Director of Partnerships

PandaDoc

Director of Partnerships at PandaDoc leading partner ecosystem strategy. Responsible for driving revenue and adoption through partnerships in a fully remote role.

Posted 4/23/2026full-timeRemote • 🇺🇸 United StatesLead💰 $250,000 - $280,000 per yearWebsite

About the role

Key responsibilities & impact

Partner program ownership: own the overall partner program strategy across Solutions Partners (Registered, Silver, Gold, Platinum tiers), Core ISVs (Salesforce, HubSpot, Pipedrive), and Scaled partners — driving partner-sourced pipeline, service-attached revenue, and partner-influenced ARR
Team leadership: recruit, enable, and develop a high-performing team including Partner Managers, Technical Enablement, Partner Marketing, and Partner Operations
Revenue and pipeline accountability: build and execute joint GTM plans with strategic partners to drive qualified pipeline, co-selling motions, and closed revenue; hold the team accountable to partner win rates and AE activation
Solutions partner program: develop and scale the Solutions Partner tier program (Registered through Platinum), including partner progression, certification, MDF, co-marketing, and enablement frameworks
ISV partnership strategy: unlock more from Core ISVs through partner marketing, co-selling, and field enablement; own ISV pipeline and CRM channel management across Salesforce, HubSpot, and Pipedrive
Cross-functional alignment: partner closely with Sales, Marketing, Product, CS, and RevOps to ensure the partner ecosystem is tightly integrated with company GTM priorities and sales motions
Data and performance management: define and own the key metrics that matter: partner-sourced pipeline, partner service-attached revenue, partner-influenced ARR, net new active partners, referrals per partner, and % of AEs actively using the partner program
Executive partner relationships: represent PandaDoc at the executive level with strategic partners and build the “Wealth of Knowledge” relationships that give us a durable competitive advantage

Requirements

What you’ll need

8+ years of experience in partnerships, channel sales, or business development — ideally in B2B SaaS
Proven track record of building or materially building and scaling a partner program that drove measurable ARR impact
Deep familiarity with the full partner ecosystem: Solutions/SI partners, ISVs, referral and affiliate programs, and marketplace channels
Strong revenue ownership mindset — you know how to connect partner activity to pipeline, win rates, and closed deals, and you hold your team accountable to those numbers
Experience managing and developing a team of partner managers and cross-functional program owners
Excellent cross-functional collaborator who can influence without authority across Sales, Marketing, Product, and CS
Deep knowledge of CRM ecosystems (Salesforce, HubSpot, Pipedrive) and how ISV partnerships create combined workflow value
Exceptional communicator and relationship builder — partners trust you quickly, and so does your team.

Benefits

Comp & perks

Employees may be able to purchase company stock (or receive annual bonuses)
Employees (and their families) may enroll in the company’s medical, dental, vision, short & long term disability, life insurance, FSA and 401k plans.
Employees will also receive 13.34+ hours of paid time off per month, 6 self care days, birthday PTO day, and 12 company paid holidays off per year.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

partner program strategyGTM planspipeline managementco-sellingperformance managementrevenue accountabilitypartner enablementpartner marketingCRM managementdata analysis

Soft Skills

team leadershipcross-functional collaborationinfluence without authoritycommunicationrelationship buildingaccountabilitystrategic thinkingproblem-solvingnegotiationmentorship