Alliances Manager

Captivate

IQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.

Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.

We are hiring an Alliance Manager to serve as a strategic bridge between our go-to-market segments and a focused portfolio of regional SIs and boutique firms. Working closely with the Director of Alliances and sales leadership, you will move beyond high-level program management to drive deep, deal-level integration.

Your mission is to make partner engagement a natural, predictable part of how we sell and deliver. You are a field-facing operator who orchestrates complex co-sell motions, ensuring sales teams instinctively lean on partners for territory coverage and pipeline expansion. Ultimately, you will define the standard of excellence, ensuring our partners are a primary driver of our capacity to win and scale in the market.

Hybrid (in-office 3 days per week)

• Austin, TX

• Raleigh, NC
• Nashville, TN
• Toronto, Canada

• Strategic Portfolio Ownership:
  Build and execute growth plans for segment-aligned partners (Regional SIs and boutiques), mapping them directly to target accounts and sales territories.
• The Partner Matrix:
  Maintain a real-time matrix of partner capacity, regional presence, and solution focus to ensure the right partner is inserted into the right deal at the optimal moment.
• Pipeline Generation:
  Drive partner-sourced and influenced pipeline through joint prospecting, integrated campaigns, and structured opportunity identification.
• Co-Sell Orchestration:
  Run regular pipeline reviews with AEs, join customer calls, and advise reps on deal strategy and partner positioning.
• Enablement & Readiness:
  Translate product updates into segment-specific value propositions and sales plays for partner sellers and consultants.
• Cross-Functional Liaison:
  Act as the connective tissue between Partners, Sales, Rev Ops, and Marketing to embed partner-first motions into territory plans.
• Operational Governance:
  Ensure accurate CRM attribution and track key metrics (win rates, attach rates, SQOs) to provide predictability to the segment forecast.
• Ecosystem Optimization:
  Identify coverage gaps, propose new recruitment, and coach high-potential boutiques into repeatable, segment-ready practices.

• 5–8 years of experience in Alliances, Channel Sales, or Partnerships within the B2B SaaS space.
• Demonstrated track record of owning or materially contributing to a revenue target tied to partners (sourced/influenced pipeline, bookings, or attach rates).
• Hands‑on experience working with B2B sales segments (SMB, Mid‑market, or Enterprise); you understand their specific sales cycles and how partners add value there.
• Comfortable being in the field and in the deals —you can join customer calls, frame partner value, and navigate commercial conversations with both sales and partners.
• Deep understanding of deal mechanics, qualification, and forecasting. You know how to unblock a cycle without over complicating it.
• Ability to earn trust with partner leaders and internal stakeholders (Sales, CX, Marketing, Product, and Rev Ops) without direct authority; you are a builder and an operator.
• Highly organized with experience using Salesforce to manage partner activities, pipeline, and attribution.
• Proven ability to thrive in a scaling environment. Ideally, you have experience building structure where none exists—specifically in scaling early-stage partner motions by creating repeatable co-sell plays, deal registration processes, or tiering frameworks.
• Periodic travel for partner meetings, joint events, and internal planning (estimate ~20–25%).

• Ex…