Member of GTM Staff - Partner Sales Lead

Job description

**This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Member of GTM Staff – Partner Sales Lead based in the United States.** 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. ### Accountabilities - Design and develop scalable commercial agreements with consulting, global systems integration, and technology partners, managing the process from initial exploration and deal structuring through legal negotiations and contract execution. - Lead partner-sourced opportunities end to end, including partner recruitment, joint account planning, co-selling, discovery, business case development, solution scoping, negotiations, and contract closure. - Build trusted relationships with partner practice leaders, industry and alliance executives, and customer C-suite stakeholders to generate strategic opportunities and accelerate revenue growth. - Develop compelling joint business cases that quantify customer challenges, identify transformation opportunities, and demonstrate measurable business value and return on investment. - Manage the day-to-day partner ecosystem and establish repeatable processes that support collaboration, opportunity identification, joint selling, and deal execution. - Lead technical discovery with product, engineering, sales engineering, partner delivery, and customer teams to evaluate workflows, cost structures, data maturity, and AI readiness. - Support product requirements documentation and legacy-system assessments to define project scope, estimate effort, and shape commercially viable solutions. - Engage stakeholders across executive leadership, finance, operations, IT, information security, and transformation teams to navigate complex enterprise and government buying processes. - Build and deploy software, AI agents, and other internal tools that streamline sales operations and increase organizational efficiency. - Represent the business through partner enablement, executive workshops, industry events, and analyst engagement. - Contribute to a collaborative, performance-oriented culture by sharing expertise, supporting peers, and helping colleagues achieve their sales goals. ## Requirements - 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. ## Benefits - Annual base salary: $175,000–$250,000 for U.S.-based employees. - Commission: Additional commission as part of the compensation package. - Equity: Stock and/or stock option awards. - Healthcare and benefits: Benefits are offered, with medical, dental, vision, and 401(k) coverage identified as examples. Specific plan details will be provided during the offer process. - Work flexibility: The role may be performed remotely within the United States or on-site in Redwood City, California, subject to the applicable work arrangement. - Career growth: The opportunity to build and own a strategic partner ecosystem, with the potential to progress into a General Manager of Partnerships role. - High-impact environment: Significant autonomy, direct commercial responsibility, and the opportunity to influence partnership strategy, deal structures, and internal operating tools.