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
- Fluent or Native in German.
- 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.