Founding Partnerships Lead, USA

The role

You will build Workwize's US partner channel from the ground up, focusing on MSPs and OEMs that refer and resell Workwize to their clients. You own partner-sourced pipeline from first conversation to signed agreement and an activated partner bringing in new clients, and you carry a direct ARR target.

What you will do

• Review all live US partner conversations and set a clear next step and owner for each.
• Run outreach to top targets, starting with MSPs and OEMs.
• Build and rank a larger US target list on fit: client base, lifecycle pain and appetite to refer or resell.
• Build the business case for both sides and agree the commercial model per partner type.
• Sign referral and reseller agreements, then activate partners through enablement and first joint client conversations.
• Keep partners accountable after signature.
• Track qualified partner pipeline in HubSpot, with a next step on every deal.
• Report partner-sourced pipeline and ARR monthly.
• Work with Product and Engineering to scope and prioritise integrations.
• Share learnings with EMEA and build one repeatable global playbook.

Required qualifications

• Direct MSP experience: worked at an MSP, ideally working with OEMs, or at an MSP platform or ecosystem player such as NinjaOne, Pax8, Kaseya, ConnectWise or a master MSP.
• Built a partnerships or channel function from scratch at a B2B SaaS company.
• Structured and closed integration partnerships.
• Owned a pipeline or ARR target tied directly to partners, and reported on it.
• An existing network in the US MSP and OEM channel.
• A solid grasp of managed services economics, such as hardware margin and recurring per-user revenue.
• Experience with API commercialisation, rev-share models and co-sell agreements.
• Experience managing partner pipeline in a CRM, ideally HubSpot.
• Based in or near New York and supports the hybrid way of working.

Nice to have

• A network with VAR, EOR, HRIS or ITSM players.
• Experience hiring and managing at least one direct report.
• Experience managing international partners.
• Experience in a high-growth scale-up.

Benefits

• 25 days of paid vacation (European-style time off)
• 401(k) with competitive support to help you plan for the future
• Flexible hybrid work environment
• Top-notch tools and equipment provided
• Vibrant, entrepreneurial culture with opportunities for growth
• The chance to shape how AI is used across an entire product, not just bolt it onto a feature

Before you apply

• Start as an individual contributor with a clear path to Head of Partnerships if you outperform.
• Requires a direct ARR target.

About the company

Workwize helps IT teams equip remote and global teams with IT equipment through an automated SaaS platform for hardware deployment, management and retrieval, with deliveries in 100+ countries. It manages 50,000 users and 120,000 devices, and LinkedIn named it one of the Top 10 Startups for 2025 in the Netherlands.