Head of Partnerships, AMER

Pigment; Austin (TX); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Equity package

Comprehensive benefits

Generous time off

Remote-friendly

Employer-sponsored 401(k)

Job summary

Pigment in Austin, TX is seeking a senior leader to build and scale our partner sales organization. You will recruit, onboard, and manage strategic consulting partners, drive joint pipeline, and align cross-functional teams to accelerate deal execution and customer success.

This role requires 8+ years in alliance management or partner sales, a track record of scaling partnerships with systems integrators, and exceptional collaboration, negotiation, and strategic planning skills in a fast-paced

Qualifications

• 8+ years in alliance management or partner sales with SaaS experience.
• 4+ years leading teams in a fast-paced environment.
• Proven track record scaling partnerships between systems integrators and software/SaaS companies.
• Strong cross-functional collaboration and communication.

Responsibilities

• Build a high-performing partner sales team to execute regional partner business plans and achieve pipeline, revenue, delivery, and certification goals.
• Develop a strategy to recruit, onboard, and manage the right mix of strategic consulting partners to expand market coverage and delivery capacity.
• Drive pipeline generation through joint account planning, co-marketing initiatives, opportunity registration, and partner-led sales motions.
• Collaborate with Sales, Pre-Sales, Services, CS, Marketing, and Partner Readiness teams to accelerate deal execution and customer success.
• Enable internal field teams on partner capabilities, industry and use-case expertise, and engagement strategies to increase partner influence in sales cycles and overall customer success.
• Monitor partner health and performance by evaluating partner certifications, customer adoption and expansion, engagement quality, and operational compliance.
• Facilitate ongoing stakeholder alignment through territory planning, pipeline reviews, partner engagement planning, and executive-level collaboration with AMERS Sales Leadership.

Skills

Alliance management

Leadership coaching

Partnership scaling

Interpersonal skills

Negotiation

Partner management

Partner sales

Go-to-market

Ecosystem knowledge

Executive presence

FP&A domain knowledge

Strategic thinking

Adaptability

Job description

Join Pigment: The AI Platform Redefining Business Planning

Pigment is the AI-powered business planning and performance management platform built for agility and scale. We connect people, data, and processes in one intuitive, feature-rich solution, empowering every team—from Finance to HR—to build, adapt, and align strategic plans in real time.

Founded in 2019, Pigment is one of the fastest-growing SaaS companies globally. Industry leaders like Unilever, Snowflake, Siemens, and DPD use Pigment daily to make more informed decisions and confidently navigate any scenario.

With a team of 600+ across Paris, London, New York, Toronto, San Francisco and Austin, we've raised nearly $400M from top-tier investors and were named a Visionary in the 2024 Gartner® Magic Quadrant™ for Financial Planning Software.

At Pigment, we take smart risks, celebrate bold ideas, and challenge the status quo—all while working as one team. If you're driven by innovation and ready to make an impact at scale, we’d love to hear from you.

What You'll Do

• Build a high-performing partner sales team to execute regional partner business plans to achieve pipeline, revenue, delivery, and certification goals
• Build a strategy to recruit, onboard, and manage the right mix of strategic consulting partners to expand market coverage and delivery capacity
• Drive pipeline generation through joint account planning, co-marketing initiatives, opportunity registration, and partner-led sales motions
• Partner closely with Sales, Pre-Sales, Services, CS, Marketing, and Partner Readiness teams to accelerate deal execution and customer success
• Enable internal field teams on partner capabilities, industry and use-case expertise, and engagement strategies to increase partner influence in sales cycles and overall customer success
• Monitor partner health and performance by evaluating partner certifications, customer adoption and expansion, engagement quality, and operational compliance
• Facilitate ongoing stakeholder alignment through territory planning, pipeline reviews, partner engagement planning, and executive-level collaboration with AMERS Sales Leadership

Who You Are

• 8+ years combined experience in alliance management or partner sales, technology sales, business development, or ecosystem consulting services
• 4+ years coaching and leading people in a fast-paced environment to include performance evaluation and general hiring manager skills
• A proven history of significantly scaling partnerships between systems integrators and a software/SaaS company
• Strong interpersonal skills and comfort working with cross-functional teams
• Strong relationship building skills and excellent listening, probing, questioning and negotiating skills
• Ability to manage a growing book of business of partners efficiently and autonomously through people and process management skills
• Comfort owning and/or supporting partner sales pursuits with multi-disciplinary teams
• Profound understanding of building and executing partner go-to-market strategies
• Possesses a deep understanding of the partner ecosystem, including incentive programs, enablement offerings and success measures
• Strong executive presence, comfort presenting, and ability to manage up
• Prior experience in the EPM/FP&A space a plus
• Strategic thinker who is comfortable in a fast-paced, always-on, highly ambiguous start-up environment
• Ability to adapt to a rapidly changing product and respond strategically to partner needs

What We Offer

• Competitive compensation package (Highly competitive base salary, equity package, and comprehensive benefits).
• We encourage you to take the time you need. When you work hard, we know you also need to rest, which is why we offer generous time off and parental leave policies.
• High-end equipment to do your work in the best conditions.
• Comprehensive benefits, including medical, dental, & vision insurance coverage for you & your loved ones
• Trust and flexible working hours.
• Employer-sponsored 401(k), enabling you to prepare for retirement.
• Remote-friendly environment

How We Work

Thrive Together: We can only win as a team. We are all founders and do the right thing for our peers, Pigment customers, partners, and the planet.

Never Settle: We aim to become the best at what we do by delivering with rigor and ambition every day. Delivering means building a passionate Pigment community.

Go for it: We are biased toward action. Every action leads to learning, and these learnings get us one step closer to our mission.

Be real, be humble: We are generous with our feedback, open to changing our views, and approach conversations with empathy, knowing everyone is trying to do the best for Pigment.

Champion our Customers: We lead with empathy, solve what matters, and deliver clarity in a complex world to make our customers heroes in their organizations.

We conduct background checks as part of our hiring process, in accordance with applicable laws and regulations in the countries where we operate. This may include verification of employment history, education, and, where legally permitted, criminal records. Any checks will be conducted lawfully prior to formal employment contracts being signed, with candidate consent, and information will be treated confidentially.

Pigment is an equal opportunity employer. We believe diversity is a strength and fosters innovation. We are committed to enabling everyone to feel included and valued at the workplace. All qualified applicants will receive consideration for employment without regard to age, color, family, gender identity, marital status, national origin, physical or mental disability, sex (including pregnancy), sexual orientation, social origin, or any other characteristic protected by applicable laws. We may process your personal data in accordance with our HR Data Protection Notice.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.