Director, Partnerships

Go Fractional; San Francisco (CA); Hybrid; USD 201,000 - 246,000; Part time

Benefits offered by this job

Remote work

6-month contract

Job summary

Kindred is seeking a Founding Partnerships leader to define and build a partnerships function for growth. You will own the inbound pipeline, design outbound strategy, and structure high-trust deals to scale the marketplace.

This lean, hands-on role requires sourcing, pitching, negotiating, and closing deals from day one, with a 6-month contract and potential extension based on performance.

Qualifications

• 12+ years in partnerships or growth roles at consumer platforms.
• Experience building partnerships from scratch in high-growth startups.
• Proven track record closing partnerships at scale.
• Ability to structure deals around the behavior you actually want.
• Strong external-facing negotiation with executives.
• Comfort operating with ambiguity and owning end-to-end deals.
• Excellent prioritization focusing on high-leverage partners.
• Clear, structured communication for executives.

Responsibilities

• Own and close inbound partnership pipeline.
• Build outbound partnerships strategy and target list.
• Design deals to unlock marketplace liquidity.
• Lead full-cycle deal execution end-to-end.
• Leverage Circles to access relevant organizations and launches.
• Build reusable partnerships playbook by vertical.
• Report on pipeline health and performance to Growth leadership.
• Integrate Partnerships into GTM, Lifecycle Marketing, Product, and Legal.

Skills

Partnerships & BD

Deal negotiation

Strategic thinking

Communication

Independence

Job description

The Role

At Kindred, every member is both host and traveler, with hosting being the vehicle for earning credits towards travel. This makes hosting our hardest and most important growth lever: rather than recruiting a separate supply side, we're asking our own members to take the harder, higher-trust step of opening their home. That's a behavior best unlocked through trust—people are far more willing to open their home to, and swap with, others they already share a real bond with: an alma mater, an employer, a sport, a cause, a professional community.

The goal of this Founding Partnerships leader is to define and build a partnerships function for the business—setting the strategy, defining success metrics, and validating the operating model for scale via direct partnership execution during the 6-month contract period. You'll take ownership of our active inbound partnership pipeline, build out a systematic outbound strategy, and structure deals engineered to contribute meaningful supply growth to the platform.

This is a lean team, and we're looking for someone adept at shifting between both strategy and execution: sourcing, pitching, negotiating, and closing deals yourself from day one, while defining the operating model, metrics, and organizational roadmap for the function to scale. We're structuring this as a contract-to-hire engagement, with the goal of at least 2 signed, meaningful partnerships by the close of the 6 months.

You Will

• Own and close Kindred's inbound partnership pipeline: Evaluate, prioritize, and drive to signature a set of active inbound partnership leads from organizations and communities with large, pre-established member bases.

• Build Kindred's outbound partnerships strategy: Define priority verticals (e.g., sports and fitness communities, professional and alumni networks, large employers, social clubs, mission-aligned associations, etc.), build a target account list, and codify a repeatable, vertical-specific partnership offering and pitch.

• Design deals that bottom-line impact: Strategically structure partnerships with terms calibrated towards high-trust behaviors within in the funnel to unlock marketplace liquidity

• Lead full-cycle deal execution: Source, pitch, negotiate, and close partnerships end-to-end, then manage the relationship through launch and into ongoing performance management.

• Shape Circles strategy alongside partnership strategy: Leverage Circles (Kindred's recently launched in-product sub-communities) as a way in to relevant organizations; additionally, support tentpole Circles launches with partnerships channel support to drive Circles acquisition and activation goals

• Build Kindred's partnerships playbook: Create reusable frameworks, pitch materials, and outreach sequences by vertical so the partnership motion can scale beyond this initial engagement.

• Report on pipeline health and performance: Track partnership-sourced host activation, cost per activated host, and payback against Kindred's marketplace health targets, and share ongoing progress with Growth leadership and the broader team.

• Integrate Partnerships into the business: Define cross-functional working model spanning Circles GTM, Lifecycle Marketing, Product, and Legal teams to ensure the function becomes a scalable growth engine embedded throughout the business

You May Be a Fit for This Role If You

• Have 12+ years of experience in partnerships, business development, or growth roles, ideally at a high-growth consumer marketplace, membership, or community-driven platform.

• Have direct experience building and scaling a partnerships function from the ground up at a high-growth consumer startup. You know what it takes to go from a handful of scrappy deals to a repeatable, systematized motion.

• Have a proven track record sourcing, negotiating, and closing partnerships that drove measurable supply or demand growth on a two-sided marketplace. Extra credit if that supply was a harder, higher-friction behavior to unlock (e.g., listing a home, a car, or other high-trust asset).

• Know how to structure a deal around the behavior you actually want rather than top-of-funnel vanity metrics like leads or sign-ups.

• Are a strong, credible external-facing negotiator, comfortable pitching and closing deals directly with executives, community leaders, or organization decision-makers.

• Are highly comfortable operating with ambiguity and building from scratch: this is a lean, high-ownership role where you'll be sourcing your own pipeline, building your own materials, and closing your own deals from day one.

• Bring sharp judgment on prioritization. Able to size and rank a wide range of potential partners and communities and focus energy on the highest-leverage few.

• Are a clear, structured communicator who can synthesize deal economics and pipeline health for an executive-level audience.

• Are available to commit to a focused, full-time 6-month engagement, with flexibility to extend or convert to a full-time role based on performance and business needs.

Bonus Points If You

• Have direct experience with home-sharing, home-swap, or similarly high-trust marketplace models (e.g., Airbnb, Turo, Vrbo, Peerspace, or similar).

• Have closed partnerships with large membership organizations, associations, unions, alumni networks, or corporate employee communities.

• Have experience partnering with product teams to translate a partnership into a bespoke product experience

Compensation

• $18K – $22K per month

Employment Details

• Location: Remote - US
• Employment Type: Temporary (6-month fixed-term contract)
• Department: Marketing