Head of Partnerships

Trackunit is a fast-growing, leading provider of IoT and telematics solutions for the global construction industry, operating out of offices worldwide. At the heart of our platform is IrisX — a purpose-built data and AI platform that connects machines, people, and systems to drive real-time, actionable insights across the construction ecosystem.

IrisX is more than a product. It is the foundation on which OEMs, enterprise software providers, Con Tech innovators, and AI platforms build, connect, and create value. Partnerships is the commercial engine that makes this ecosystem real.

Trackunit is looking for a Head of Partnerships to own the commercial partnership motion for IrisX. This is a senior, commercially-driven leadership role within the Partnerships function, reporting to the VP of Platform.

You will be responsible for identifying, signing, and scaling the partnerships that drive IrisX credit consumption and ecosystem growth. You own the commercial relationship end-to-end — from sourcing and structuring deals to ensuring partners are activated and generating revenue. You will work cross-functionally with Product and Engineering to influence what gets built and how, but your primary lens is commercial: pipeline, deals, and partner-driven revenue.

You will lead a cross-functional pod — including a dedicated Product Manager, Platform Engineer, Field Marketing Manager, and Regional Managers as the function scales globally — but you are the commercial owner. Product and Engineering are partners in execution, not the centre of gravity of this role.

• Own the end-to-end commercial partnership motion for IrisX: sourcing, qualifying, structuring, and closing partnership agreements across ERP, Con Tech, enterprise software, and AI platform categories
• Define and manage a structured partner pipeline with clear qualification criteria, deal stages, commercial terms, and revenue targets
• Negotiate and close partnership agreements — including rev share, co-sell, and referral frameworks — that create durable, recurring value for both parties
• Own partner-driven IrisX credit consumption as your primary commercial metric; you are accountable for partners being live, active, and growing
• Build and maintain senior relationships at partner organisations, operating at VP and C-suite level

• Drive partner activation from signed agreement through to live IrisX consumption, working with the pod to remove onboarding and integration bottlenecks
• Build co-sell and co-marketing motions globally with Field Marketing and, over time, Regional Partnership Managers as the team scales
• Develop and manage a scalable partner program: onboarding, enablement, commercial tiers, and success metrics that allow the ecosystem to grow without linear headcount
• Identify where partner relationships can expand into deeper commercial arrangements — marketplace presence, joint GTM, or embedded integrations — and lead those conversations

• Work closely with Product and Engineering counterparts to ensure integration and platform requirements from partners are understood, prioritised, and delivered — without owning the build yourself
• Bring a clear commercial perspective into P&E discussions: what partners need, what they will pay for, and what will drive consumption
• Collaborate with GTM and Sales leadership to align partner pipeline with direct sales motions and avoid channel conflict
• Feed structured partner demand — integration requirements, marketplace needs, API gaps — into the platform roadmap through the Platform Partnerships Lead

• Lead the Integrations & Applications pod day-to-day, with a clear commercial direction that the PM, Engineer, and Marketing Manager align behind
• Build toward a regional partnership org over time, defining the model and hiring profile for Regional Partnership Managers as the function grows globally
• Set the commercial rhythm of the partnerships function: pipeline reviews, partner QBRs, deal cadences, and executive reporting

• 10+ years of experience in partnerships, business development, or…