Director of Partnerships

• Build the partnerships function from scratch, defining strategy, framework, and processes for evaluating, prioritizing, and closing partnership opportunities

• Own partner-sourced revenue targets with goal of 20-30% of new ARR from partnerships within 12 months

• Identify and close 5-10 strategic partnerships across distribution channels (brokerages, MGAs, platforms), technology integrations (AMS/policy admin systems), and industry organizations to drive new customer acquisition and revenue growth

• Negotiate complex partnership agreements including revenue share models, co-selling arrangements, technology integrations, and strategic alliances

• Build partner enablement programs including training materials, sales collateral, demo environments, and certification programs to drive partner success

• Manage strategic partner relationships with quarterly business reviews, joint account planning, and executive engagement to maximize partnership value

• Drive co-marketing initiatives with partners including joint webinars, case studies, event sponsorships, and content collaboration

• Track and report partnership metrics including partner-sourced pipeline, closed revenue, partner engagement, and ROI by partnership type

• Represent Qumis as a partnership leader at tier-1 industry conferences, partner advisory councils, and ecosystem events

• Partner with Product and Engineering to prioritize integration roadmap, API capabilities, and partnership technology requirements

• Collaborate with Marketing to create co-branded materials, joint campaigns, partner spotlights, and ecosystem positioning

• Work closely with Sales to enable partner co-selling, joint account planning, and deal attribution

• Align with Customer Success to ensure visibility into customer health metrics and outcomes for partner-referred accounts, strengthening partner relationships through shared success

• Provide market intelligence by synthesizing competitive partnership strategies, ecosystem trends, and emerging partnership opportunities

• Develop partnership playbooks including partner tiering framework, ideal partner profiles, partnership agreement templates, and enablement materials

• Leverage AI-native tools to research partners, automate outreach, and scale relationship building

• Create scalable partner onboarding and enablement processes that can support 20+ active partnerships

• Test and iterate on partnership models, compensation structures, and co-selling motions to maximize ROI

• Stay current on insurance ecosystem trends, Insurtech partnerships, API/integration standards, and partnership best practices

• 12+ years of experience in either:

  • P&C insurance with deep ecosystem knowledge (distribution platforms, broker networks, technology vendors), OR

  • Enterprise B2B SaaS partnerships/business development with $1M+ partner-sourced revenue responsibility

• Proven track record of building partnerships function from scratch or scaling from 0-3 partnerships to 10+ partnerships

• Strong negotiation skills with experience structuring complex partnership agreements, revenue share models, and go-to-market arrangements

• Relationship builder who excels at building trust with C-suite executives and fostering long-term strategic partnerships

• Strategic thinker with ability to identify high-value partnership opportunities and articulate clear ROI and business cases

• Cross-functional collaborator skilled at aligning internal stakeholders (Sales, Product, Marketing, Engineering) around partnership priorities

• Entrepreneurial mindset with comfort in ambiguity, bias for action, and ability to build processes from zero

• Deep knowledge of insurance distribution including brokerage models, MGA structures, wholesale distribution, and Insurtech platforms

• Existing relationships within insurance ecosystem including brokerages, technology vendors, industry associations, and Insurtech investors

• Prior experience at high-growth startup (seed to Series B) building partnerships function or scaling partnerships from 5 to 25+

• Technical fluency with APIs, integrations, and ability to discuss technical partnership requirements with Engineering teams

• Experience with AI/ML partnerships and understanding of how to position AI capabilities to non-technical partnership stakeholders

• Track record with multiple industry associations

You'll thrive if you:

• Move fast and iterate without needing perfect information, you test partnership hypotheses quickly and learn from results

• Own outcomes, not activities, you're metrics-driven and focus on partner-sourced revenue and partnership ROI

• Embrace feedback and are committed to continuous improvement of partnership strategy and execution

• Think like a founder and connect your work to company outcomes, no task is too small if it drives partnerships forward

• Build trust effortlessly with partners as a strategic advisor, not just a vendor relationship

• Balance multiple partnership tracks simultaneously without losing sight of strategic priorities

• Founding partnerships hire building the entire partnerships function, strategy, and playbook from day one

• High visibility working directly with founders and senior leadership on strategic initiatives

• Direct influence on product roadmap through partner feedback, API priorities, and integration strategy

• Shape company strategy through ecosystem positioning, partnership revenue models, and go-to-market evolution

• $1.3T global insurance industry ripe for AI transformation

• 100% pilot conversion, 20% MoM growth, word-of-mouth customer acquisition

• Work with the most forward-thinking organizations in insurance

• Small, ambitious team with backgrounds from Kin, Goldman Sachs, Archipelago, Chubb, Insureon, and American Express

• Culture of experimentation, transparency, and rapid iteration

• Investment in your growth through coaching, training, and industry events

1. Intro call with Head of Sales (45 min)

2. Cross-functional interviews with Customer Success and Engineering (30 min each)

3. Partnerships strategy presentation to Head of Sales and CEO (60 min) - prepare 10-minute presentation on your partnership strategy for Qumis

4. Final interview with CEO (45 min)

5. Reference checks and offer

Timeline: 2-3 weeks. We move quickly for the right candidate.