Director of Partnerships

deskbird; Greater London; On-site; GBP 120,000 - 180,000; Full time

Benefits offered by this job

Home office support

Learning & development budget

Hub visit

Generous annual leave

Joy budget

Annual company summit

Team bursts

Job summary

deskbird, a fast-growing workplace tech company backed by a $23M Series B, is building a revenue-driven GTM organization where partnerships are a core growth channel. The Director of Partnerships will own the end-to-end partner strategy, including acquisition of high-value partners, growth and monetization of existing partners, and using partnerships to expand into new markets.

You will define target partner types, set revenue contribution targets, and ensure partners generate pipeline and ARR

Qualifications

• 8–12+ years in partnerships, business development, or channel roles in B2B SaaS.
• Proven track record of building and scaling partnership programs and driving measurable revenue through partners.
• Experience in partner acquisition and negotiation, partner growth and monetization, and multi-region partnerships.
• Strong commercial mindset—thinks in pipeline and revenue, not just relationships.
• Strategic thinker who understands GTM fit for partnerships.
• Strong operator who can build structure, process, and programs.
• Excellent communicator and negotiator.
• Based in Europe.

Responsibilities

• Own global partnerships strategy and revenue contribution.
• Acquire high-impact strategic partners through sourcing, negotiation and onboarding.
• Own ongoing performance and growth of existing partners.
• Build structured partner growth programs with co-marketing, co-selling and reviews.
• Use partnerships to expand into new geographic markets.
• Partner with Demand Gen and Sales to drive partner-generated pipeline.
• Define and build partner onboarding, enablement materials, and incentive structures.
• Track pipeline, revenue contribution, activation rates and time-to-first-deal.

Skills

Partnerships leadership

B2B SaaS partnerships

Strategic thinking

Commercial mindset

Job description

As part of deskbird, a fast-growing workplace tech company backed by a $23M Series B and trusted by leading global brands, you’ll work alongside an ambitious, high-performing teams with a proven product and a clear strategy.

We are building a revenue-driven GTM organization where partnerships are a core growth channel, not a side initiative.

The Director of Partnerships will own the end-to-end partner strategy, including:

• Acquisition of high-value strategic partners
• Growth and monetization of existing partners
• Using partnerships as a key lever for international expansion

This role is responsible for turning partnerships into a predictable, scalable source of pipeline and ARR.

In this role you will

1. Own Global Partner Strategy & Revenue Contribution

• Define and execute the global partnerships strategy aligned with company revenue goals.
• Build partnerships into a meaningful, measurable revenue channel
• Define: Target partner types (e.g. resellers, channel, strategic, tech, ecosystem), revenue contribution targets & market-specific partnership strategies.
• Ensure partnerships are not measured by volume, but by: Pipeline generated, revenue closed & long-term partner value.

2. Acquire High-Impact Strategic Partners

• Identify and prioritize partners that: Provide access to target ICPs, accelerate entry into key markets & complement our product and positioning.
• Lead end-to-end partner acquisition: Sourcing, negotiation, structuring agreements & onboarding.
• Focus on quality over quantity: Fewer, high-performing partners & clear monetization potential from day one.
• Own ongoing performance and growth of existing partners.
• Ensure partners: Actively generate pipeline, are enabled to sell effectively & are integrated into GTM motion.
• Build structured partner growth programs: Joint GTM initiative, co-marketing campaigns, account mapping and co-selling & performance tracking and reviews.
• Move the organization from: We have partners to Partners generate meaningful ARR

4. Use Partnerships as a Market Expansion Lever

• Leverage partnerships to: Enter new geographic markets (especially where direct presence is limited) & accelerate market penetration in strategic regions.
• Identify partners with: Strong local presence, established customer relationships & distribution or influence in key markets.
• Build region-specific partner strategies aligned with POD structure.

5. Partner Closely with Demand Gen & Sales

• Work with Demand Gen to: Build co-marketing campaigns, activate partner-driven pipeline & support regional GTM initiatives.
• Align with Sales to: Enable co-selling, support strategic deals & integrate partners into account strategies.

6. Partner Enablement & Program Development

• Define and build: Partner onboarding processes, enablement materials (with PMM and GTM Ops), incentive structures & partner tiers and programs.
• Ensure partners: Understand our value proposition, can position and sell effectively & are motivated to prioritize our solution.

7. Partner Performance Tracking & Accountability

• Define and track: Pipeline generated by partners, revenue contribution, partner activation rates & time-to-first-deal.
• Partner with GTM Ops to: Ensure visibility into partner-sourced and influenced revenue & build clear reporting and attribution.
• Regularly evaluate: Which partners to scale, which partners to fix & which partners to exit.

What you need to be successful

• 8–12+ years in partnerships, business development, or channel roles in B2B SaaS
• Proven track record of: Building and scaling partnership programs & driving measurable revenue through partners.
• Experience in: Partner acquisition and negotiation, partner growth and monetization & international or multi-region partnerships.
• Strong commercial mindset, thinks in pipeline and revenue, not relationships.
• Strategic thinker, understands how partnerships fit into GTM.
• Strong operator, can build structure, process, and programs.
• Excellent communicator and negotiator.
• Based in Europe.

Bonus

• Fluent or Native in German.
• Experience in European and/or US markets.
• Experience in both early-stage and scaling environments.
• Familiarity with SaaS partner ecosystems (resellers, integrators, tech partners).

What's in it for you?

• Grow fast: Join Europe’s leading workplace management software company and accelerate your career development.
• Annual company summit: Meet the whole team at our yearly summit in inspiring locations across Europe (check out the video from our last summit).
• Team Bursts: Unlimited opportunities to collaborate with your team in person.
• Home office support: Financial contribution to set up a comfortable, productive home office.
• Learning & development: Annual budget for coaching, certifications, and conferences.
• Hub visit: Yearly sponsored trip to one of our hubs.
• Generous annual leave: Plenty of time off to recharge.
• Joy budget: Annual budget to spend on activities that spark joy, connection, and shared energy.