Member of GTM Staff - Partner Sales Lead

This is a senior, high-impact opportunity for a commercially driven partnerships leader to build and scale a global partner ecosystem across enterprise and public-sector markets. You will turn relationships with global systems integrators, consultancies, and technology alliances into a repeatable engine for pipeline growth and closed revenue. Working with customers across five major industries, you will shape strategic partnerships, structure complex commercial agreements, and lead high-value enterprise deals from discovery through execution. You will collaborate closely with technical, product, and executive stakeholders to identify transformation opportunities and deliver compelling business cases. The role offers significant autonomy, a founder-like environment, and the opportunity to build scalable processes and AI-enabled tools that improve commercial efficiency. For an accomplished partner sales leader, this position offers a potential pathway to leading the partnerships function at the general management level.

• 10+ years of experience leading partner sales and developing revenue-generating relationships with global systems integrators, consultancies, and technology or ISV alliances, particularly within large-scale SaaS, data, or AI transformation programs.

• A founder-like mindset characterized by initiative, persistence, resilience, a strong bias for action, and the ability to make progress in ambiguous environments.

• Deep understanding of partner business models, including how consultancies and systems integrators develop practices, generate revenue, build client relationships, and select vendors for customer engagements.

• A strong track record of building trusted relationships with partner and customer executives, supported by references who can validate the quality of those relationships.

• Demonstrated success closing complex, multi-stakeholder enterprise deals with total contract values of $5 million to $50 million or more, involving executive leadership, finance, legal, and information security teams.

• Advanced commercial and negotiation capabilities, including experience designing referral, resale, co-delivery, and other partnership structures, as well as pricing models and negotiation frameworks.

• Working knowledge of AI and large language model concepts, along with a solid understanding of the software development lifecycle (SDLC).

• A broad, hands-on sales skill set and an interest in building practical solutions, tools, and processes rather than relying exclusively on traditional sales methods.

• Strong business judgment and the ability to translate technical and operational challenges into compelling commercial opportunities.

• A collaborative leadership style, with a genuine commitment to developing peers and supporting shared sales success.

• Willingness to engage deeply in execution, manage details, and work hard to build a scalable partnerships function.

• Eligibility to work in the United States, with the ability to provide the required employment and identity documentation and successfully complete applicable credit and/or criminal background checks.

• Please note that new work visa sponsorship is not available for this position.