Director of Partnerships
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Job Description
Director of Partnerships building enterprise alliances and referral channels for Zipliens, a lien resolution company serving personal injury law firms. Owning partner-sourced pipeline, complex deals, and revenue growth.
Responsibilities:
- Define the partnership strategy and target partner map across Single Event and Mass Tort segments and new verticals
- Originate, negotiate, and close relationships with MSOs, multi-office and national firms, legal-tech and case management platforms, and industry associations
- Lead negotiation of partnership, referral, vendor, and integration agreements, including commercial terms, referral economics, exclusivity, and service expectations
- Act as executive sponsor for top partners and run joint business planning and recurring business reviews
- Identify integrations, co-sell motions, and co-marketing opportunities with Product
- Own the strategy, growth, and health of the referral and channel partner network
- Recruit new referral and channel sources and maintain existing partner relationships
- Carry and accurately forecast a revenue target for partner-sourced and partner-influenced business
- Build and manage a pipeline in HubSpot from target research and outreach through qualification and close
- Run discovery, qualification, and multi-stakeholder deal cycles; partner with Account Executives and hand off signed relationships to Customer Success
- Equip Sales Development and Account Executives with partner plays, talk tracks, co-sell materials, and training
- Track partner-sourced pipeline, attribution, program health, and ROI in HubSpot
- Build partner referral materials, co-branded materials, training, and enablement processes
- Propose and manage the partnerships budget
- Coordinate pipeline routing, marketing collaboration, customer onboarding and retention, and executive reporting
- Represent Zipliens at conferences and industry events; host or speak at partner and peer gatherings
- Monitor the referral, vendor, MSO, and legal-tech landscape and identify new channel and alliance opportunities
Requirements:
- 7+ years of experience in partnerships, strategic alliances, channel sales, or enterprise business development, ideally in B2B services, legal tech, or the personal injury legal ecosystem
- Track record of originating, negotiating, and closing strategic partnerships with enterprise or multi-entity organizations, and structuring those agreements with support from Legal
- Demonstrated experience building or scaling a referral or partner program from an early stage, with measurable revenue outcomes
- Proven quota-carrying sales performance: consistent attainment, experience running complex multi-stakeholder deal cycles, and forecasting accuracy
- Strong sales process and CRM discipline, with hands-on HubSpot experience preferred, for pipeline tracking and partner attribution
- Strong relationship-builder with executive presence, credible with attorneys, law firm leadership, MSO and vendor executives, and internal leaders alike
- Ability to build structure in ambiguous environments and operate with autonomy, while collaborating across Sales, Customer Success, Marketing, Product, and Legal
- Experience coaching or enabling teammates; people leadership experience is a plus
- Willingness to travel for partner relationship building and industry events (up to 40%+)
- Applicants must be authorized to work in the United States without the need for employer-sponsored visa support now or in the future
Benefits:
- Private Health Care Plan (Medical, Dental & Vision)
- Company HSA contributions for HDHP participants
- Flexible Spending Accounts (Health & Dependent Care)
- Company-Paid Short-Term Disability Coverage
- Voluntary Long-Term Disability, Life, AD&D, and Supplemental Coverage Options
- 401(k) Plan with Company Match
- Paid Time Off (Vacation, Sick Time & Select Holidays)
- Paid Parental Leave
- Opportunity for a discretionary bonus
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