Director of Partnerships

Medsender; United States; Remote; USD 90,000 - 130,000; Full time

Benefits offered by this job

Health, dental, and vision

Unlimited PTO

Regular company offsites

Job summary

Medsender is seeking a result-oriented Partnerships Leader to manage and scale our channel ecosystem with a focus on EHR integrations and marketplace partnerships. You will own the end-to-end relationship, shape the co-sell motion with sales, and drive measurable pipeline and bookings from partner sources.

In this role, you will take new channel types from signing to repeatable motions, influence product prioritization for integration gaps, and own partner economics in collaboration with finance

Qualifications

• 6+ years in partnerships, channel, or business development at a B2B SaaS company.
• Has worked inside a healthcare IT ecosystem: EHR vendors, marketplaces, practice management systems, or the consultants and MSPs who serve practices.
• Commercial. Has negotiated and closed partner agreements and understands revenue share, referral fees, and marketplace terms.

Responsibilities

• Own the EHR relationships end to end: the partner manager, the marketplace listing, the co-marketing calendar, the user conference presence, and the quarterly conversation about what they need from us.
• Build the co-sell motion with sales: how a partner referral gets logged, routed, worked, and closed, and what the partner sees afterward.
• Take new channel types from a signed agreement to a repeatable motion: enablement, deal registration, joint pipeline reviews, and a clear read within two quarters on whether the channel works.
• Bring integration priorities to product: which EHR gaps cost us deals, which partner asks are worth the roadmap, and which are not.
• Own partner economics with finance and legal: referral fees, revenue share, marketplace terms, and the agreements that paper them.
• Run the partner marketing calendar with the Director of Marketing: marketplace sponsorships, partner user conferences, and co-branded content.
• Take the qualified leads from our customer referral program and make sure they are worked.

Job description

About Medsender

Medical practices run on paperwork. Referrals still arrive by fax, and patients wait while staff retype what a machine already knows. Medsender exists to take that work off their plate. Our mission is to automate administrative work for healthcare providers so patients get the care they need faster.

We started with fax, the unglamorous protocol that still carries most of the documents moving between practices. That wedge became a platform. Today Medsender reads and routes the documents flowing into a practice, writes what it finds back into the EHR, and works the referrals that come out of them, and MAIRA, our voice AI, picks up the phone calls a front desk never gets to. Thousands of providers in all fifty states run on it, and in the past year it saved them more than 2 million hours.

We're a lean team backed by Ballast Point Partners, and we've made the Inc. 5000 two years running. Healthcare is one of the few places left where good software changes what a workday feels like for the people doing the work, and most of that work is still undone. If you want real ownership and a short distance between your decision and its effect, we'd like to talk.

The role

Medical practices buy software through the systems they already run. The EHR vendors we integrate with list us in their marketplaces, host the conferences where our customers gather, and refer us when a practice asks how to get rid of the fax machine. Those relationships have been run by the founders, between everything else.

You take them over and run them as a channel: measured, staffed, and growing. Then you find the next one. We have early agreements with partner types beyond EHRs and want a clear read on which of them can source pipeline the way EHRs do.

You carry two numbers: partner-sourced pipeline and partner-influenced bookings. Logos and integrations announced do not count.

What you'll do

• Own the EHR relationships end to end: the partner manager, the marketplace listing, the co-marketing calendar, the user conference presence, and the quarterly conversation about what they need from us.
• Build the co-sell motion with sales: how a partner referral gets logged, routed, worked, and closed, and what the partner sees afterward. Partner-sourced deals should close faster than inbound, and you should be able to prove it.
• Take new channel types from a signed agreement to a repeatable motion: enablement, deal registration, joint pipeline reviews, and a clear read within two quarters on whether the channel works.
• Bring integration priorities to product: which EHR gaps cost us deals, which partner asks are worth the roadmap, and which are not.
• Own partner economics with finance and legal: referral fees, revenue share, marketplace terms, and the agreements that paper them.
• Run the partner marketing calendar with the Director of Marketing: marketplace sponsorships, partner user conferences, and co-branded content. Marketing runs logistics; you own what comes out of it.
• Take the qualified leads from our customer referral program and make sure they are worked.

What we're looking for

• 6+ years in partnerships, channel, or business development at a B2B SaaS company, including at least one channel you built from a handful of relationships into a measurable pipeline source.
• Has worked inside a healthcare IT ecosystem: EHR vendors, marketplaces, practice management systems, or the consultants and MSPs who serve practices.
• Commercial. Has negotiated and closed partner agreements and understands revenue share, referral fees, and marketplace terms.
• Comfortable with a number. Can show partner-sourced pipeline from a prior role and explain how it was counted.
• Works well with product on integration priorities and can hold a technical conversation about APIs and data flows without an engineer in the room.
• Self-directed. This is a team of one reporting to a founder, and it will stay that way until the numbers say otherwise.

Nice to have

• Has sold through or into MSPs, VARs, or IT consultants.
• Has run an EHR marketplace program from the vendor side.
• Has built a partner enablement program: certification, deal registration, partner portal.
• Has worked at a company selling to independent specialty practices.

Logistics

• Location: Remote US or New York. Expect regular travel to partner user conferences and partner HQs.
• Benefits: Health, dental, and vision. Unlimited PTO, and people use it. Regular company offsites.