Head of Partnerships - CDI - Paris - M/F/D

Partoo; Paris; Hybrid; EUR 110,000 - 125,000; Full time

Benefits offered by this job

Mutuelle santé

Télétravail partiel

RTT (6 jours) et congés

Chèques repas

Indemnité mobilité

Gymlib et bien‑être

Job summary

Partoo, basé à Paris, recrute un Head of Partnerships pour définir et piloter la stratégie partenaires à l’échelle européenne. Vous dirigerez une équipe et travaillerez avec les ventes, le CS, RevOps, le produit et le marketing afin de développer des partenaires VAR, ISV et de référence et d’aligner les accords commerciaux et co-marketing pour accélérer l’ARR.

Le rôle exige 8–10+ ans d’expérience, dont 5+ ans en partenariats B2B SaaS, et une capacité à négocier des contrats et des intégrations

Qualifications

• Preuve d’ARR indirect et pipeline via partenaires
• 8–10+ ans d’expérience, dont 5+ ans en partenariats B2B SaaS
• Négociation de contrats VAR, referral et intégration tech
• Connaissance du marketing digital, SEO local, MarTech, CX ou SaaS
• Anglais courant; le français est un plus et voyages réguliers

Responsibilities

• Définir et exécuter la stratégie et l’écosystème partenaires
• Gérer le cycle de vie des partenaires et la croissance de l’écosystème
• Alignement inter-équipes (Sales, CS, RevOps, Produit, Marketing)
• Suivre les KPI et les dashboards pour ARR et pipeline partenaires

Skills

Revenue-driven

Partnerships

B2B SaaS

Channel sales

Contract negotiation

Digital marketing

Strategic thinking

English fluent

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.

WHY THIS ROLE, WHY NOW

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.

TEAM

• 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.

MISSIONS 1. Strategy & channel ownership

• 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.

2. Partner lifecycle & ecosystem growth

• 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.

EXPERIENCES AND SKILLS

• 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.

HIRING PROCESS

• 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

COMPENSATION

• OTE between €110K and €125K: fixed between €90K and €100K plus quarterly variable, with overachievement.

• Fair pay grids built with Figures, quarterly feedback and annual review.

WORK ENVIRONMENT AND BENEFITS

• Work environment : Eco-responsible offices in Paris 18, accessible to people with disabilities (RQTH).

• Committed company: B Corp certified, ranked French Tech 120, Disability Agreement (Accord Agréé Handicap), ISO 27001 standard, 2 volunteer days/year offered, internal groups such as Women@Partoo.

• Health & well-being: Health insurance and mental health prevention support with Alan, coaching sessions with Moka.care, partnership with Gymlib (4,500 gyms, 300 activities).

• Daily life: Worklife card with meal vouchers, sustainable mobility allowance, CESU.

• Flexibility: 6 RTT days per year in addition to paid leave. 2 to 3 remote working days per week, plus 6 additional weeks per year after the probation period.

• CSE: Ensures employee well-being, safety, health and working conditions, and offers benefits via the Leeto platform.

• Collective life: Company retreats, events and shared moments such as card tournaments, sports challenges, yoga sessions, cooking workshops. Whatever your interests, you will find a group that suits you, and we actively encourage inclusive initiatives so everyone can connect and share.

• To go further: These elements are complemented in our Culture Book, which covers our culture, rituals, career paths and internal practices. Feel free to consult it.

How we hire

At Partoo, we’re committed to assessing your application fairly and transparently. With equal skills, this position is open to people with disabilities or equivalent status, in accordance with Article L5212-13 of the French Labour Code. We’re actively committed to their employment, notably through dedicated initiatives and our Disability ERG, and more broadly to strong environmental, social and inclusion commitments, recognised by our B Corp certification. If you need any accommodation during the process, just let us know and we’ll adapt.

When it comes to tools, we use AI to optimise certain steps of our process. Applications are pre-screened by AI based on criteria defined upfront with our management teams, and AI also supports us with note-taking during interviews. It helps us be more responsive and give you more attention during our conversations. Every application is then reviewed and every decision is made by our recruitment team. Interviews are only recorded with your consent, which you can decline at any time with no impact on your application. Finally, your personal data is processed in compliance with the GDPR, within a secure environment aligned with the requirements of the ISO 27001 standard.