Director of Business Development

Head of Software Partnerships - Hybrid Role - NO SPONSORSHIP - MUST BE A US CITIZEN

Must be able to commute to Pasadena 1-2 days a week.

This is a HUNTER role, not an account manager. MUST have experience selling to organizations that produce software, specifically accounting and tax software.

Pasadena, CA | Direct Hire | $140,000–$170,000 Base + Commission | 1st year $200,000–$250,000 OTE

The Adecco Permanent Recruitment Team is recruiting on behalf of a rapidly growing professional services and technology company for a Head of Software Partnerships to lead the development and expansion of strategic technology, channel, affiliate, and platform partnerships.

This is a senior-level opportunity for a relationship-driven partnerships professional who can identify high-value opportunities, build executive relationships, negotiate complex commercial agreements, and develop a scalable partnership strategy that directly contributes to revenue growth.

Key Responsibilities

Strategic Partnerships

• Develop and execute a strategic partnership strategy aligned with company growth objectives.
• Identify, evaluate, prioritize, and pursue high-value technology, platform, channel, and ecosystem partners.
• Build relationships with senior executives and decision-makers at prospective partner organizations.
• Lead outreach, discovery, qualification, business cases, negotiations, and partnership development from initial contact through launch.
• Represent the company in executive-level partnership discussions and industry relationships.
• Negotiate and structure a variety of partnership agreements, including referral, affiliate, revenue-share, co-selling, marketplace, embedded, and white-label arrangements.
• Develop partnership economics, partner tiers, incentives, governance models, and performance expectations.
• Build repeatable processes and infrastructure for a scalable partnership program.
• Identify opportunities to expand existing relationships and develop new sources of revenue and market reach.
• Develop onboarding materials, presentations, pitch assets, FAQs, pricing information, demo flows, lead-handoff processes, and partner playbooks.
• Work with Marketing and Sales to develop joint go-to-market initiatives such as webinars, events, content, marketplace listings, landing pages, and other partner campaigns.
• Lead regular partner business reviews and maintain strong ongoing relationships.
• Oversee affiliate relationships, including onboarding, incentives, performance management, and partner communications.

Cross-Functional Leadership

• Serve as a strategic bridge between executive leadership, Sales, Marketing, Product, Legal, and Finance.
• Bring partner and customer feedback into product and market discussions.
• Collaborate with Product Management on product positioning, packaging, roadmap priorities, and launch readiness.
• Help ensure partnership opportunities are aligned with broader company and product strategy.

Performance & Analytics

• Establish and monitor partnership KPIs, including partner pipeline, closed revenue, activation, conversion, velocity, and overall channel contribution.
• Maintain accurate CRM records and partnership reporting.
• Develop dashboards, scorecards, and attribution processes to measure partnership performance and ROI.

Qualifications

• 8+ years of experience in strategic partnerships, alliances, business development, strategic sales, or corporate development.
• Demonstrated success building and closing strategic partnerships that generated measurable revenue, pipeline, market expansion, or product adoption.
• Experience negotiating complex commercial agreements such as referral, affiliate, revenue-share, channel, co-selling, marketplace, embedded, or white-label partnerships.
• Strong executive presence and experience developing…