Director, Strategic Ecosystems & Alliances

fundraiseup; United States; On-site; USD 220,000 - 247,000; Full time

Job summary

Fundraise Up is seeking an experienced Partnerships leader to own the ecosystem and alliance strategy, drive revenue, and manage executives across platforms. You will oversee two direct reports and report to the VP, Partnerships, shaping the thesis and investment case for each ecosystem with clear governance and measurable outcomes.

You will lead the structure for revenue, co-sell motions with Sales, and ISV economics while escalating blockers with options and recommendations.

Qualifications

• 8+ years in partnerships, alliances, channel, or ecosystem go-to-market with 2+ years leading a team.
• Proven ownership of a strategic technology or payments alliance from early stage to measurable revenue.
• Experience building a co-sell motion that both sides adopt, not just signed agreements.
• Fluency with rev-share models, ISV economics, and marketplace terms; able to work with Finance and Legal.
• Executive presence with platform leadership and strong forecast discipline.

Responsibilities

• Own the thesis, sequencing, and investment case for each ecosystem and alliance with revenue impact.
• Carry sourced pipeline, Closed-Won revenue, and influenced revenue for the book of strategic partners.
• Own 2-5 Strategic Alliances while supervising the owners of platform ecosystems.
• Establish revenue baselines with Finance and RevOps and manage attribution within your book.
• Design and run seller-to-seller co-sell motion with Sales and align joint pursuit rules.
• Own marketplace placement, listing quality, certification, and tier standing across platforms.
• Lead ISV economics and payout structures, coordinating with Finance and Legal.
• Escalate blockers and policy constraints with options and recommendations.
• Lead, coach, and develop two direct reports with clear targets and accountability.

Skills

Partnerships

Team leadership

Strategic alliances ownership

Co-sell motion design

Rev-share models

Executive presence

Salesforce operations

Tools

Salesforce

Crossbeam

RevOps tooling

Job description

About Fundraise Up

We're Fundraise Up - a global fundraising platform built to make donating to nonprofits fast, seamless, and accessible to all. Every month, our technology powers tens of millions of dollars in donations across the globe. We focus on innovation that directly impacts results: faster load times, higher conversion rates, global payment support, and accessibility-first design.

Our platform is trusted by many of the world's leading nonprofits, including UNICEF, the Alzheimer's Association, and a wide range of global NGOs. With a 4.9/5 rating across top software review platforms, we're recognized not just for our impact - but for the quality of the product we deliver.

About the Role

The best partnership leaders don't collect partners. They build the mechanism that turns partnerships into revenue.

In 2026 our ecosystem and strategic alliance partners began to scale, and now they need an owner. You'll own that portfolio as a business: the thesis for each ecosystem, the executive relationship, the co-sell motion with Sales, the commercial structure, and the number the book produces. You'll lead two ecosystem owners and report to the VP, Partnerships.

Key Responsibilities

• Own the thesis, sequencing, and investment case for each ecosystem and alliance: the value exchange, the mechanism that produces revenue, the executive sponsor on both sides, and the evidence it is working.
• Carry sourced pipeline, Closed-Won revenue, and influenced revenue for the book of strategic partners against a four-quarter plan.
• Own 2-5 Strategic Alliances while supervising the owners of platform ecosystems.
• Establish the per-ecosystem and alliance revenue baseline with Finance and RevOps before committing to a multiple, and close the attribution gap inside your book rather than working around it.
• Design and run the seller‑to‑seller co‑sell motion with Sales: account mapping, joint pursuit rules, partner logging that AEs actually use, and fixed‑cadence pipeline reviews with each platform’s partner team.
• Own marketplace placement, listing quality, certification, and tier standing, working each platform’s own scoring metric deliberately.
• Own ISV economics, rev-share performance, and the commercial agreements in your ecosystems alongside Finance and Legal, inside the payout envelope set centrally.
• Escalate structural blockers such as co‑sell restrictions, data‑sharing limits, and fee structures as named decisions with options and a recommendation.
• Lead, coach, and develop two direct reports: clear book, clear number, and air cover to work relationships above their level.

Skills and Qualifications

• 8+ years in partnerships, alliances, channel, or ecosystem go‑to‑market, including at least 2 years leading a team.
• Proven ownership of a strategic technology or payments alliance taken from early stage to material, measurable revenue, ideally with a large corporate partner such as Stripe, PayPal, VISA, Salesforce, HubSpot, or Microsoft.
• Demonstrated ability to build a co‑sell motion that sellers on both sides adopt, not just a signed agreement.
• Commercial fluency with rev‑share models, ISV economics, and marketplace terms, with the ability to hold your own with Finance and Legal.
• Executive presence with platform leadership, and the judgment to know when to absorb.
• Operating rigor in Salesforce, Crossbeam, and partner reporting, including building a forecast and defending it.
• A track record of improving imperfect attribution rather than routing around it.

Nice to Have

• Payments, fintech, CRM, or nonprofit technology background.
• Experience operating payment‑network incentive agreements with acceptance, prominence, and volume‑reporting obligations.

You'll Thrive Here If You...

• Treat a missing baseline as your first deliverable, not an excuse.
• Would rather own five relationships properly than thirty superficially.
• Can tell the difference between a partner who likes us and a partner who sends us deals.
• Bring structural problems forward with options attached instead of absorbing them quietly.
• Argue your sequencing to a VP, then change it when the evidence changes.
• Make other people's sellers better at selling with you.
• Want your two reports to be materially more capable twelve months from now.
• Read partner headcount, integrations shipped, and meeting volume as activity, not outcomes.

Compensation

The compensation range for this role is $220k - $247k OTE

Final compensation will be determined based on relevant experience, skills, qualifications, alignment with the role's requirements and location.

Perks & Benefits

Health, De