Testlio

Vice President, Ecosystem Partnerships

Testlio

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Lead

About the role

  • Define and execute a global ecosystem partnerships strategy aligned to Testlio’s GTM priorities and ICPs.
  • Identify sell‑with partnerships to accelerate revenue, retention, and expansion.
  • Establish a clear engagement framework for technology partners, platform partners, and strategic alliances.
  • Continuously monitor market dynamics and competitive ecosystems to identify new partnership categories and growth vectors.
  • Build and grow senior‑level relationships with partners across: Test management platforms (e.g., TestRail, Xray), Testing platforms (e.g., BrowserStack, and DevOps / ALM ecosystems (e.g., Atlassian, Jira).
  • Negotiate and structure partnership agreements spanning joint GTM motions, co‑marketing initiatives, Field enablement, commercial alignment (referrals, resale, services attach).
  • Build repeatable sell‑with motion in partnership with Sales, Marketing, and Delivery leadership.
  • Own clear revenue and pipeline targets tied to partner-sourced and partner-influenced booked revenue.
  • Enable field teams with partner‑specific use cases, joint value propositions, and account‑level playbooks.
  • Drive partner‑sourced and partner‑influenced pipeline with clear targets, attribution, and reporting.
  • Partner closely with Product to prioritize integrations that unlock GTM leverage and ensure partner solutions are easy to sell and easy to deploy.
  • Act as the voice of the ecosystem internally, translating partner needs into actionable product and roadmap input.
  • Establish partner tiers, onboarding programs, certification programs, and enablement resources to accelerate adoption.
  • Create metrics, dashboards, and board‑level reporting to demonstrate ecosystem impact.

Requirements

  • 10+ years of experience in partnerships, alliances, or ecosystem roles within software or SaaS.
  • Proven success building sell‑with partnerships (beyond referral‑only models).
  • Direct experience working with or alongside platforms such as BrowserStack, TestRail, Xray, Atlassian/Jira, or similar ecosystems.
  • Strong commercial instincts with a clear understanding of how partnerships drive revenue.
  • Experience operating globally across the United States, Europe and ideally Asia.
Benefits
  • Great Culture: Testlio is a female-founded company, and half of our team identifies as women. We’re proud of our inclusive, purpose-driven culture where people genuinely enjoy collaborating. As part of our team (we call ourselves TestLions), you’ll help create exceptional digital experiences for our customers, while also contributing to our freelance network.
  • Remote Work: Our culture is built around remote work. We’ve created systems to allow us to successfully work together asynchronously as a fully remote and globally distributed team. Testlio provides the tools and guidance for everyone to succeed in their careers in a fully remote setting. Our working style encourages everyone to make decisions, communicate effectively, and work at a sustainable pace.
  • Investment in You: Your growth and well-being matter to us. You’ll have flexible paid time off—including national holidays, personal days, and sick days—plus stock options so you can grow with Testlio. We also provide a $300 annual learning stipend to support your personal and professional development.
  • Winning Business: Testlio is growing, profitable, and cash-strong. We are leading our industry with exceptional clients who provide us with a high NPS score and a 4.7 rating on G2. Our business model is global, enterprise, and subscription-based. Many of our larger clients have been with us for 7+ years, and spend >$500K ARR with Testlio.
Applicant Tracking System Keywords

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

Hard Skills & Tools
partnership strategynegotiationrevenue generationpipeline managementmarket analysisengagement frameworkmetrics creationdashboard reportingproduct integrationaccount-level playbooks
Soft Skills
relationship buildingcommercial instinctscross-functional collaborationstrategic thinkingcommunicationleadershipglobal operationsadaptabilityproblem-solvinginfluencing