Director of Partnerships

Description

The Director of Partnerships owns Stampli’s partner strategy across the entire ecosystem: ERP providers, VARs and resellers, accounting and professional services firms, and implementation providers. You will set the strategy, build the operating model, and grow the partner program to more than 20% of Net New ARR.

Part of the mandate is deciding what the partner team should look like. You will assess whether partner coverage is best served by quota-carrying Partner AEs, Partner Managers who build and nurture partner engagement that turns into referrals and co-sell opportunities for our AEs, or a combination, and then build it.

We are looking for a leader who writes the strategy rather than waiting for one, grounds every decision in deal data, and communicates with the clarity and proactivity of an executive.

What You Will Do

• Own the partner number. Accountable for partner-sourced and partner-influenced pipeline and the Net New ARR it produces, with a clear path to more than 20% of NNARR. Forecast it, inspect it weekly, and flag risk early with a recommendation attached.
• Author the ecosystem strategy. Decide which partner types and firms to invest in across the ecosystem, and which to deprioritize. Put it in writing, defend it with data, and revisit it quarterly.
• Design the partner team. Determine the right coverage model for the partner team, whether Partner AEs as sellers, Partner Managers as relationship builders, or a hybrid. Write the roles and responsibilities across the partner team, AEs, and Sales Directors so every handoff has a clear owner.
• Hold one segmentation standard. Run a single, data-backed tiering framework across the partner base. Concentrate time and investment on partners who produce, activate the dormant ones with real potential, and retire what does not.
• Recruit the right partners. Identify, sign, and onboard new partners where the client base fits Stampli’s ICP. Qualify partners for fit, not just willingness to sign.
• Enable and go to market with partners. Build enablement, certification, and co-marketing with Marketing that make Stampli easy to recommend and implement.
• Design incentives that work. Own revenue share, referral programs, and partner incentives, including how incentives reach the individual consultants and advisors who influence client decisions, without trading lead quality for volume.
• Own attribution and data integrity. Set partner sourcing and attribution rules, CRM hygiene, and call-tagging standards with RevOps. Every claim about the program should trace back to deal data.
• Represent Stampli to partner leadership. Build executive relationships with leadership at top partner firms and ERP providers. Run business reviews with key partners and represent Stampli in their rooms.
• Communicate up and across. Keep Sales leadership and the executive team ahead of what is working, what is not, and what you are changing. Calibrate the message to the audience.

What You Will Bring

• 8+ years in B2B SaaS, with 4+ years leading partner, channel, or alliances programs, including building or materially scaling a partner program.
• A track record of carrying a partner-sourced revenue number and growing partner share of new business by a measurable amount.
• Experience designing partner team structures and making the call between partner sellers and partner managers, with evidence of what each produced.
• Deep familiarity with the ERP partner ecosystem: VARs, implementation partners, and accounting and advisory firms, and how they make money and recommend software.
• Experience building tiering, incentive, and attribution models from CRM and deal data, with hands-on fluency in HubSpot and Gong and the habit of inspecting the data yourself.
• You have authored partner strategies, presented them to executive teams, and hold your own in a room with partner firm leadership.
• A history of strong partnerships with Sales leadership, Marketing, and RevOps on lead definitions, rules of engagement, and attribution.

You Will Get

• The flexibility of working from our Austin, TX or Nashville, TN office three days a week (Tuesday, Wednesday, and Thursday), with the option to work remotely for the remainder of the week.
• Stock Options
• Full medical, dental, and vision insurance
• 401(k) + employer match
• Access to cutting-edge AI tools, including ChatGPT Enterprise, to enhance productivity, support innovation, and streamline daily workflows
• Opportunities and development for career and personal growth
• Strong and experienced leadership that supports your growth and success
• An open-concept, modern workspace within an inclusive and dynamic scale-up culture

Why Join Stampli?

Stampli is revolutionizing financial operations with AI, far ahead of competitors. For nearly a decade, our AI assistant, Billy, has set the industry standard—processing $105B+ in invoices annually and saving millions of labor hours for 1,800+ customers. More than automation, Billy transforms finance teams by freeing them of manual work.

Our explosive growth places us among the top tech companies at our stage, with exceptionally low churn. After conquering the Accounts Payable space, we're now revolutionizing the entire procure-to-pay (P2P) lifecycle with our new platform that “connects every dot from request to reconciliation.”

What sets us apart? We adapt to customers—not the other way around—integrating with 70+ ERPs in weeks, not months. Our customer-first approach extends to our award-winning workplace culture, with vibrant, global offices. We've earned multiple Comparably awards, including Best Company Outlook, Work-Life Balance, Compensation, Happiness, and Perks & Benefits.

Here at Stampli, we build exceptional products with exceptional people. Join our dynamic team where your career will thrive in an environment that champions creativity, collaboration, and growth!