Partner Relationship Manager

Overview

The Partner Relationship Manager is accountable for delivering partner‑sourced and partner‑influenced pipeline and revenue through the Workday and Elmo ecosystems. This highly execution‑oriented role focuses on driving deals forward, maintaining pipeline discipline, and hitting defined targets.

This role operates hands‑on with Workday and Elmo partner teams and internal sales stakeholders to ensure opportunities are sourced, progressed, forecasted accurately, and closed.

Success is measured by revenue impact, deal velocity, and forecast reliability—not partnership activity alone. While initially focused on Workday and Elmo, this role will scale across additional strategic partners as the ecosystem expands.

What you'll do

• Own partner‑sourced and partner‑influenced pipeline and revenue targets, with clear accountability for results.
• Actively source, progress, and accelerate joint opportunities with Workday and Elmo Account Executives.
• Drive deal execution, including account alignment, partner engagement, next steps, and follow‑through from opportunity creation through close.
• Run a disciplined partner operating cadence, including weekly pipeline reviews, deal inspections, and forecasting updates.
• Ensure pipeline accuracy and hygiene, maintaining clean data and reliable forecasts in partnership with Revenue Operations.
• Embed partnerships into frontline selling, ensuring AEs and SDRs consistently leverage Workday and Elmo in live deals.
• Support active deals directly, joining customer calls, shaping deal strategy, and coordinating partner participation where it improves close rates.
• Track performance against goals, identify gaps quickly, and take corrective action to stay on target.

• You achieve pipeline and revenue targets and can forecast accurately.
• You consistently deliver high‑quality work that moves key initiatives forward.
• You build strong, trust‑based relationships with stakeholders.
• You demonstrate ownership, follow‑through, and sound judgment.
• You proactively identify opportunities for improvement or efficiency.
• You contribute to a positive, inclusive team culture.

• 5+ years of experience in partnerships, within enterprise SaaS.
• Demonstrated accountability to pipeline and revenue targets.
• Hands‑on experience working within the Workday ecosystem.
• Strong deal management, follow‑through, and execution discipline.
• Ability to operate independently with a high sense of urgency.
• Experience supporting co‑sell motions tied to enterprise sales teams.
• Nice to Have: Relationships with Workday Account Executives, AMs and CSMs.

Compensation

The anticipated base salary range for this role is $120,400 – $158,000/yr base salary
, depending on factors such as market location, job‑related knowledge, skills, and experience. In addition to base pay, total compensation may include discretionary annual bonus or commission opportunities
. Total OTE: $171,400 - $225,000/yr.

Employees working 30+ hours per week are eligible for a comprehensive benefits package.

• Comprehensive medical, dental, and vision coverage.
• FSA and HSA options to support your healthcare needs.
• 401(k) retirement plan with company match.
• Life and disability insurance.
• Paid leave for major life events, including illness, disability, and parental leave.
• Company‑paid holidays, including Birthday Day Off, Closed the week of July 4th, Closed during the December holiday week.
• 8 hours of paid volunteer time annually.
• Half‑day Summer Fridays and Half‑day First Fridays (Based on business needs).

• Unlimited PTO to rest, recharge, and stay balanced.
• Remote work environment (Based on business needs) that supports flexibility and collaboration.
• #Allin Shares Program – own a stake in the company.
• Employee referral bonuses.
• Employee Assistance Program (EAP) for professional and personal support.
• A collaborative, innovative team culture that values new ideas.
• Competitive compensation with meaningful career growth opportunities.

We invest in your growth at every stage of your career:

• Comprehensive introduction to your role, team, and company culture.
• Hands‑on training with tools, systems, and processes.
• Ongoing feedback and support from leaders and peers.

• Training in coaching, communication, delegation, and performance management.
• Skills to lead, motivate, and empower teams effectively.

• Programs to strengthen strategic thinking, decision‑making, and influence.
• Opportunities to collaborate with leaders across the organization.

• Ongoing education on trends, best practices, and innovations in Employee Relations.
• Access to industry experts and thought leadership.