Partner Development Manager, OEM/ISV Portfolio

Pendo.io

full-time

Posted on: 9/27/2025

Location Type: Hybrid

Location: Raleigh • New York, North Carolina • 🇺🇸 United States

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Job Level

SeniorLead

About the role

Build and track against the annual business plan to support and drive your partner’s revenue growth goals
Identify and qualify prospective partners against our Ideal Partner Profile and drive partner acquisition from prospecting to close
Build, manage and execute strategic go to market and sales execution plans with your named partners, resulting in 75%+ attach rate
Learn and demonstrate the value and metrics-driven outcomes from the Pendo Platform for partners and partner’s end-customers
Uncover and navigate partner’s complex organizational challenges, influence and act as a key change agent for those orgs to proactively select Pendo as their strategic, GTM solution
Pipeline management and reporting in relevant CRM system
Work closely with our Partner Enablement Management team to grow partnerships into top tier relationships that drive over seven figures in ARR per partner, per year
Establish deep, long-term and cross-org relationships with your partners, including multi-threading with executives, partner teams, sales teams, marketing teams, pro services, customer success and product teams to drive revenue for the partner and for Pendo
Build revenue share models and negotiate contracts and renewals that are beneficial to all parties

Requirements

Minimum of 7 years experience in partner development, strategic alliances, partner management or business development preferably within a SaaS platform
Demonstrate a consistent track record achieving or exceeding pipeline growth and annual recurring revenue goals
Possess an understanding of SaaS pricing, licensing and financial metrics
Proven success structuring and negotiating complex OEM partnerships terms
Strong data analysis and performance tracking skills
Excellent verbal and written skills, plus strong affinity for learning new technology and the ability to clearly articulate the value of a technology platform (business & technical acumen)
Aptitude to educate revenue organizations and experience with building and delivering partnership value proposition and return on investment presentations
Proficiency in relevant technology stack, such as CRM systems and BI/Analytics solutions
Willingness to travel as needed to attend internal meetings, partner meetings, industry events, and conferences
Preferred: Prior experience and engagement within the SaaS ISV ecosystem
Preferred: Entrepreneurial mindset
Preferred: Executive-level gravitas & experience brokering executive-level relationships

Benefits

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.
The expected OTE salary range for this role in the following locations is: Remote - USD $212,000 - USD $265,000; Raleigh, NC - USD $212,000 - USD $265,000; New York City, NY - USD $212,000 - USD $265,000.
Come join one of the fastest-growing startups; gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future.
Our culture is passionate, dynamic, and fun.
We are an equal opportunity employer and welcome all people of different backgrounds, experiences, abilities and perspectives.
Pendo is committed to providing access and reasonable accommodation to applicants with mental and/or physical disabilities (contact accommodation@pendo.io).

ATS Keywords

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

Hard skills

partner developmentstrategic alliancespartner managementbusiness developmentpipeline growthannual recurring revenuedata analysisperformance trackingnegotiating contractsSaaS pricing

Soft skills

excellent verbal skillsexcellent written skillslearning new technologyarticulating valueeducating revenue organizationsbuilding partnership value propositionreturn on investment presentationsentrepreneurial mindsetexecutive-level gravitasrelationship building