Lead a small, high-output partnerships team while personally owning a subset of top partners and initiatives.
Redesign our partner program (tiers, incentives, give/gets) to reflect our multi-product portfolio and FY27+ growth strategy.
Drive implementation and adoption of a PRM platform integrated with Salesforce.
Establish a repeatable model for service packaging with GSIs/SIs (implementation, modernization, AI/DevOps transformations) in partnership with Professional Services.
Align with Sales, Product, Finance, Marketing, and RevOps so partner motions are embedded in core GTM, not run in parallel.
Manage and develop a lean partnerships team while carrying direct executive relationships with a focused set of strategic partners.
Set operating rhythms: Partner QBRs, joint business plans, pipeline reviews, and internal partner councils.
Define and report on partner-sourced and partner-influenced pipeline and ARR, by region and segment.
Own the redesign of the LaunchDarkly Partner Program for Services/SI, Resell/VAR, Cloud, and Technology/ISV partners.
Define clear tiers, requirements, benefits, and incentives (discounts/margins, referral fees, MDF, certifications).
Work with Finance, Legal, and RevOps to codify commercial models, agreements, and governance.
Partner with Marketing and Enablement to deliver a simple, well-documented program understood by sellers and partners.
Lead selection (if needed), implementation, and rollout of a PRM platform integrated with Salesforce, Skilljar, Saleshood.
Partner with RevOps and Sales Enablement to drive training, playbooks, and dashboards that make PRM part of everyday workflows.
In collaboration with Professional Services, Customer Success, and Product, define a small set of standard services offerings for GSIs/SIs (e.g., release modernization, feature flag adoption, experimentation on Snowflake, AI/GenAI SDLC, observability/Guardian).
Co-design and pilot offerings with a shortlist of priority GSIs/regional SIs, validate pricing and scope, and codify repeatable GTM plays.
Clarify subcontracting vs. referral motions, including economics, sales compensation impacts, and customer experience guidelines.
Build a partner enablement path (certifications, playbooks, demo access) so partners can independently sell and deliver LaunchDarkly-based services.
Work directly with Sales Leaders to embed partners across LaunchDarkly’s account base, maintaining a consistent cadence across leadership forecasts, sales QBRs and other engagement opportunities.
Collaborate with Product and Solutions/Architects on joint solutions, integrations, and specialization areas (DevOps, AI, observability, experimentation).
Work with Finance and Deal Desk on partner economics, marketplace transactions, and approvals that balance growth and margin.
Coordinate with Marketing, Field & Events, and Partner Marketing on a focused calendar of high-impact co-marketing and field plays, not a long tail of one-offs.
Use clear prioritization frameworks (Tier A accounts, top partners, highest ROI plays) to protect the team from fragmentation.

Requirements

15+ years in B2B SaaS partnerships, including meaningful experience with Services / SI / GSI partners.
7+ years leading partnerships teams with a proven player/coach profile (hands-on partner ownership plus people leadership).
Demonstrated success rebuilding or relaunching partner programs (tiers, incentives, agreements, operations).
Hands-on ownership of PRM and partner data models, including deal registration and attribution in Salesforce.
Direct experience designing or scaling GSI/SI services offerings and motions (subcontracting, referrals, co-delivery).
Track record of delivering partner-sourced and partner-influenced revenue and compressing deal cycles through co-sell.
Strong cross-functional leadership: you have driven complex initiatives across Sales, Product, Finance, Marketing, Legal, and RevOps.
Experience in DevOps, developer tools, observability, or AI/ML ecosystems.
Prior experience or ownership of hyperscaler or data platform partnerships (e.g., AWS, Snowflake, Databricks) and marketplace motions.
Experience with Corporate Development initiatives at past companies and with partners.
Familiarity with LaunchDarkly or other feature management / experimentation platforms.

Benefits

Restricted Stock Units (RSUs)
Health insurance
Vision insurance
Dental insurance
Mental health benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B SaaS partnershipspartner program designPRM platform ownershippartner data modelsGSI/SI services offeringspartner-sourced revenuedeal registrationco-sellDevOpsAI/ML ecosystems

Soft Skills

cross-functional leadershippeople leadershipteam managementstrategic planningrelationship managementcommunicationcollaborationproblem-solvingprioritizationexecution