ISV & Marketplace Partnerships, Lead

Job description

Stuut is transforming accounts receivable for B2B companies—making collections smarter and faster for companies that have historically relied on manual processes that are labor intensive and costly. Our platform is gaining traction with finance teams across industrials, chemicals, and manufacturing sectors from Fortune 10 brands to scaling midmarkets. We're backed by top-tier investors including a16z, Khosla, Activant, 1984 Ventures, Page One and Microsoft. ### **The Role** We’re hiring someone to turn Stuut’s marketplace channel from launched into revenue. We are live on the Microsoft commercial marketplace and the AWS process is underway, so the rails are going in. What does not exist yet is a co-sell motion, or anyone whose full-time job is turning marketplace presence into transacted revenue. That’s the gap you’re here to close, and you’ll be starting with a running head start rather than a blank page. You’ll also be starting with an advantage most ISVs never get: M12, Microsoft’s venture fund, is an investor in Stuut, and we already run a weekly cadence with them. The relationship is live and warm. Enterprise finance buyers increasingly purchase software through Microsoft, AWS, and Google Cloud because it draws down committed cloud spend they have already promised, and because their procurement teams have pre-approved the paper. Separately, the vertical platforms our ICP already runs on, ServiceNow and ServiceTitan among them, operate their own app marketplaces with their own certification bars, their own field sellers, and their own lead flow. That is a second route to market alongside the hyperscalers, and it is yours to build. You will own that entire route to market: the listings, the transactable offers, the co-sell motions, the certifications, and the revenue that comes through them. This is not a listings-maintenance job. You will own a number, you will be the person who surfaces what the product needs in order to transact on these marketplaces, and you will be the person who turns “we’re listed” into “Microsoft’s field sellers get quota credit for selling Stuut.” The pace is fast and the bar is high. We expect a marketplace transaction in your first month and meaningful Microsoft co-sell traction inside two quarters. This channel compounds: the first transactable offer is hard, the tenth partner takes a week. ### **What You’ll Do** - Own Stuut’s presence across the three hyperscaler marketplaces: inherit and monetize the live Microsoft commercial marketplace listing, finish and launch AWS Marketplace, and stand up Google Cloud Marketplace behind them - Close marketplace transactions. Private offers, multiparty offers, renewals migrated onto marketplace paper. You carry the number, not the listing count - Drive Stuut to Microsoft Azure IP Co-Sell Eligible status, the gate at which Microsoft’s own sellers earn quota credit for selling our product, and build the co-sell motion that follows it - Take over and own the weekly M12 cadence, and convert it into working Microsoft partner-organization access: named partner development managers, ISV success managers, and the field sellers who actually carry the quota. You set the agenda and bring specific asks rather than progress updates. The Director of Partnerships retains the executive relationship and is available where an exec conversation is what unlocks something - Build and own the vertical ISV ecosystem: ServiceNow Technology Partner Program and Store certification, the ServiceTitan App Marketplace, and the next wave of platform marketplaces where our ICP already lives - Translate marketplace requirements into clear product feedback and surface it early: metering, entitlement, private-offer billing, marketplace-mediated provisioning, tenancy, and SSO. You’ll work directly with Engineering and Product, bringing the requirement and the business case; they own scope and sequencing - Structure the commercial mechanics: private offers, Multiparty Private Offers with an SI in the loop, channel partner private offers, revenue share versus connection fee, listing-fee economics, and co-sell incentive alignment - Own attribution and unit economics for the channel end to end, including cost per marketplace dollar, co-sell attach rate, and cycle-time delta versus direct - Partner with the Consulting Partnerships Lead where SI-led deals should transact on marketplace paper, and with the Fiserv and PE channels where a platform relationship unlocks portfolio-wide distribution - Represent Stuut at hyperscaler and platform partner events, and develop a point of view on where cloud and vertical marketplace GTM is heading ### **You Might Be a Fit If You…** - Have 5+ years in ISV, cloud marketplace, or technology partnerships, and have personally taken a product from unlisted to transacting revenue on at least one hyperscaler marketplace - Know the machinery from the inside: Partner Center, AWS Partner Central, Google Cloud Partner Advantage. You’ve filled out the technical validation, chased the reference architecture, and argued with someone about which offer type to use - Understand co-sell incentive design well enough to explain why a hyperscaler seller would prioritize your product over the forty others in their territory, and can then make that true - Can hold a real technical conversation about metering, entitlement, and billing integration without an engineer in the room, and know where the edges are - Have structured private offers, multiparty offers, or channel offers, and can articulate the economics you chose and what you gave up to get them signed - Have worked a vertical platform marketplace (ServiceNow, Salesforce, Shopify, ServiceTitan, Procore, or similar), including certification and annual recertification - Are scrappy, move fast, and are as comfortable inheriting a half-built listing and fixing it yourself as you are starting one from scratch. The first transaction is expected in month one **Compensation** - Top-of-market salary and equity package - Benefits (for U.S.-based full-time employees) - Medical, dental & vision insurance coverage for you - 401(k) & Match - Equity - Flexible PTO - Parental Leave