Director, Product & Ecosystem Partnerships

Job description

LeanData helps the world’s fastest-growing companies automate, simplify, and accelerate revenue. Revenue operations is broken. Every B2B company runs on a tangled web of routing rules, lead-to-account matching, scheduling handoffs, buying group signals, and funnel analytics — stitched together with duct tape and tribal knowledge. LeanData exists to fix this. We’re the revenue orchestration platform trusted by companies like OpenAI, Anthropic, NVIDIA, Uber, Snowflake, and DocuSign to route, match, and orchestrate revenue signals across their go-to-market motions. But no orchestration platform creates value in isolation. LeanData sits at the center of the modern revenue stack — and we’re only as powerful as the ecosystem we connect to. Our products (Orchestration, Scheduling, and Buying Groups & Journeys) get more valuable the better they work with the rest of a customer’s GTM tooling, and our next wave of innovative products will live or die by the partner ecosystem we build around it. That’s exactly where you come in. We’re looking for a Director of Product & Ecosystem Partnerships to make LeanData demonstrably better with our partners than without them. You’ll own the joint-value story with existing and new partners - defining the shared use cases, shaping the integrations and product experiences that deliver them, and driving both sides to actually ship and adopt them. You are the connective tissue between our product roadmap and the partner ecosystem, and the person who spots where the next strategic partnership can unlock adoption or create net-new value for our customers. This is a product-weighted role: you’ll be fluent in GTM and positioning and build the product and partnership foundation the go-to-market teams take to market. WHAT YOU’LL DO The Director of Product & Ecosystem Partnerships owns the joint value and integration ecosystem across LeanData’s product suite. This is a builder’s role with real scope: you define where partnerships create customer value, shape the integrations that deliver it, negotiate the agreements that unlock it, and project-manage the whole thing to done, both internally and externally. The work spans Orchestration, Scheduling, Buying Groups & Journeys, and the emerging ecosystem for our new products. SCOPE The ecosystem sits at the intersection of our roadmap and the rest of the customer’s GTM stack. You’ll be accountable for turning partner overlap into differentiated, shipped value across both our established products and our newest bets. - Own the joint-value and integration strategy across our existing products - deepening relationships with current partners and bringing new ones into the ecosystem - Build LeanData’s integration partner ecosystem for our AI-native products from the ground up - defining which partner categories and integrations expand our value, in what sequence, and why - Identify where our partners’ products and ICP overlap with ours, and translate that overlap into concrete, differentiated joint use cases - Think end-to-end across the customer journey: how a partnership shows up in onboarding, day-to-day usage, expansion, and the buying decision JOINT VALUE & STORY Defining and telling the “better together” story is the core craft of this role. You’ll make joint value real enough that customers understand it and partners want to invest in it with us. - Author the joint-value narrative for each priority partnership - the compelling story of why a customer wins by using LeanData plus the partner together - Define outcomes and joint investment commitments with partners, aligning both sides on what success looks like - Partner with Product Marketing to produce the assets that bring joint value to life - solution briefs, joint use-case content, launch narratives, and enablement inputs - Serve as the voice of the ecosystem inside product planning, bringing partner and market input into the roadmap and shaping integration scope alongside PM and Engineering EXECUTION & ORCHESTRATION Partnerships are won in the follow-through. You’ll drive initiatives to completion across both companies, keeping everyone accountable to the joint plan. - Lead partnership scoping and negotiate agreements - integration, co-marketing, and commercial terms - that are durable and mutually valuable, in coordination with legal and leadership - Project-manage the internal workstreams end to end: product build, product marketing assets, and agreement negotiation - Drive external partner action, keeping the initiative on track when partners stall, and serving as the single point of contact and orchestrator across both organizations’ product, marketing, and engineering teams - Hold the line on timelines, dependencies, and measurable outcomes from kickoff to launch - Monitor adoption, success, and product lifecycle changes for all partner integrated experiences to drive continuous outcomes INFLUENCE & STRATEGY You’ll keep a constant read on the ecosystem and translate it into where LeanData should place its next bets - informing GTM without owning it. - Stay on top of industry and partner announcements, roadmap shifts, and M&A, and surface new strategic opportunities that drive product adoption or create compelling new value - Build the business case for pursuing new partnerships - feasibility, cost, and projected return - Bring GTM and positioning fluency to every partnership so it’s set up to sell, while partnering with the sales and alliances teams who run the motion - Represent the ecosystem in cross-functional and executive forums, ensuring the partner and customer perspective shapes roadmap decisions QUALIFICATIONS REQUIRED QUALIFICATIONS - 8+ years in B2B SaaS across some mix of product management, product marketing, technology/product partnerships, or ecosystem/business development with clear product gravity (not a pure sales or quota-carrying background) - A track record of defining joint value and turning it into shipped integrations and compelling narratives - come ready to walk us through a specific “better together” story you built end to end - Strong negotiation and agreement-structuring skills, with experience landing durable partnership and commercial terms - Excellent cross-functional project management - proven ability to drive both internal teams and external partners to deliver on a shared plan - Fluency in GTM and positioning, and command of the modern RevTech and MarTech stack (Salesforce, sales engagement, ABM/intent, scheduling) - enough to speak credibly to product and commercial stakeholders - Excellent communication and storytelling skills across audiences: you can make a partnership compelling to a partner’s executives, our product team, and our field with equal clarity - Genuine curiosity about B2B go-to-market operations - you don’t need to be a RevOps expert on day one, but you need to be tech-oriented and energized by learning the domain deeply PREFERRED QUALIFICATIONS - Experience standing up a partner or integration ecosystem for a new (0→1) product line - Familiarity with the Salesforce ecosystem and AppExchange dynamics - Prior work bridging product and partnerships specifically, rather than one or the other - Background in revenue operations, marketing automation, agentic GTM, or sales engagement tooling - Experience building business cases for strategic partnerships and presenting them to executive stakeholders WHY LEANDATA - This is a builder’s mandate. You’ll own the ecosystem for our newest products from the ground up and shape how partnerships create value across the whole suite - not inherit someone else’s playbook. - The problem space is rich. Revenue orchestration sits at the intersection of data, workflow, AI, and the rest of the GTM stack which brings the kind of ecosystem complexity where the right partnerships create outsized value. - The timing is right. LeanData is at a strategic inflection point - investing in AI, expanding the product suite, and deepening our ecosystem. You’ll shape what comes next. - Product has a seat at the table. This is a product-weighted role with real influence over the roadmap, reporting to the Chief Product Officer and working alongside experienced product, marketing, and engineering leaders. - Bay Area roots, global impact. Working with some of the world’s most sophisticated B2B companies. San Francisco Bay Area · Hybrid · Reports to Chief Product Officer