Director of Partnerships

Confido is the AI infrastructure powering modern CPG — the platform that 200+ brands like OLIPOP, Simple Mills, Dr. Squatch, and Tropicana use to run everything from deductions to production planning. Finance, accounting, sales, and operations, unified in one system for the first time. We're growing 5x year over year and recently raised a $15M Series A led by Footwork and Y Combinator. We're a small, in-person team in New York City, which means the people who join now shape the product, the culture, and the company itself. If you want your work on shelves everywhere — and outsized ownership while you build — we'd love to meet you. We're now building the partnerships function that will define our next stage of growth, and we're looking for someone who's led that build before. As Confido's Director of Partnerships, you won't inherit a playbook; you'll write it, then run it. You'll have direct access to founders and leadership, real budget and authority to structure deals, and the mandate to build a team under you as the portfolio proves out. This is a founding-level partnerships seat at a company with real revenue, real customers, and real momentum, not a title on a slide deck. If you've ever wanted to build a partnerships org from the ground floor at a company that's already working, this is that seat. THE SUCCESS METRIC Above everything else, this role is measured on one thing: owning a portfolio of enterprise-focused Solutions Partners (brokers, accounting firms, ERPs, and other strategic players across the CPG ecosystem) and being directly accountable for the partner-sourced and partner-influenced pipeline, deal progression, and revenue that portfolio generates. Everything below supports that outcome. Channel Strategy & Portfolio Development Identify, evaluate, and prioritize the highest-impact partnership channels for Confido, including brokers, accounting firms, ERPs, and other strategic partners across the CPG ecosystem, and build a prioritized roadmap for engagement. Own and grow a portfolio of enterprise-focused Solutions Partners, with direct accountability for the partner-sourced and partner-influenced pipeline, deal progression, and revenue that portfolio produces. Originate, structure, and close partnership agreements that expand Confido's distribution and market presence. Define and track partnership KPIs, with partner-sourced pipeline, deal progression, and revenue as the headline metric, and report progress and insights directly to leadership. Relationship Management & Execution Build and maintain deep, trust-based relationships with senior stakeholders at partner organizations, serving as Confido's face to the partner community. Own the full partnership lifecycle: prospecting, outreach, negotiation, onboarding, and ongoing enablement. Develop and maintain organized systems for tracking pipeline, partner activity, and relationship health, so no partner-sourced opportunity falls through the cracks. Collaborate cross-functionally with Sales and Business Operations to activate partners and co-develop go-to-market programs that convert partner relationships into paying customers. CPG Ecosystem Expertise Develop deep knowledge of how brands, brokers, distributors, retailers, and service providers work together across the CPG value chain. Stay ahead of the competitive landscape and emerging partnership models across CPG data, finance, and operations infrastructure. Position Confido as the essential infrastructure layer connecting partners and brands across the ecosystem. Strategic Leadership Act as a strategic advisor to founders and leadership on partnership-driven growth opportunities, including new partner segments, integrations, and co-sell motions. Represent Confido at industry events, partner summits, and within the broader CPG ecosystem. Build the case for and lead a growing partnerships team as your portfolio and pipeline scale. WHAT WE'RE LOOKING FOR 5-7+ years in partnerships, business development, consulting or ecosystem roles at a B2B SaaS company, ideally including time leading or building a partnerships function, with a track record of driving commercial outcomes at the director level or above. A proven closer: comfortable owning a number and being held accountable for partner-sourced and partner-influenced pipeline, deal progression, and revenue, not relationship-building for its own sake. Strategic thinking: able to evaluate opportunities, size markets, and build compelling business cases for partnership investments. Comfort with ambiguity and a bias for building: energized by shaping a function from scratch in a fast-moving startup environment, with the credibility to earn trust at the executive level from day one. Genuine curiosity about the CPG ecosystem, or the ability to get there fast, including how brands, brokers, distributors, retailers, and service providers work together. Extraordinary organizational discipline: able to manage a large, complex portfolio of partner relationships and opportunities simultaneously without losing quality or responsiveness. Strong commercial acumen: able to structure deals creatively and negotiate terms that create durable, mutual value. A clear, compelling communicator able to represent Confido's value proposition to both technical and business audiences, including at the C-suite. WHY THIS ROLE, WHY NOW Confido has the traction (250+ brands, billions in managed revenue, marquee customers) and the backing (Y Combinator) to make partnerships a real growth lever, not an experiment. What we don't yet have is the leader to build it. That's the gap this role fills, and it's why the person in this seat will have outsized influence on Confido's next chapter, direct visibility with founders, and the room to build and lead a team as the results come in. Compensation includes a competitive base, meaningful equity ownership, and full benefits. Specifics are shared during the interview process. HOW WE'LL MEASURE SUCCESS This role exists to build and run a portfolio of enterprise-focused Solutions Partners. The primary success metric is direct: partner-sourced and partner-influenced pipeline, deal progression, and revenue generated through that portfolio. Strategy, relationship-building, and cross-functional collaboration all matter, but they matter because they drive that number. 🌴 Perks + Benefits Equity — own a piece of what you're building Fully paid health coverage with Aetna (we cover 100% of premiums) Top-tier dental and vision through Guardian 12 weeks paid parental leave Unlimited PTO, plus regular 4-day holiday weekends we actually take 401(k) through Vestwell Paid relocation — we'll get you here Full desk setup on day one (laptop, monitor, keyboard) + a $200 stipend to make it yours Catered Friday lunches, team dinners on us, and unlimited coffee + snacks featuring our own brands Confido provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.