Head of Partnerships & Channel Growth

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

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.