Manager, Partnerships

Neara; Bengaluru; On-site; INR 2,500,000 - 4,500,000; Full time

Job summary

JustCall is seeking a Senior Manager for Tech/ISV Partnerships to shape and scale our partner ecosystem across CRM, CX, AI, and more. You will own the partnership strategy, lead integration initiatives with Product and Engineering, and drive partner-led growth through joint GTM programs.

You will build strategic relationships with leading platforms, expand marketplace presence, and track revenue attribution with clear KPIs.

Qualifications

• 5–8 years of experience across Technology Partnerships, Solution Partnerships, or similar roles in B2B SaaS.
• Proven track record building and scaling partnerships with measurable outcomes.
• Strong understanding of SaaS ecosystems, APIs, integrations, and marketplaces.
• Experience working with Product/Engineering to launch and scale integrations.
• Commercial mindset linking partnerships to pipeline, adoption, and revenue.
• Executive relationship-building, negotiation, and stakeholder management skills.

Responsibilities

• Own and execute global technology and ISV partnership strategy.
• Build and manage relationships with strategic platforms across CRM, CX, AI, and marketplaces.
• Source, negotiate, onboard, and grow partnerships driving acquisition and revenue.
• Collaborate with Product/Engineering to prioritize integrations and define use cases.
• Expand presence across ecosystems and turn integrations into growth channels.
• Lead joint GTM initiatives including co-selling and co-marketing campaigns.
• Develop scalable co-sell motions and partner-sourced revenue programs.
• Create partner enablement programs for sales and customer teams.
• Track partnership performance with KPIs and revenue attribution models.
• Identify new ecosystem opportunities and market trends.

Skills

Technology Partnerships

Strategic Alliances

Ecosystem Growth

Business Development

Partner Management

Job description

Why this role exists

Most SaaS companies treat partnerships as a channel. We see them as a growth engine.

At JustCall, partnerships aren't about collecting logos or launching integrations that nobody uses. They're about building an ecosystem that helps us acquire customers faster, increase product adoption, expand distribution, and create more value for our users.

We're investing heavily in our technology ecosystem across CRM, Customer Experience, Helpdesk, AI, Revenue Operations, and Productivity platforms. We need a Senior Manager, Tech / ISV Partnerships who can identify the right partners, build strategic relationships, launch impactful integrations, and turn partnerships into a measurable driver of pipeline, revenue, and product growth.

This role sits at the intersection of Product, Engineering, Sales, Marketing, Customer Success, and external partners. You'll help shape how JustCall grows through its ecosystem over the next phase of the company's journey.

What you'll actually do

• Own and execute JustCall's global technology and ISV partnership strategy - identifying the ecosystems, platforms, and partnerships that can create the greatest customer and business impact.

• Build and manage relationships with strategic SaaS platforms across CRM, CX, Helpdesk, AI, Revenue Operations, Productivity, and Commerce ecosystems.

• Source, negotiate, onboard, and grow partnerships that drive customer acquisition, product adoption, and revenue growth.

• Work closely with Product and Engineering teams to prioritize integrations, define use cases, and bring high-impact partner experiences to market.

• Expand JustCall's presence across key marketplaces and partner ecosystems - turning integrations into discoverable growth channels.

• Develop and execute joint go-to-market initiatives including co-selling, co-marketing campaigns, webinars, events, marketplace promotions, and customer success stories.

• Partner with Sales leadership to create scalable co-sell motions, identify joint customer opportunities, and increase partner-influenced pipeline.

• Build partner enablement programs that help partner sales and customer-facing teams effectively position and recommend JustCall.

• Own partnership performance through clear KPIs, reporting frameworks, business reviews, and revenue attribution models.

• Continuously identify new ecosystem opportunities, market trends, and partnership models that strengthen JustCall's competitive position.

What we're looking for

• 5 – 8 years of experience across Technology Partnerships, Solution Partnerships, Strategic Alliances, Ecosystem Growth, Business Development, or Partner Management roles within B2B SaaS.

• Proven track record of building and scaling technology, platform, or ISV partnerships that delivered measurable business outcomes.

• Strong understanding of SaaS ecosystems, APIs, integrations, marketplaces, and partner-led growth motions.

• Experience working closely with Product and Engineering teams to launch and scale integrations.

• Commercial mindset with the ability to connect partnership initiatives to pipeline generation, product adoption, customer retention, and revenue growth.

• Strong executive relationship-building, negotiation, and stakeholder management capabilities.

• Ability to influence cross-functional teams without direct authority and drive alignment across multiple stakeholders.

• Exceptional communication, storytelling, and presentation skills.

Edges that help

• You've built partnership programs from scratch rather than simply managing existing relationships.

• You've launched integrations that became meaningful acquisition, adoption, or retention channels.

• You've managed relationships with platforms such as Salesforce, HubSpot, Zoho, Zendesk, Microsoft Dynamics, ServiceNow, Shopify, Freshworks, Intercom, or similar ecosystems.

• You've created successful co-sell motions and partner-sourced revenue programs.

• You understand marketplace strategies and know how to drive adoption through ecosystem channels.

• You've worked in a high-growth SaaS environment where speed, ownership, and experimentation were expected.

How we work

• Outcomes over activity. We measure partnerships by customer impact, adoption, pipeline contribution, and revenue growth.

• High ownership from day one. This is a builder role with significant influence across the business.

• Cross-functional by design. Success comes from strong collaboration across Product, Engineering, Sales, Marketing, Customer Success, and Partnerships.

• Fast-moving environment. We value action, learning, and continuous iteration over perfection.

• Customer value drives every decision. The strongest partnerships create better experiences for customers and stronger outcomes for the business.

The bigger picture

JustCall is SaaS Labs' flagship product - used by 6,000+ businesses across 70+ countries to run their customer conversations. We're backed by Peak XV and Base10 Partners, have crossed $40M ARR, and are building toward $100M with the team, the product, and the infrastructure to get there.

If this is the role you've been waiting to find - let's talk.

SaaS Labs takes pride in being an equal opportunity employer. We believe diverse teams build better products, which is why we're committed to making hiring or any employment decision regardless of race, colour, religion, national origin, age, sex, marital status, ancestry, disability, genetic information, veteran status, gender identity, sexual orientation, or any other characteristic.