Partnerships Lead

US - Remote. Posted 4 days ago

The role

You will design and own the partner program from end to end to drive a partner-sourced pipeline. You will build a repeatable engine across US, EMEA, and APAC markets using referral partners, platforms, and networks.

What you will do

Design the partner program and define tiers across various partner types
Turn existing referral motions and investor networks into repeatable channels
Build data to show partner value and wind down underperforming ones
Own presence on Zendesk, Salesforce, and HubSpot marketplaces
Co-sell with AEs by setting rules for deal registration and account mapping
Stand up the playbook, contracts, enablement kit, and CRM attribution
Own a partner-sourced pipeline target of $2M–$3M in the first 12 months
Report on partner performance to leadership every month

Required qualifications

5+ years in partnerships, channel or alliances at B2B SaaS companies
At least 2 years owning a partner program or a partner-sourced revenue target
Built a partnerships program from the ground up
Negotiated partner agreements including referral fees, reseller margins, revenue share and co-sell terms
Launched or grown an app marketplace listing on Zendesk, Salesforce AppExchange, HubSpot or a similar platform
Co-sold alongside an AE team using deal registration and account mapping
Hands-on with CRM building partner attribution and reporting in Salesforce or HubSpot

Nice to have

AI or customer support and CX tech experience
Knowledge of the helpdesk, CCaaS, SI and BPO landscape
Experience partnering on AI products

Benefits

Flexible hours
Unrestricted access to AI tools with no usage limits
Company flies to Hawaii twice a year
Promotions happen when ready via leadership meetings every six weeks

Before you apply

Paid ~two-day work trial

About the company

Lorikeet builds AI that handles complex, high-volume support for fintechs, healthtechs, marketplaces, and delivery services. The company is backed by over $50M USD from various VC funds and operators.