Director, Product Management - App Marketplace (Partnerships)

Job description

Accountabilities: Build and own a high-quality pipeline of potential marketplace partners, ranging from major software platforms to specialized vertical-focused applications. Own the complete partnership lifecycle, from prospecting and initial conversations through business cases, commercial negotiations, technical scoping, launch, and post-launch growth. Negotiate commercial agreements covering revenue sharing, payouts, exclusivity, support obligations, referrals, and other marketplace economics in collaboration with Legal and Finance. Serve as the senior relationship owner for strategic partners, developing long-term executive relationships beyond individual launches. Define the marketplace ecosystem strategy by identifying priority categories, assessing market coverage, and determining where additional partner capabilities are required. Conduct ongoing marketplace gap analysis using installation data, search behavior, support trends, agency feedback, and other customer insights to identify unmet needs. Convert ecosystem gaps into actionable partner targets, recruitment strategies, and signed partnerships. Own marketplace GMV and revenue targets, including forecasting, performance reporting, and communication of results to leadership. Identify and develop additional revenue opportunities, including revenue-share models, paid placement, bundles, and two-way referral opportunities. Monitor ecosystem health through metrics such as installations, active usage, partner retention, revenue per partner, and marketplace-driven revenue retention. Collaborate with Finance on partner billing, multi-currency payouts, taxation, and other operational requirements across international markets. Partner with GTM and Marketing teams to create effective launch strategies, including in-app promotion, announcements, agency communications, webinars, and co-marketing. Develop repeatable marketplace launch processes and playbooks that improve speed, consistency, and partner performance over time. Activate partners as a reverse acquisition channel by leveraging their audiences to generate awareness and growth. Work with Sales and Customer Success to position the marketplace as a driver of customer retention, expansion, and overall platform value. Bring partner feedback and market intelligence into product and engineering priorities, advocating for API, billing, or infrastructure improvements required to unlock ecosystem growth. Represent the platform with developers, technology partners, and executive stakeholders through industry events, community engagement, and strategic conversations. Mentor existing team members and contribute to building a partner-management organization as the marketplace scales. Requirements: 12+ years of experience in partnerships, business development, alliances, ecosystem development, or similar commercial roles within the software industry, with progressively increasing scope and responsibility. At least 4 years of direct experience working with an app marketplace, developer ecosystem, platform partnerships, or similar SaaS ecosystem program. Demonstrated success closing partnerships with established software companies and taking those partnerships through successful technical integration and launch. Proven commercial ownership of a meaningful GMV, revenue, or pipeline target, with a strong track record of delivering against goals. Strong understanding of marketplace commercial models, including revenue share, payouts, referral fees, co-selling arrangements, and partner economics. Sufficient technical fluency to confidently discuss APIs, webhooks, OAuth, integration requirements, technical scope, and platform capabilities with technology partners and engineering teams. Strong analytical capabilities, with the ability to evaluate installation, usage, retention, revenue, and other marketplace data to distinguish high-performing partnerships from low-impact ones. Excellent communication, negotiation, relationship-building, and executive presentation skills. Strong commercial judgment and the ability to balance partner needs, customer value, and business objectives. Experience in B2B SaaS marketplaces, particularly within CRM, marketing automation, communications, e-commerce, or adjacent platform ecosystems, is highly desirable. Experience working with agencies, resellers, or partner-led business models is a plus. A technical background, such as computer science, software development, or solutions engineering experience, is advantageous. Experience managing partnerships across multiple regions, including multi-currency and tax considerations, is preferred. Experience building a partner ecosystem or program from an early stage rather than managing only a mature ecosystem is a strong advantage. Comfortable operating in a fast-moving, highly autonomous environment where experimentation, ownership, and measurable outcomes are valued. Benefits: Strategic ownership of a major marketplace growth channel with high visibility across the organization. Significant autonomy to define ecosystem strategy, recruit partners, negotiate deals, and deliver commercial results. Opportunity to work closely with experienced Product, Engineering, Data, GTM, Marketing, Finance, and Customer Success teams. Scope to build and scale the partner-management function as the ecosystem expands. Global, remote-first working environment with colleagues across multiple countries. Exposure to a large-scale B2B SaaS platform and a rapidly growing technology ecosystem. Opportunity to work with well-known software partners and shape strategic platform relationships. Fast-paced, lean operating culture that encourages experimentation and rapid execution. Strong emphasis on continuous improvement, innovation, ownership, and customer value. Opportunity to develop expertise in marketplace economics, ecosystem strategy, SaaS partnerships, and international growth. How Jobgether works: We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best! Why Apply Through Jobgether? Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time. #LI-CL1 This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Product Management - App Marketplace (Partnerships) based in India. This is a senior commercial and ecosystem leadership role responsible for scaling a high-impact B2B SaaS app marketplace. You will define which technology partners enter the ecosystem, build strategic relationships, and turn those partnerships into meaningful commercial growth. The role combines partner acquisition, commercial negotiation, marketplace strategy, and revenue ownership. You will work closely with Product, Engineering, GTM, Marketing, Legal, Finance, Sales, and Customer Success teams to create a thriving partner ecosystem. Your work will directly influence marketplace GMV, revenue, customer value, and platform expansion. This is an opportunity to build and shape a rapidly growing ecosystem within a global, remote-first environment.