Head of Partnerships
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Job Description
Head of Partnerships leading partnership strategy for Kivo's document management platform for life sciences. Building relationships with software vendors and service providers in the industry.
Responsibilities:
- Build and own Kivo's partner program across service providers and software vendors, from strategy through signed agreement and ongoing relationship management.
- Lead the development of integrated solutions with software partners (CTMS, EDC, RIM, QMS, safety, and adjacent categories), including commercial structure, joint positioning, and integration scope in partnership with our product team.
- Establish and grow referral and co-sell relationships with CROs, regulatory consultancies, and quality consultancies serving emerging and mid-size biotechs.
- Represent Kivo at industry events, partner forums, and customer-facing conversations, building a strong external presence in the clinical and regulatory operations community.
- Partner closely with sales, marketing, and product to ensure partnerships translate into pipeline, revenue, and customer outcomes — not just logos on a slide.
- Develop the operating cadence, metrics, and infrastructure for the partner function as Kivo scales.
Requirements:
- 10+ years of business development, partnerships, or strategic alliances experience in life sciences SaaS software.
- Direct working experience in at least one of the following categories: regulatory information management (RIM), quality management systems (QMS), trial master file (TMF), or other clinical operations software (CTMS, EDC, eISF, safety, etc.).
- Strong working knowledge of the CRO landscape and the clinical trial market — including how sponsors, CROs, and technology vendors interact across study conduct and submission.
- Track record of sourcing, negotiating, and closing partnership agreements that produced measurable commercial outcomes (pipeline, revenue, retention, or integrated product value).
- Comfort operating in a startup environment: building from a blank page, prioritizing ruthlessly, and moving between strategy and execution without losing momentum.
- Excellent executive presence and written communication — you can credibly represent Kivo to a CRO COO, a software CEO, or a head of regulatory at a clinical-stage sponsor.
Benefits:
- Competitive compensation
- Meaningful equity
- Remote-friendly with regular in-person collaboration and industry travel
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