Director, Strategic Partner Sales
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Job Description
Strategic partner sales director growing embedded HR technology partnerships for Remote’s global employment platform. Driving $10M+ bookings, ARR growth, partner independence, and cross-functional GTM execution.
Responsibilities:
- Own the commercial success and ongoing relationship with Remote’s strategic embedded partners
- Drive bookings and ARR across partner-sold and partner-sourced motions while carrying a quota
- 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
- Serve as senior relationship owner for partnership health, executive engagement, issue resolution, and long-term expansion
- 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 partner GTM, Remote GTM, product, process, enablement, pricing, and operations
- Manage commercial exceptions, pricing escalations, deal support, and channel conflicts
- Make partner sellers increasingly independent in generating, qualifying, selling, and closing opportunities
- Build repeatable partner sales motions across partner-sold, partner-sourced, and co-sold opportunities
- Embed Remote into partner teams’ priorities, workflows, sales processes, and incentives
- Collaborate with enablement, solutions consulting, partner marketing, and embedded sales teams
- Lead senior relationships with sales, marketing, product, operations, and executive stakeholders
- Run structured business reviews with performance insights, decisions, next steps, and ownership
- Define, test, and optimize the embedded partner GTM model and create reusable playbooks
- Advise partners on demand generation and embedded sales best practices
- Identify and resolve channel friction with Sales, Partnerships, RevOps, and leadership
- Expand partnerships into new products, markets, customer segments, regions, and sales motions
- Manage, coach, and develop partner account managers and embedded sales leads
- Orchestrate Remote cross-functionally across 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:
- Exceptional business judgment and ability to translate complex partner objectives into concrete actions
- Excellent communication and evangelism skills
- Strong operating rigor, including 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
- Deal-making and proposal development skills
- Ability to manage through influence across strategic partner 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 quota/number
- 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 points for experience in HR Tech, Fin Tech, or Embedded partnerships
- Ability to submit application and CV in English
- Prior employment verification check
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 support
- employee resource groups (Women, Disability, Queer, Minorities in Tech)
- accommodations during interviews and beyond
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