Partner Manager

About ZenGRC!

Founded in 2009, ZenGRC is a leading provider of governance, risk, and compliance (GRC) SaaS solutions. ZenGRC offers a robust product that guides organizations through compliance with ease and efficiency. ZenGRC stands out by offering a single price for comprehensive access to all modules and frameworks, ensuring users benefit from a seamless and cost‑effective experience. Dedicated to simplifying GRC processes, ZenGRC continues to innovate and support organizations in achieving compliance and managing risk effectively.

Location:

Remote. Travel required for partner events, industry conferences, and company offsites.

ZenGRC is building a partner‑driven revenue channel as a core part of our 2026 growth strategy. We have active partnerships in healthcare compliance and regulated industries, with plans to expand. This role owns the channel number.

You will manage existing partnerships, source new ones that fit a specific partner ICP, and actively co‑sell with partners through the full deal cycle. This is a quota‑carrying role. You are measured on closed partner ARR, not pipeline or activity.

• Own and grow active partnerships. Drive joint pipeline through shared outbound, co‑presented demos, and content collaboration. Coordinate joint GTM motions across our partner portfolio in healthcare and regulated industries.
• Activate partnerships commercially. Some technical integrations are already built. Your job is to build the commercial motion on top of them. Drive referrals, co‑branded campaigns, and deal registration into ZenGRC opportunities.
• Source and evaluate new partners. Build a pipeline of 2 to 3 candidate partners per quarter against a defined partner ICP: audit firms, MSSPs, VARs, or consulting practices with active GRC client bases in healthcare, financial services, or regulated industries. No vanity partnerships. Every candidate needs a clear path to closed revenue within 90 days of activation.
• Run structured partner QBRs. Each active partner gets a quarterly business review with joint pipeline review, closed ARR accounting, and a forward plan with committed actions on both sides.
• Integrate with the sales team. Attend weekly forecast reviews. Own partner‑sourced deals from first touch through close with joint accountability with the AE. No black‑box forecasting from partner contacts.

• 5 or more years of channel or partner sales experience in B2B SaaS. GRC, Info Sec, compliance, or audit software experience is a strong plus.
• Proven track record of closed partner ARR. Not pipeline generated. Not partnerships signed. Closed revenue.
• Experience co‑selling with audit firms, MSSPs, VARs, or consulting partners. Understanding of how these organizations evaluate technology partnerships and what motivates referrals.
• Ability to build and run a co‑sell motion. You can run a demo, qualify a deal independently, and close with an AE. You do not depend on a partner to manage the sales cycle for you.
• Existing relationships with audit firms, MSSPs, or VARs in regulated industries are a plus, provided you have a track record of converting those relationships into closed business.
• Strong pipeline discipline. You forecast from evidence. You qualify partners the same way a good AE qualifies buyers.
• Comfortable in a mid‑market SaaS environment without a large supporting infrastructure. You build the playbook. You do not wait for one.

• We are committed to the health and safety of our people. Our people are mostly working remotely, collaborating online, and connecting over video, as they continue to deliver high‑quality technology solutions.
• Competitive salary and equity (we want everyone to be a stakeholder).
• Full benefits (medical, dental, vision, wellness offerings, etc.).
• Unlimited PTO, paid sick days, 11 holidays.
• Collaborating with smart coworkers who put customers first.

We value a diverse environment. ZenGRC provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard…