Director, Strategic Partner Sales
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Job Description
Strategic partner sales director driving embedded HR technology revenue for Remote, a global employment platform. Owning partner bookings, ARR, senior relationships, GTM motions, and team performance.
Responsibilities:
- Own the commercial success and ongoing relationships for Remote’s strategic embedded partners
- Drive bookings and ARR across partner-sold and partner-sourced motions as a quota-carrying leader
- Own the revenue line and commercial, operational, and strategic success of partnerships
- Drive demand generation, seller enablement, deal closure, conversion improvement, and repeatable partner sales motions
- 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
- Help partner sellers independently generate, qualify, sell, and close Remote opportunities
- Build repeatable partner-sold, partner-sourced, and co-sold sales motions and playbooks
- Embed Remote into partner teams’ priorities, workflows, sales processes, and incentives
- Lead senior/C-level partner relationships and conduct structured business reviews
- Define and optimize the embedded partner go-to-market model across the portfolio
- Identify expansion opportunities across products, markets, customer segments, regions, and sales motions
- Manage, coach, and develop partner account managers and embedded sales leads
- Orchestrate cross-functional collaboration 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:
- Exceptionally sharp business judgement
- Excellent communicator and evangelist
- Strong operating rigor and ability to create repeatable plans, cadences, and measurable outcomes
- Strong executive presence and comfort dealing with C-level executives
- Cross-functional experience with product, engineering, legal, and compliance
- Ability to create sustainable commercial proposals and negotiate firmly when needed
- Ability to manage through influence with large strategic partners
- Experience building, hiring, and managing a high-performance team
- Willingness to travel 20–40%
- Experience owning revenue motions and a quota/annual bookings 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 points for 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)
- accommodation support during interviews and beyond
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