Director Partnerships (m/f/d)

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director Partnerships (m/f/d) based in United States.

This role is responsible for building partner-driven pipeline and revenue across a defined regional territory while contributing to broader global partnership initiatives. You will develop relationships with integration partners, resellers, consultants, hotel management companies, and referral partners. The position combines strategic partnership development with hands-on outbound business development, pipeline management, and commercial execution. You will also manage one or two global partner accounts, coordinating regional opportunities with stakeholders across multiple territories. Strong CRM discipline and market intelligence will be essential to maintaining a high-quality, scalable partnership operation. This is a remote-first opportunity within a collaborative, international environment focused on autonomy, growth, and measurable commercial impact.

Accountabilities:

• Own the partner pipeline and revenue target for your assigned region, developing and executing a bottoms-up pipeline strategy aligned with regional targets, total addressable market, partner types, and deal stages.
• Forecast and reforecast pipeline and revenue on a monthly basis, identifying coverage gaps early and developing plans to address them before target dates.
• Build and manage a diverse regional partner portfolio spanning integration partners, resellers, consultants, hotel management companies, and referral partners.
• Source and qualify new reseller and consultant relationships using established partner profiles, screening frameworks, conversation guides, and market intelligence.
• Request and use partner intelligence before initial outreach and maintain disciplined CRM processes, including required deal and partnership fields.
• Register qualified leads promptly in the relevant partner systems and maintain accurate source attribution across integration, reseller, consultant, and reactivation channels.
• Own one or two assigned global partner accounts, developing regional strategies that generate measurable pipeline rather than focusing solely on relationship maintenance.
• Coordinate senior-level engagement with global partners and provide ongoing intelligence covering account health, competitive developments, co-marketing opportunities, and potential escalations.
• Support co-marketing initiatives, business reviews, and multi-territory activities involving assigned global partners.
• Manage the regional portion of the dormant-partner portfolio, executing tiered re-engagement campaigns and reporting activation progress regularly.
• Share regional partner and market intelligence with internal stakeholders, including trends in reseller activity, competitive signals, and emerging opportunities.
• Maintain high-quality CRM records and participate in regular business reviews, presenting pipeline performance and highlighting structural or operational blockers.
• Track performance against key measures including pipeline and revenue attainment, lead registration, onboarding compliance, active partner engagement, global account health, and dormant-partner activation.

Requirements

• 2+ years of experience in B2B business development, partnerships, commercial account management, or a related field, ideally within SaaS, hospitality technology, or a similar environment.
• Demonstrated success generating outbound pipeline and building business relationships from the ground up within a defined territory.
• Ability to work effectively across multiple partner profiles and adapt communication and qualification approaches to different types of commercial relationships.
• Strong CRM discipline and experience maintaining accurate, structured sales and partnership data; hands-on HubSpot experience is highly relevant.
• Strong organizational, forecasting, and pipeline-management skills, with the ability to manage multiple opportunities and partner relationships simultaneously.
• Excellent communication, relationship-building, and stakeholder-management skills, including confidence engaging with senior contacts.
• Ability to work independently in a remote-first environment while collaborating effectively with geographically distributed teams.
• Based within the target territory, with sufficient regional knowledge and credibility to develop local partner relationships.
• Existing relationships within the hotel technology ecosystem, including PMS providers, channel managers, consultants, or revenue-management professionals, are a strong advantage.
• Experience managing global or multi-territory partner accounts in addition to a local portfolio is preferred.
• Familiarity with Introw, PartnerStack, Reditus, or similar partner and commission-management platforms is a plus.
• Background in revenue management or hospitality operations is beneficial, particularly an understanding of the needs and commercial priorities of independent hotel operators.

Benefits

• Remote-first working model, with the flexibility to work from almost anywhere subject to role, country, and time-zone requirements.
• Flexible working hours designed to support a healthy balance between professional and personal commitments.
• Opportunities to work and collaborate with an international, distributed team.
• Regular global team gatherings and opportunities for in-person collaboration at designated offices.
• Personal and professional development opportunities, including up to three additional days off each year dedicated to learning and growth.
• Five additional weeks of vacation after five years of service.
• A paid day off to celebrate your birthday.
• Access to Headspace to support mental well-being and mindfulness.
• Access to BetterHelp for professional online therapy and counseling support.
• A collaborative, transparent, and growth-oriented startup environment with opportunities to make a measurable commercial impact.