Director of Partnerships

As part of deskbird
, a fast-growing workplace tech company backed by a $23M Series B and trusted by leading global brands, you’ll work alongside an ambitious, high-performing teams with a proven product and a clear strategy.
We are building a r
evenue-driven GTM organization where partnerships are a core growth channel, not a side initiative.
The Director of Partnerships will own the end-to-end partner strategy, including:

• Acquisition of high-value strategic partners
• Growth and monetization of existing partners
• Using partnerships as a key lever for international expansion

• Define and execute the global partnerships strategy aligned with company revenue goals.
• Build partnerships into a meaningful, measurable revenue channel
• Define:
  Target partner types (e.g. resellers, channel, strategic, tech, ecosystem), revenue contribution targets & market-specific partnership strategies.
• Ensure partnerships are not measured by volume, but by:
  Pipeline generated, revenue closed & long-term partner value.

• Identify and prioritize partners that:
  Provide access to target ICPs, accelerate entry into key markets & complement our product and positioning.
• Lead end-to-end partner acquisition:
  Sourcing, negotiation, structuring agreements & onboarding.
• Focus on quality over quantity: Fewer, high-performing partners & clear monetization potential from day one.

• Own ongoing performance and growth of existing partners.
• Ensure partners:
  Actively generate pipeline, are enabled to sell effectively & are integrated into GTM motion.
• Build structured partner growth programs:
  Joint GTM initiative, co-marketing campaigns, account mapping and co-selling & performance tracking and reviews.
• Move the organization from: “We have partners” → “Partners generate meaningful ARR”

• Leverage partnerships to:
  Enter new geographic markets (especially where direct presence is limited) & accelerate market penetration in strategic regions.
• Identify partners with:
  Strong local presence, established customer relationships & distribution or influence in key markets.
• Build region-specific partner strategies aligned with POD structure.

• Work with Demand Gen to:
  Build co-marketing campaigns, activate partner-driven pipeline & support regional GTM initiatives.
• Align with Sales to:
  Enable co-selling, support strategic deals & integrate partners into account strategies.

• Define and build:
  Partner onboarding processes, enablement materials (with PMM and GTM Ops), incentive structures & partner tiers and programs.
• Ensure partners:
  Understand our value proposition, can position and sell effectively & are motivated to prioritize our solution.

• Define and track:
  Pipeline generated by partners, revenue contribution, partner activation rates & time-to-first-deal.
• Partner with GTM Ops to:
  Ensure visibility into partner-sourced and influenced revenue & build clear reporting and attribution.
• Regularly evaluate:
  Which partners to scale, which partners to fix & which partners to exit.

• 8–12+ years in partnerships, business development, or channel roles in B2B SaaS
• Proven track record of:
  Building and scaling partnership programs & driving measurable revenue through partners.
• Experience in:
  Partner acquisition and negotiation, partner growth and monetization & international or multi-region partnerships.
• Strong commercial mindset, thinks in pipeline and revenue, not relationships.
• Strategic thinker, understands how partnerships fit into GTM.
• Strong operator, can build structure, process,…