Director of Partnerships

Stampli; Mountain View (CA); Hybrid; USD 200,000 - 220,000; Full time

Benefits offered by this job

Hybrid schedule – Downtown Mountain %u

Medical insurance

Dental insurance

Vision insurance

401(k) + employer match

Access to AI tools (ChatGPT Enterprise

Career development

Inclusive, dynamic scale-up culture

Job summary

Stampli seeks a Director of Partnerships to own the partner strategy across ERP providers, VARs, and services firms. You will design the operating model, accelerate NNARR, and scale a high-impact partner program with data-backed segmentation and clear ownership across partner sales roles.

You will recruit and enable partners, align incentives, and uphold attribution standards while collaborating with RevOps, Sales, and Marketing to drive sustained growth.

Qualifications

• 8+ years in B2B SaaS with 4+ years leading partner, channel, or alliances programs.
• Track record of partner-sourced revenue growth and increasing partner share of new business.
• Experience designing partner team structures and determining partner seller vs manager roles.
• Deep familiarity with ERP partner ecosystem: VARs and implementation/advisory partners.
• Experience building tiering, incentive, and attribution models from CRM/deal data; proficient with HubSpot and Gong.

Responsibilities

• Own partner pipeline and NNARR forecasting with clear risk flags and recommendations.
• Author and defend the ecosystem strategy; quarterly reviews and updates.
• Design the partner team structure and handoff ownership across AEs, Partner Managers, and Sales Directors.
• Run a single data-backed segmentation framework and optimize investment.
• Recruit, qualify, and onboard new partners aligned with Stampli’s ICP.
• Enable and co-market with partners; create training, certification, and go-to-market programs.
• Develop revenue-sharing, referral programs, and partner incentives while protecting lead quality.
• Define attribution rules, CRM hygiene, and data-traceability for all partner activities.
• Cultivate executive relationships with top partner firms and ERP providers; deliver business reviews.

Skills

B2B SaaS

Partner programs

ERP ecosystem

HubSpot

Gong

RevOps data

Executive stakeholder mgmt

Tools

HubSpot

Gong

CRM systems

Job description

About The Position

The Director of Partnerships owns Stampli’s partner strategy across the entire ecosystem: ERP providers, VARs and resellers, accounting and professional services firms, and implementation providers. You will set the strategy, build the operating model, and grow the partner program to more than 20% of Net New ARR.

What You Will Do

• Own the partner number. Accountable for partner-sourced and partner-influenced pipeline and the Net New ARR it produces, with a clear path to more than 20% of NNARR. Forecast it, inspect it weekly, and flag risk early with a recommendation attached.
• Author the ecosystem strategy. Decide which partner types and firms to invest in across the ecosystem, and which to deprioritize. Put it in writing, defend it with data, and revisit it quarterly.
• Design the partner team. Determine the right coverage model for the partner team, whether Partner AEs as sellers, Partner Managers as relationship builders, or a hybrid. Write the roles and responsibilities across the partner team, AEs, and Sales Directors so every handoff has a clear owner.
• Hold one segmentation standard. Run a single, data-backed tiering framework across the partner base. Concentrate time and investment on partners who produce, activate the dormant ones with real potential, and retire what does not.
• Recruit the right partners. Identify, sign, and onboard new partners where the client base fits Stampli’s ICP. Qualify partners for fit, not just willingness to sign.
• Enable and go to market with partners. Build enablement, certification, and co-marketing with Marketing that make Stampli easy to recommend and implement.
• Design incentives that work. Own revenue share, referral programs, and partner incentives, including how incentives reach the individual consultants and advisors who influence client decisions, without trading lead quality for volume.
• Own attribution and data integrity. Set partner sourcing and attribution rules, CRM hygiene, and call-tagging standards with RevOps. Every claim about the program should trace back to deal data.
• Represent Stampli to partner leadership. Build executive relationships with leadership at top partner firms and ERP providers. Run business reviews with key partners and represent Stampli in their rooms.
• Communicate up and across. Keep Sales leadership and the executive team ahead of what is working, what is not, and what you are changing. Calibrate the message to the audience.

What You Will Bring

• 8+ years in B2B SaaS, with 4+ years leading partner, channel, or alliances programs, including building or materially scaling a partner program.
• A track record of carrying a partner-sourced revenue number and growing partner share of new business by a measurable amount.
• Experience designing partner team structures and making the call between partner sellers and partner managers, with evidence of what each produced.
• Deep familiarity with the ERP partner ecosystem: VARs, implementation partners, and accounting and advisory firms, and how they make money and recommend software.
• Experience building tiering, incentive, and attribution models from CRM and deal data, with hands-on fluency in HubSpot and Gong and the habit of inspecting the data yourself.
• You have authored partner strategies, presented them to executive teams, and hold your own in a room with partner firm leadership.
• A history of strong partnerships with Sales leadership, Marketing, and RevOps on lead definitions, rules of engagement, and attribution.

You Will Get

• A hybrid schedule in our Downtown Mountain View, CA office three days a week (Tuesday, Wednesday, and Thursday), with the option to work remotely for the remainder of the week
• Full medical, dental, and vision insurance
• 401(k) + employer match
• Access to cutting-edge AI tools, including ChatGPT Enterprise, to enhance productivity, support innovation, and streamline daily workflows
• Opportunities for career and personal development
• Strong and experienced leadership that supports your growth and success
• An open-concept, modern workspace within an inclusive and dynamic scale-up culture

The annual base salary range for this position is $200,000–$220,000, plus bonus. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.

Why Join Stampli

Stampli is revolutionizing financial operations with AI, far ahead of competitors. For nearly a decade, our AI assistant, Billy, has set the industry standard—processing $105B+ in invoices annually and saving millions of labor hours for 1,800+ customers. More than automation, Billy transforms finance teams by freeing them of manual work. Our explosive growth places us among the top tech companies at our stage, with exceptionally low churn. After conquering the Accounts Payable space, we're now revolutionizing the entire procure-to-pay (P2P) lifecycle with our new platform that “connects every dot from request to reconciliation.” What sets us apart? We adapt to customers—not the other way around—integrating with 70+ ERPs in weeks, not months. Our customer-first approach extends to our award-winning workplace culture, with vibrant, global offices. We've earned multiple Comparably awards, including Best Company Outlook, Work-Life Balance, Compensation, Happiness, and Perks & Benefits. Here at Stampli, we build exceptional products with exceptional people. Join our dynamic team where your career will thrive in an environment that champions creativity, collaboration, and growth!