Head of Partnerships

Partoo; Paris; On-site; EUR 110,000 - 180,000; Full time

Job summary

Partoo, a fast-growing European scale-up, is seeking Head of Partnerships to define and scale our partner strategy across Europe, the Middle East, and LATAM. You will lead a hands-on team, collaborate with Sales, Marketing, and Product, and build a robust partner ecosystem with VARs, ISVs, and referral networks.

Fluent English required; French is a strong plus; travel is regular. You will be measured on partner ARR and pipeline, and you will shape the operations to accelerate growth.

Qualifications

• 8 to 10+ years of experience, including 5+ years in B2B SaaS partnerships, channel sales or business development.
• Experience negotiating VAR, referral and tech integration contracts, including commission schemes.
• Knowledge of digital marketing, local SEO/GEO, MarTech, CX or SaaS ecosystems.
• Strategic and hands-on: you set the vision and build the operations yourself.
• Fluent English; French is a strong plus, as are Spanish, Italian or Arabic. Regular international travel.
• Revenue-driven: proven track record of generating indirect ARR and pipeline through partners. Our number one criterion.

Responsibilities

• Define, execute and scale our partnership strategy across EMEA.
• Build and manage relationships with VARs, ISVs and referral partners; negotiate agreements and co-selling opportunities.
• Collaborate with Sales, AM/CS, RevOps, Product and Marketing to align partner initiatives.
• Enable partners with training, certification, sales collateral and co-marketing programs.
• Establish governance with KPIs and dashboards; drive partner-influenced ARR and pipeline.
• Lead negotiations for VAR, referral and tech integration contracts.

Skills

Partner management

B2B SaaS partnerships

Channel sales

Negotiation

Strategic thinking

Fluent English

French language

Cross-functional collaboration

Job description

After a successful transformation phase, Partoo is entering a new chapter: acceleration. We are a profitable, fast-growing European scale-up (French Tech 120, B Corp) on a mission to become the reference for local customer experience for multi-location businesses.

Our platform helps brands and retail networks manage their visibility, reputation and customer conversations across search engines, maps, social networks and AI search. Founded in 2014, ~330 employees, ~€38M ARR, growing across Europe, MENA and LATAM.

Partnerships are a top strategic priority. In France, the partner ecosystem is rich but largely unstructured; in MENA and LATAM, we mostly sell direct. Our next chapter: conquer Europe and scale through indirect channels, alongside our direct sales motion. As Head of Partnerships, you will define, execute, and scale our partnership strategy across EMEA.

• You report to Xavier Artiguebieille, Chief Revenue Officer, within the Revenue department.
• You start with one Partner Manager: this is first and foremost a hands-on role.
• You work hand in hand with Sales, AM, CS, RevOps, Product and Marketing.
• Value-Added Resellers (VARs), ~60% of your focus: build and scale reseller agreements with digital marketing agencies, consulting firms, CX and insights firms, IT solution providers, and integrators who bundle or resell Partoo to their client base.
• Technology Partners (ISVs & SaaS integrations), ~30%: work with software partners (CRM, POS, ERP, reputation/survey platforms, AI tech) to build joint integrations, increase product stickiness, and launch co-marketing initiatives.
• Referral Partners, ~10%: set up business introducer models (referral fees) with consultants, industry advisors and complementary vendors to generate qualified leads and co-selling opportunities.
• Sourcing & closing: identify, pitch, negotiate and close high-value partnership agreements in our target markets.
• Enablement & success: design training, certification, sales collateral and co-marketing programs so partners become autonomous and perform.
• Relationship management: be the executive contact for our key partners, run quarterly business reviews (QBRs) and joint pipeline reviews.

3. Cross-functional alignment

• Sales, AM/CS & RevOps: build clear rules of engagement, joint pitch flows and attribution tracking for partner-led and co-sold ARR.
• Product & Tech: prioritize partner integrations with Product and Engineering leadership, based on strategic value and client demand.
• Marketing: co-build partner campaigns, webinars, events and partner portal content.

4. Performance & governance

• Set up the KPIs and dashboards that steer the channel (partner-driven ARR, deal flow, conversion rates, integration health).
• Your success will mainly be measured on partner-influenced ARR and pipeline.
• Revenue-driven: proven track record of generating indirect ARR and pipeline through partners. Our number one criterion.
• 8 to 10+ years of experience, including 5+ years in B2B SaaS partnerships, channel sales or business development.
• Experience negotiating VAR, referral and tech integration contracts, including commission schemes.
• Knowledge of digital marketing, local SEO/GEO, MarTech, CX or SaaS ecosystems.
• Strategic and hands-on: you set the vision and build the operations yourself.
• Fluent English; French is a strong plus, as are Spanish, Italian or Arabic. Regular international travel.
• Step 1: TA interview with Julien Maillot, Head of Talent
• Step 2: Hiring manager interview with Xavier Artiguebieille, CRO
• Step 3: Business case
• Step 4: Business case debrief with Xavier and Stakeholders
• Step 5: Final round with Thibault Levi-Martin, CEO, or Thibault Renouf CEO