Director, Strategic Partner Sales
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Job Description
Director leading strategic embedded partner sales for Remote’s global employment platform. Driving $10M+ bookings, ARR growth, partner independence, and executive relationships.
Responsibilities:
- Own the commercial success and ongoing relationship with Remote’s most strategic embedded partners
- Drive bookings and ARR across partner-sold and partner-sourced motions
- Own the revenue line and commercial, operational, and strategic success of partnerships
- Help partners generate demand, enable sellers, close deals, improve conversion, and build repeatable sales motions
- Own commercial outcomes and a portfolio of Remote’s largest embedded HR technology partnerships
- Carry an annual bookings target of $10M+
- Manage pipeline generation, conversion, bookings, ARR, ASP, retention, and expansion
- Build and execute partner account plans tied to measurable revenue outcomes
- Identify and resolve revenue blockers across GTM, product, process, enablement, pricing, and operations
- Manage commercial exceptions, pricing escalations, deal support, and channel conflicts
- Develop partner sellers’ ability to independently generate, qualify, sell, and close Remote opportunities
- Build repeatable partner-sold, partner-sourced, and co-sold motions and playbooks
- Embed Remote into partners’ priorities, workflows, sales processes, and incentives
- Lead senior and C-level partner relationships and partnership health
- Run structured business reviews with performance insights, decisions, next steps, and ownership
- Define, test, and optimize the embedded partner GTM model across the portfolio
- Create playbooks for demand generation, enablement, sales processes, seller activation, deal support, QBRs, and performance management
- Identify expansion opportunities across products, markets, customer segments, regions, and sales motions
- Manage, coach, and develop partner account managers and embedded sales leads
- Orchestrate Product, Solution Architecture, Partner Marketing, Solutions Consulting, Legal, Compliance, Operations, CX, Implementation, RevOps, and Partner Success
- Escalate decisions, resource needs, product changes, and executive support requirements
Requirements:
- Exceptionally sharp business judgement
- Excellent communicator and evangelist
- Strong operating rigor; ability to turn ambiguity into repeatable plans, cadences, and measurable outcomes
- Strong executive presence and comfort dealing with C-level executives
- Ability to operate cross-functionally with product, engineering, legal, and compliance
- Ability to create sustainable commercial proposals and manage deal negotiations
- Ability to manage through influence across strategic partners’ sales, marketing, product, and leadership teams
- Experience building, hiring, and managing a high-performance team
- Willingness to travel 20–40%
- Experience owning revenue motions and a revenue target
- Experience in top-tier consulting, finance, or big tech and in B2B tech startups/scaleups
- Experience building and operating new businesses, products, or sales motions
- Bonus: experience in HR Tech, Fin Tech, or Embedded partnerships
- Submit application and CV in English
Benefits:
- work from anywhere
- flexible paid time off
- flexible working hours (we are async)
- 16 weeks paid parental leave
- budget towards co-working spaces, learning and wellness (including gym memberships)
- mental health support services
- stock options
- home office budget & IT equipment
- life-work balance prioritized
- employee resource groups (Women, Disability, Queer, Minorities in Tech)
- accommodations available during interviews and beyond
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