Director of Partnerships (all genders)

Skip to main contentEnglishEnglishBack to all jobsDirector of Partnerships (all genders)Hybrid - Berlin, GermanyFull-timePermanent employeeApply for this jobYour missionAs 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 partnersGrowth and monetization of existing partnersUsing partnerships as a key lever for international expansionThis role is responsible for turning partnerships into a predictable, scalable source of pipeline and ARR.In this role you will1. Own Global Partner Strategy & Revenue ContributionDefine and execute the global partnerships strategy aligned with company revenue goals.Build partnerships into a meaningful, measurable revenue channelDefine: 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 PartnersIdentify 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 & MonetizationOwn 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 LeverLeverage 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 & SalesWork 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 DevelopmentDefine 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 & AccountabilityDefine 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 successful8–12+ years in partnerships, business development, or channel roles in B2B SaaSProven 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,...