Director of Partnerships & Integrations

About CourtReserve

CourtReserve is the leading club management operating system purpose-built for racquet sports facilities, including tennis, pickleball, padel and multi-sport clubs of all sizes. Clubs run their reservations, memberships, programs, leagues, tournaments, payments and member communications on CourtReserve.

Partnerships and integrations are a core focus, and we are hiring a dedicated leader to own them.

The Role

The Director of Partnerships & Integrations owns CourtReserve's partner ecosystem: which partners we pursue, how deals are structured and priced, the contracts we sign, and how each relationship performs after launch.

You will manage our live ecosystem of 30+ partners, prioritize and pursue new ones, and grow the program into a measurable revenue and retention driver. Prior experience in the recreation, racquet sports or club software industry is preferred.

• Reports to: C-Suite

• Works with: Finance, Product & Engineering, Sales & Marketing

What You'll Do

Partner strategy and pipeline

• Manage our 30+ live partners, tracking performance and prioritizing where to invest.

• Define the partnership and integration strategy, including which categories and partners to prioritize.

• Source, qualify, negotiate and close new technology, channel, referral and strategic partners across the racquet sports and club ecosystem.

• Maintain a prioritized partner pipeline aligned with company goals.

Deal economics and revenue share

• Structure partner economics, including revenue shares, referral fees, pricing, API fees and minimum guarantees.

• Build the business case for each deal with Finance, and own approval of commercial terms.

• Build & manage dashboards that track revenue shares and economics for each partnership, and own reconciliations and payouts with Finance.

• Monitor deal performance and renegotiate terms on an as-needed basis.

Contract negotiation and management

• Lead prospective partner negotiations, from NDAs through agreements, amendments and renewals.

• Negotiate key terms such as exclusivity, IP and data rights, API access, SLAs and termination, utilizing outside counsel as needed.

• Maintain a central record of partner agreements, obligations and renewal dates.

Integrations management

• Work with Product to decide which integrations to pursue, and own the roadmap through scoping, build, launch and support.

• Lead initial API discussions with partners on data flows, authentication and scope before handing off to the Product team.

• Set standards for integration quality, uptime and support handoffs.

Partner lifecycle and go-to-market

• Lead relationships with all active and prospective partners, including regular business reviews with key accounts.

• Collaborate on initiatives with the S&M team.

• Build a repeatable partner program with tiers, onboarding, playbooks and health scoring.

• Represent CourtReserve at industry events, conferences and trade shows.

What You Bring

• 5+ years in partnerships or business development, including 2+ years leading partner programs at a SaaS company.

• Experience in sports, recreation or club software, with an existing industry network, is preferred.

• A track record of closing and managing revenue share, referral and reseller partnerships.

• Experience building dashboards with AI tools (Claude, ChatGPT, etc.) to track partner economics.

• Hands-on experience negotiating and redlining partnership contracts.

• Basic technical fluency: comfortable leading early API discussions and discussing integrations with Product and Engineering.

• Clear, confident communication with partner executives.

• 100% effort and motivation to win!

Preferred Qualifications

• Experience at a vertical SaaS, booking, payments or membership management company.

• Existing relationships with governing bodies, rating systems, equipment manufacturers or smart-court technology providers within racquet sports.

• Familiarity with padel and other fast-growing racquet sports.

• Experience with international partners, including cross-border contracting and GDPR.

How We'll Measure Success

First 90 days

• Inventory every current partner and integration, including terms, economics and renewal dates.

• Stand up partner revenue dashboards and a rev share reconciliation process with Finance.

• Deliver a prioritized partnership and integration roadmap after aligning with leadership and Product teams.

First year

• Grow partner-sourced and partner-influenced revenue against a target set with leadership.

• Launch a defined number of new integrations on schedule, with measurable customer adoption.

• Run every partnership on standard templates, approval workflows and a central contract record.

• Track KPIs to demonstrate the tangible effect of partnerships on financial performance and customer retention.