Director, Strategic Partner Sales

Remote; United States; A distancia; USD 180.000 - 280.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Work from anywhere

Flexible PTO

Async working hours

16 weeks parental leave

Co-working budget & wellness

Descripción de la vacante

Remote is seeking a senior leader for its Embedded Partnerships, responsible for owning commercial outcomes across a portfolio of strategic partners. You will drive revenue, build strong senior relationships, and shape the GTM model for embedded sales in North America or Western Europe.

Expect travel 20–40% and leadership of a high-performing team. You will collaborate with product, solutions consulting, marketing, and legal to align initiatives and execute deals that create lasting value for

Formación

• Sharp business judgment to translate objectives into actions.
• Excellent communicator and evangelist for partnership value.
• Strong operating rigor to turn ambiguity into repeatable plans.
• Comfort dealing with C-level executives.
• Ability to influence across product, engineering, legal and compliance.
• Experience building and leading high-performance teams.
• Willingness to travel 20–40%.
• Experience in top-tier consulting, finance, or big tech with B2B tech startups/scaleups.

Responsabilidades

• Own commercial outcomes for embedded partner portfolio and $10M+ bookings target.
• Build and execute partner account plans translating potential into revenue outcomes.
• Identify performance gaps and drive changes across GTM, product, pricing, and ops.
• Make partners independently successful with repeatable sales motions.
• Lead senior partner relationships and run structured business reviews.
• Define and optimize embedded partner GTM model across the portfolio.
• Manage a high-performing team and coordinate cross-functionally.

Conocimientos

Business judgment

Executive presence

Cross-functional collaboration

Deal making

Partner relationship management

Revenue ownership

Strategic thinking

Team leadership

Travel readiness

Persuasive communication

Descripción del empleo

About Remote

Remote is building the infrastructure that makes global payroll and employment possible for everyone, everywhere. Our team is made up of people who want to own a piece of that work, not just contribute to it. That work happens across six continents, only Antarctica left to go, entirely remote. It also requires real fluency with AI in every role, not just familiarity with it.

Remote is building the infrastructure that makes global payroll and employment possible for everyone, everywhere. Our team is made up of people who want to own a piece of that work, not just contribute to it. That work happens across six continents, only Antarctica left to go, entirely remote. It also requires real fluency with AI in every role, not just familiarity with it.

Our standards are high, and the ownership is total. You'll have the trust and space to find your own way to the best answer, and the support to see it through, because that's how we build things that actually work at this scale. In return, your career grows faster, because at Remote, growth is tied to results. We're founded on the principle that where someone lives should never limit what they can achieve, and we operate exactly that way.

Job Description

What you bring

• Exceptionally sharp business judgement. You can understand the business objectives and stakeholder dynamics of a complex partner organization, and translate that to concrete actions.
• Excellent communicator and evangelist. You can create and consistently communicate the partnership value message within the partner organization and Remote.
• Strong operating rigor: you can turn ambiguity into repeatable plans, cadences, and measurable outcomes.
• Strong executive presence: you feel comfortable dealing with C-level execs.
• Dare to dive deep: you operate cross-functionally with ease; you don’t shy away from detailed discussions with product, engineering, legal or compliance.
• Deal maker: you create proposals ‘you can say yes to’ that create long term sustainable economics for both parties. You are able to be firm when needed.
• Manage through influence: you are able to work with large strategic partners where success depends on influencing another company’s sales, marketing, product, and leadership teams.
• Experience building, hiring and managing a high-performance team.
• Willingness to travel 20–40%.
• Experience owning revenue motions and owning a number. You own outcomes.
• Experience in top-tier consulting, finance, or big tech - and in B2B tech startups/scaleups. You have the big and the small.
• Experience building and operating new businesses, product, or sales motion. You build new systems, don’t just operate within them.
• Bonus points for experience in HR Tech, Fin Tech, or Embedded partnerships.

Key Responsibilities

Own commercial outcomes for strategic embedded partners

• Own a portfolio of Remote’s largest embedded HR technology partnerships.
• Carry an annual bookings target of $10M+.
• Be accountable for the commercial performance of the partnership, including pipeline generation, conversion, bookings, ARR, ASP, retention, and expansion.
• Build and execute partner account plans that translate strategic partnership potential into measurable revenue outcomes.
• Identify where revenue is blocked, where and why performance is below potential, and what needs to change across partner GTM, Remote GTM, product, process, enablement, pricing, or operations.
• Manage commercial exceptions, pricing escalations, deal support, and channel conflicts where needed.

Make partners independently successful

• Help partner sellers become increasingly independent in generating, qualifying, selling, and closing Remote opportunities.
• Build repeatable partner sales motions across partner-sold, partner-sourced, and co-sold opportunities.
• Work with partner sales leaders to embed Remote into their teams’ priorities, workflows, sales processes, and incentives.
• Partner with enablement, solutions consulting, partner marketing, and embedded sales teams to ensure partner sellers know what to sell, how to sell it, and when to bring Remote in.
• Drive a clear path from Remote-supported selling to partner-led selling, with the goal of reducing unnecessary dependency on Remote while improving commercial outcomes.

Lead senior partner relationships

• Own the overall relationship health with strategic embedded partners.
• Build trusted relationships with senior / C-level stakeholders within the partner organization across sales, marketing, product, operations, and executive leadership.
• Keep partners engaged, motivated, and accountable to the joint commercial plan.
• Unblock issues that slow down revenue growth or damage partner confidence.
• Run structured business reviews with clear performance insights, decisions, next steps, and ownership.
• Ensure the partner sees Remote as a critical strategic partner, not just another integration or referral option.

Define the embedded partner GTM model across the partner portfolio

• Define, test, and optimize sales motions across partner-sold, partner-sourced, and co-sold models. Turn successful experiments into repeatable playbooks that can be used across partners.
• Create playbooks for demand generation, enablement, sales process, partner seller activation, deal support, QBRs, and partner performance management.
• Advise and influence partners to implement best practices for demand generation and embedded sales in their own organizations.
• Identify friction between channels and work with Sales, Partnerships, RevOps, and leadership to resolve it. Share learnings so that Remote gets better with every partnership, not just within one account.
• Identify opportunities to expand existing embedded partnerships into new products, markets, customer segments, regions, or sales motions.

Manage and develop a high performing team

• Manage a team of partner account managers and embedded sales leads supporting the partner portfolio. Set clear priorities, operating rhythms, and performance expectations for the team.
• Coach the team to balance short-term deal support with the longer-term goal of making partner sellers more independent.

Orchestrate Remote cross-functionally

• Act as the commercial and relationship orchestrator across Remote for the partner portfolio.
• Work closely with Product, Solution Architecture, Partner Marketing, Solutions Consulting, Legal, Compliance, Operations, CX, Implementation, RevOps, and Partner Success.
• Ensure internal stakeholders understand the commercial priorities, partner context, trade-offs, and urgency.
• Escalate clearly when decisions, resources, product changes, or executive support are needed.

Practicals

• Team: Remote Embedded
• Reporting line: GM Remote Embedded
• Location: North America or Western Europe. The best timezones for this role are US Eastern Time or UK time.
• Travel: 20–40% within North America and Europe.
• Start date: As soon as possible

Benefits

• work from anywhere
• flexible paid time off
• flexible working hours (we are async)
• 16 weeks paid parental leave
• budget towards co-working spaces, learning and wellness (including gym memberships)
• mental health support services