Director of Partnerships

As part of **deskbird**, a fast-growing workplace tech company backed by a **$23M Series B** and trusted by leading global brands, you’ll work alongside an ambitious, high-performing teams with a proven product and a clear strategy. We are building a r**evenue-driven GTM organization** where partnerships are a **core growth channel,** not a side initiative. The Director of Partnerships will own the **end-to-end partner strategy,** including: * Acquisition of high-value strategic partners * Growth and monetization of existing partners * Using partnerships as a key lever for international expansion This role is responsible for turning partnerships into a **predictable, scalable source of pipeline and ARR.** **1\. Own Global Partner Strategy & Revenue Contribution ** * Define and execute the global partnerships strategy aligned with company revenue goals. * Build partnerships into a meaningful, measurable revenue channel * Define: Target partner types (e.g. resellers, channel, strategic, tech, ecosystem), revenue contribution targets & market-specific partnership strategies. * Ensure partnerships are not measured by volume, but by: Pipeline generated, revenue closed & long-term partner value. **2\. Acquire High-Impact Strategic Partners ** * Identify and prioritize partners that: Provide access to target ICPs, accelerate entry into key markets & complement our product and positioning. * Lead end-to-end partner acquisition: Sourcing, negotiation, structuring agreements & onboarding.  * Focus on **quality over quantity:** Fewer, high-performing partners & clear monetization potential from day one.  **3\. Drive Partner Growth & Monetization ** * Own ongoing performance and growth of existing partners. * Ensure partners: Actively generate pipeline, are enabled to sell effectively & are integrated into GTM motion. * Build structured partner growth programs: Joint GTM initiative, co-marketing campaigns, account mapping and co-selling & performance tracking and reviews. * Move the organization from: “We have partners” → “Partners generate meaningful ARR” **4\. Use Partnerships as a Market Expansion Lever ** * Leverage partnerships to: Enter new geographic markets (especially where direct presence is limited) & accelerate market penetration in strategic regions.  * Identify partners with: Strong local presence, established customer relationships & distribution or influence in key markets. * Build region-specific partner strategies aligned with POD structure. **5\. Partner Closely with Demand Gen & Sales ** * Work with Demand Gen to: Build co-marketing campaigns, activate partner-driven pipeline & support regional GTM initiatives.  * Align with Sales to: Enable co-selling, support strategic deals & integrate partners into account strategies. **6\. Partner Enablement & Program Development ** * Define and build: Partner onboarding processes, enablement materials (with PMM and GTM Ops), incentive structures & partner tiers and programs. * Ensure partners: Understand our value proposition, can position and sell effectively & are motivated to prioritize our solution. **7\. Partner Performance Tracking & Accountability ** * Define and track: Pipeline generated by partners, revenue contribution, partner activation rates & time-to-first-deal. * Partner with GTM Ops to: Ensure visibility into partner-sourced and influenced revenue & build clear reporting and attribution. * Regularly evaluate: Which partners to scale, which partners to fix & which partners to exit. * 8–12+ years in partnerships, business development, or channel roles in B2B SaaS * Proven track record of: Building and scaling partnership programs & driving measurable revenue through partners. * Experience in: Partner acquisition and negotiation, partner growth and monetization & international or multi-region partnerships. * Strong commercial mindset, thinks in pipeline and revenue, not relationships. * Strategic thinker, understands how partnerships fit into GTM. * Strong operator, can build structure, process, and programs. * Excellent communicator and negotiator. * Based in Europe. **Bonus** * Fluent or Native in German. * Experience in European and/or US markets. * Experience in both early-stage and scaling environments. * Familiarity with SaaS partner ecosystems (resellers, integrators, tech partners). * **Grow fast:** Join Europe’s leading workplace management software company and accelerate your career development. * **Annual company summit:** Meet the whole team at our yearly summit in inspiring locations across Europe [(check out the video from our last summit).](https://www.youtube.com/watch?v=fJuVQxs1kaM) * **Team “Bursts”:** Unlimited opportunities to collaborate with your team in person. * **Home office support:** Financial contribution to set up a comfortable, productive home office. * **Learning & development:** Annual budget for coaching, certifications, and conferences. * **Hub visit:** Yearly sponsored trip to one of our hubs. * **Generous annual leave:** Plenty of time off to recharge. * **Joy budget:** Annual budget to spend on activities that spark joy, connection, and shared energy.