Senior Partner Sales Manager

PLAYBOOK; Sydney; On-site; AUD 150,000 - 210,000; Full time

Job summary

PLAYBOOK seeks a senior Partnerships lead to own and scale the ANZ partner ecosystem across solution, channel and reseller partners. You will drive partner-sourced and influenced pipeline, recruit high-value partners, and build joint GTM and co-sell strategies.

The role requires 7+ years in high-growth SaaS with deep ANZ experience, excellent negotiation skills, and a data-driven, entrepreneurial mindset. You will collaborate across Sales, Marketing, CS and Solutions Engineering to accelerate

Qualifications

• 7+ years in high-growth SaaS, incl. 3+ years building Agency/Channel GTM motions.
• Deep knowledge of the ANZ partner ecosystem with resellers, agencies, consultancies and SIs.
• Proven track record of partner-sourced revenue and co-sell initiatives.
• Strong negotiation and programme-structure experience managing pipeline and incentives.

Responsibilities

• Own and scale the ANZ partner ecosystem across Solution, Channel and Reseller partners.
• Build joint GTM and co-sell strategies with defined value propositions and revenue targets.
• Drive partner enablement and demand generation through campaigns and events.
• Collaborate with Sales, Marketing, CS and Solutions Engineering to accelerate growth and mentor team members.

Skills

SaaS GTM

Channel partnerships

Partner enablement

Co-sell motions

ANZ expertise

Tools

CRM

Partner tools

Forecasting

Job description

• Well-funded, global SaaS vendor and category leader, helping Product, Engineering, Data and Growth teams make smarter, data-driven decisions.
• Thousands of customers globally, from high-growth start-ups to major enterprises, including Uber, DocuSign, LG and Pinterest.
• Strong product-led growth heritage, creating significant opportunities to convert self-serve adoption into larger enterprise relationships.

Market Opportunity:

• Established global partner ecosystem, with an exciting greenfield opportunity to build and scale the Channel business across ANZ.
• Highly commercial builder role, ideal for someone excited by creating the GTM motion from the ground up.
• Own and scale the ANZ partner ecosystem across Solution, Channel and Reseller partners, driving partner-sourced/influenced pipeline and resell revenue.
• Identify and recruit high-value partners including SIs, digital/product agencies and consultancies, based on a defined Ideal Partner Profile.
• Build joint GTM and co-sell strategies, including shared value propositions, commercial commitments, revenue targets and partnership agreements.
• Drive partner enablement and demand generation through playbooks, onboarding, campaigns, webinars, executive events and co-marketing activities.
• Work closely with Sales, Marketing, CS and Solutions Engineering to accelerate ANZ growth, while coaching and mentoring team members to drive sales success.

About You:

• 7+ years in high-growth SaaS, including 3+ years building and scaling Agency, Consulting or Channel Partner GTM motions.
• Strong knowledge of the ANZ partner ecosystem, with experience driving pipeline through resellers, agencies, consultancies and SIs.
• Proven success generating partner-sourced revenue, running co-sell motions, account mapping and accelerating enterprise opportunities.
• Commercially strong, with experience negotiating partner agreements, incentives and programme structures while managing pipeline and forecasting.
• Entrepreneurial and data-driven, comfortable working cross-functionally and using CRM, partner and AI tools to build scalable partner motions.