Director of Partnerships

Your mission:
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 revenue-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

This role is responsible for turning partnerships into a predictable, scalable source of pipeline and ARR.

In this role you will:
1. Own Global Partner Strategy & Revenue Contribution
• 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.

2. Acquire High-Impact Strategic Partners
• 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. 

3. Drive Partner Growth & Monetization
• 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”

4. Use Partnerships as a Market Expansion Lever
• 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.

5. Partner Closely with Demand Gen & Sales
• 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.

6. Partner Enablement & Program Development
• 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.

7. Partner Performance Tracking & Accountability
• 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.

What you need to be successful:
• 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, and programs.
• Excellent communicator and negotiator.
• Based in Europe. 

Bonus• Experience in European and/or US markets.
• Experience in both early-stage and scaling environments.
• Familiarity with SaaS partner ecosystems (resellers, integrators, tech partners).

What’s in it for you?:
• Grow fast: Join Europe’s leading workplace management software company and accelerate your career development.
• Annual company summit: Meet the whole team at our yearly summit in inspiring locations across Europe (check out the video from our last summit).
• Team “Bursts”: Unlimited opportunities to collaborate with your team in person.
• Home office support: Financial contribution to set up a comfortable, productive home office.
• Learning & development: Annual budget for coaching, certifications, and conferences.
• Hub visit: Yearly sponsored trip to one of our hubs.
• Generous annual leave: Plenty of time off to recharge.
• Joy budget: Annual budget to spend on activities that spark joy, connection, and shared energy.