Partner Development Manager – Strategic Partnerships

CGWS - COME GROW WITH US

Partner Development Manager seeking to recruit and activate new referral and marketplace partners for BambooHR to enhance revenue growth. Work involves negotiating and managing partnerships across various key business areas.

Posted 5/20/2026full-timeRemote • Arizona, Florida, Idaho, New York, North Carolina, Oklahoma, Oregon, South Carolina, Tennessee, Texas, Utah, Virginia • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

Identify, target, and recruit net-new referral, marketplace, and strategic partners
Build and execute a partner acquisition strategy aligned to revenue and product priorities
Develop a strong pipeline of high-impact partners that drive:
Direct revenue generation
Channel support and distribution
Product ecosystem expansion
Lead end-to-end deal execution, including:
Commercial terms
Revenue share models
Partnership frameworks
Serve as the primary negotiator for all new partner agreements and renewals
Partner closely with Legal to structure and finalize contracts
Ensure agreements align with company financial and strategic objectives
Own partner-sourced pipeline targets and revenue contribution
Track and report on partner performance and ROI
Drive accountability for partners to deliver measurable business impact
Manage and track partner progress utilizing appropriate tools, ensuring clear visibility and communicating impact to all relevant internal stakeholders.
Leverage market insights, competitive intelligence, and customer needs to inform partner strategy
Identify gaps in product, distribution, or capabilities and source partners to fill them
Translate external trends into actionable partnership opportunities
Partner with Product to align on integrations and ecosystem priorities
Collaborate with Sales and Channel teams to ensure partner-sourced opportunities convert
Work with Marketing to support partner launches and GTM activation
Act as a key liaison between external partners and internal stakeholders

Requirements

What you’ll need

5–10+ years in partnerships, business development, or channel roles
Proven success in a hunter role (net-new partner acquisition, not just account management)
Exceptional negotiation skills with experience structuring complex deals
Experience owning or influencing contracts, commercial terms, and partner economics
Strong track record of driving pipeline and revenue through partnerships
Ability to operate cross-functionally with Legal, Product, Sales, and Marketing
Experience in HCM, HR tech, payroll, or adjacent SaaS ecosystems preferred
Familiarity with CRM/PRM systems and proficiency in key tools such as Salesforce
Strong strategic thinking with ability to translate market insights into execution

Benefits

Comp & perks

Comprehensive health, life, and disability insurance
Generous leave policies that include 4 weeks of vacation, 12 company holidays, parental leave, and volunteer time off so you can enjoy quality of life
401k plans with up to 6% company match
$2000 Paid-Paid Vacation bonus
EAP through Headspace
Check out all our benefits that benefit you

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

partner acquisitiondeal executionnegotiationcontract managementrevenue generationpipeline managementROI trackingmarket insights analysisstrategic planningcross-functional collaboration

Soft Skills

exceptional negotiation skillsstrong strategic thinkingcommunicationaccountabilityrelationship managementinfluencingcollaborationproblem-solvingadaptabilityleadership