Virtuous

Director of Partnerships

Virtuous

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Lead

About the role

  • Develop, execute, and operationalize a partnerships strategy that drives Virtuous’s subscription revenue growth and market expansion
  • Apply an 80/20 approach, prioritizing the partners and relationships that generate outsized impact and long-term strategic value
  • Regularly assess partner performance and portfolio health to ensure focus and resource alignment
  • Lead, coach, and scale a high-performing team of Partner Managers with clear expectations and accountability
  • Act as a player-coach, balancing team leadership with direct ownership of key strategic partner relationships
  • Personally manage executive-level relationships with Virtuous’s most impactful partners
  • Set the standard for partner engagement, communication, and execution across the partnerships team
  • Identify, recruit, negotiate, and grow partnerships with technology and integration partners, nonprofit-focused agencies, and fundraising consultants
  • Build clear partner value propositions and engagement models that support co-selling, services alignment, and customer outcomes
  • Own ongoing partner communications, including enablement, updates, shared planning, and performance reviews
  • Lead QBRs and strategic planning sessions with key partners
  • Ensure partners are aligned to Virtuous’s positioning, GTM motion, and customer success expectations
  • Think and operate like an enterprise seller—anchored in customer outcomes, ROI, and long-term value creation
  • Partner closely with Sales on deal strategy, co-selling motions, and partner-sourced and partner-influenced opportunities
  • Step directly into deal execution alongside Sales and Partner Managers when partner involvement is critical to winning or expanding accounts
  • Partner internally with Sales, Marketing, Customer Experience, and Product to ensure partnership initiatives are aligned and effectively executed
  • Work with Marketing on partner campaigns, events, and co-marketing initiatives
  • Collaborate with CX to ensure partners support strong implementations, retention, and expansion
  • Influence Product integration priorities and roadmap decisions based on partner and market insights
  • Stay informed on trends in nonprofit technology, fundraising, and adjacent SaaS ecosystems
  • Identify partnership opportunities that create differentiation and competitive advantage
  • Represent Virtuous at industry conferences, partner events, and in-market activities
  • Establish and track clear KPIs to measure partner performance, pipeline contribution, and revenue impact
  • Hold both the partnerships team and personally owned partner relationships accountable to outcomes
  • Use data-driven insights to continuously refine partnership strategy and execution
  • Travel approximately 20% to support in-market partner engagement, including in-person visits, QBRs, conferences, and joint in market events to drive awareness and pipeline

Requirements

  • Bachelor’s degree in business, marketing, or a related field
  • 6–10 years of experience in partnerships, sales, marketing, business development, or related roles, preferably in B2B SaaS or nonprofit technology
  • Experience driving measurable impact against primary goals of Partner Influenced ARR, Company ARR, and Company Pipeline, while maintaining a strong focus on NRR, Retention, Win Rate, and ASP of partner-influenced customers and deals.
  • Strong communication, presentation, and relationship-building skills
  • Strategic, outcomes-focused thinker with the ability to prioritize and execute with discipline
  • Experience working cross-functionally with sales, marketing, CX, and product teams
  • Prior people leadership experience preferred
Benefits
  • Market competitive pay leveraging Carta data
  • Employee recognition through Bonusly (birthdays, anniversaries, achievements, etc.)
  • 401(k) retirement plan with company matching- 50% match up to 6% of compensation after 90 days
  • We value our employee’s work-life balance and encourage taking advantage of Unlimited PTO
  • Supportive time off including paid volunteer days and company holidays
  • Employer-contributed healthcare benefits, encompassing medical, dental, and vision coverage, with plans available for dependents and choices for Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA).
  • 12 weeks primary parent leave, 4 weeks secondary parent leave - full pay (adoption as well)
  • We pride ourselves on Community and host exciting company outings and events.
Applicant Tracking System Keywords

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

Hard Skills & Tools
partnership strategypartner performance assessmentKPI trackingdata-driven insightsco-sellingnegotiationbusiness developmentsales strategycustomer outcomesSaaS ecosystems
Soft Skills
communication skillspresentation skillsrelationship-buildingstrategic thinkingoutcomes-focusedteam leadershipcoachingaccountabilityprioritizationexecution discipline
Certifications
Bachelor’s degree in businessBachelor’s degree in marketingBachelor’s degree in related field