Partnerships Manager

Every day, over 10,000 eye care professionals log into Crystal’s software before they see their first patient. We're the operating system behind independent eyecare — the EHR, practice management, billing, scheduling, and payments platform that keeps these practices running smoothly.

With new leadership, fresh growth capital from top-tier software and search fund investors, and a clear runway to $35mm+ in ARR, Crystal is at an inflection point. We're not a startup – we're a market leader focused on long-term value creation. That means building the team, the product, and the go‑to‑market engine to execute on our ambitious goals.

We’re assembling a team that matches the opportunity. If that sounds like your kind of challenge, we'd like to hear from you.

This is a hands‑on partnerships role for someone who builds relationships that drive revenue – not someone who simply manages a Rolodex. You’ll own Crystal PM’s integration partner ecosystem end‑to‑end: managing our new API platform, negotiating and onboarding new integration partners, and building a partnerships function with the operational infrastructure to scale. This role specifically focuses on integration and ecosystem partnerships—working with software and technology partners that integrate into Crystal PM’s platform to improve workflows, expand functionality, and create additional value for eyecare practices.

You’ll report to the Chief of Staff and work closely with one of Crystal’s founders, who brings deep industry knowledge and relationships across the eyecare ecosystem.

The right person sees a partner ecosystem with 55+ integrations and thinks “opportunity,” not “complexity.” You’re inheriting a new API launch mid‑flight and a pipeline of partners who have expressed interest in our platform. Your job is to turn that momentum into executed agreements, recurring revenue, and a scalable function. This is not a traditional outbound business development or channel sales role where you’re cold‑calling potential partners all day.

Crystal is the system of record for thousands of eyecare practices, and partners already want access to the ecosystem. The real challenge is managing those relationships well, driving adoption across the install base, and building a partner experience so strong that Crystal becomes the most attractive platform in the market to integrate with. This is a build role with real autonomy, direct executive access, and a clear path to growing the scope as the ecosystem matures.

• You’ve driven the API migration to completion. Every eligible legacy partner is on new API integration agreements, direct database access is sunset, and you did it without torching the relationships in the process.
• You’ve evaluated, negotiated, and onboarded 5+ net‑new integration partners within your first year. The average onboarding cycle is under 90 days, and you’ve documented the playbook so it’s repeatable.
• Partnership‑attributed revenue is growing 20%+ year‑over‑year, and you can tell the story behind every dollar. It’s tracked in Salesforce with clean attribution by partner.
• You’ve positioned the partnerships function for future growth: Salesforce pipeline live and maintained, quarterly performance reporting established as needed, and partner enablement materials delivered for the top partners by revenue.

• You’ve driven the API migration to completion. Every eligible legacy partner is on new API integration agreements, direct database access is sunset, and you did it without torching the relationships in the process.
• You’ve evaluated, negotiated, and onboarded 5+ net‑new integration partners within your first year. The average onboarding cycle is under 90 days, and you’ve documented the playbook so it’s repeatable.
• Partnership‑attributed revenue is growing 20%+ year‑over‑year, and you can tell the story behind every dollar. It’s tracked in Salesforce with clean attribution by partner.
• You’ve positioned the partnerships function for future growth: Salesforce pipeline live and maintained, quarterly performance reporting established as needed, and partner enablement materials delivered for…