Director of Partnerships

We're a post-revenue, seed-stage B2B startup with ARR growing double digits per month. As we scale, we need a Director of Partnerships who can drive strategic alliances, expand our partner ecosystem, and create revenue-generating opportunities through collaborations.

Who We’re Looking For

Personality & Capabilities:

• Strategic & Relationship-Driven – Able to identify, negotiate, and manage partnerships that drive revenue and market expansion.
• Strong Communicator & Negotiator – Comfortable engaging with C-level executives, industry leaders, and technology partners.
• Results-Oriented & Growth-Focused – Skilled at developing partnerships that lead to measurable business outcomes.
• Cross-Functional Leader – Able to work effectively with Sales, Marketing, and Product teams to maximize partnership success.
• Adaptable & Fast Learner – Thrives in a dynamic, fast-paced startup environment.

Biggest Necessities:

• Identifying and securing strategic partnerships that align with Soraban’s growth objectives.
• Developing and executing joint go-to-market strategies with key partners.
• Managing channel and referral partnerships to drive inbound revenue growth.
• Collaborating with Sales and Marketing to align partnership initiatives with demand generation and revenue goals.
• Acting as the voice of partnerships within the organization, ensuring alignment across departments.
• Creating and tracking KPIs for partner performance and ROI.

Experience & Qualifications:

• 5+ years of experience in Partnerships, Business Development, or Channel Sales.
• Experience in the SaaS, B2B, or FinTech industries preferred.
• Proven track record of developing and scaling strategic partnerships.
• Strong understanding of co-marketing, co-selling, and channel strategies.
• Ability to develop structured partnership agreements and joint business plans.

Bonus If You:

• Have experience launching partner programs from the ground up.
• Understand the accounting, financial services, or tax industry.
• Have built revenue-generating channel and affiliate programs.
• Have a network of potential technology and industry partners.

Important Note: This role is currently 100% Remote. In next 6-12 months we will be moving to a hybrid model and will be required to be in office 25% of business days/month. Office locations in San Francisco, Ca ; Tempe, AZ ; and Austin, TX.

Interview Process

We move incredibly fast at Soraban, and our interview process is designed to find candidates who can hit the ground running.

1. Quick phone screen – A brief chat to align on expectations and fit.
2. Partnership strategy interview – A deep dive into your experience in building and managing partnerships.
3. Go-to-market interview – Meeting with sales and marketing leadership to discuss execution strategies.
4. Offer – If we’re a mutual fit, you’ll receive an offer.

The entire process typically takes 20-35 days, though we can expedite for candidates with competing offers. Please share where you are in your job search so we can accommodate your timeline as best as possible.