive and C-level stakeholders.
  • Strong analytical and communication skills with the ability to influence cross-functionally.
  • Experience working in fast-paced startup or scale-up environments.
  • Familiarity with CRM, collaboration, and sales enablement tools such as HubSpot, Slack, Zoom, Google Workspace, and AI-powered productivity and research platforms like Claude.
  • BA/BS degree or equivalent professional experience; MBA strongly preferred.
  • Willingness and ability to travel domestically and potentially internationally on a periodic basis.

Benefits

  • Hybrid office / remote work environment.
  • Competitive salary with available equity compensation.
  • Generous employer-paid health insurance, including preventative dental care for adults.
  • 401(k) plan with employer matching.
  • Flexible PTO policy.
  • Flexible work hours, subject to management approval.
  • Career enhancement funds.
  • Employee referral bonus.

Interested in this position?

Apply directly on the company website

Apply Now

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