Partner Development Manager

pc/nametag; Washington (District of Columbia); Remote; USD 110,000 - 160,000; Full time

Benefits offered by this job

Remote-first: Work from anywhere in US

Quarterly team off-sites

Flexible schedules

Competitive salary

Meaningful equity ownership

Comprehensive health benefits

Travel support for off-sites

Job summary

You will work with cross-functional teams to define joint value propositions, negotiate terms, and drive execution from agreement through launch and growth. The role requires strong business acumen, negotiation skill, and technical fluency to coordinate APIs, integrations, and go-to-market plans.

Qualifications

• Experience in business development, partnerships, or product partnerships in B2B SaaS.
• Able to source, negotiate, and close partner agreements; security/identity background preferred.
• Proven ability to drive partnerships from first conversation to activation.
• Experience driving co-sell, marketplace, referral, or OEM motions.
• Strong technical fluency to work with product and engineering teams.

Responsibilities

• Identify and pursue new partners aligned to Nametag's strategy; lead outreach and negotiate agreements.
• Own a portfolio of strategic integration partners with clear milestones and outcomes.
• Assess opportunities on demand, fit, revenue potential, and feasibility; advise where to invest.
• Activate partner sellers and Nametag teams around opportunities; grow pipeline.
• Coordinate cross-functional teams through solution design, agreement, build, and launch.
• Build and run joint business plans with timelines, ownership, and metrics.
• Develop trusted relationships across partner groups; resolve issues quickly.
• Collaborate on launches, enablement, marketplace listings, and customer materials.
• Track usage, adoption, pipeline, and revenue; provide executive updates.

Skills

Business development

Deals closed

Negotiation

Co-sell/Channel

Technical fluency

Program management

Communication

Ownership mindset

Startup adaptability

Job description

About Nametag

Nametag is building the future of secure digital identity. Our mission is to protect every human identity to restore trust in the AI era. We bring workforce-grade identity verification into the enterprise to verify the human behind accounts and critical actions. Today, global enterprises use Nametag across their workforce to prevent social engineering and deepfake impersonation attacks.

Job Description

Partner Development Manager (Remote, US)

About Nametag

Nametag is building the future of secure digital identity. Our mission is to protect every human identity to restore trust in the AI era. We bring workforce-grade identity verification into the enterprise to verify the human behind accounts and critical actions. Today, global enterprises use Nametag across their workforce to prevent social engineering and deepfake impersonation attacks.

The Role

Nametag is making identity assurance a native part of the enterprise applications and workflows where trust matters most. As a Partner Development Manager (PDM), you find, win, and grow the technology and integration partnerships that expand Nametag's market reach and create revenue. Reporting to the Strategic Partnership Lead, you own a portfolio of partners end to end: sourcing and qualifying opportunities, negotiating commercial terms, and driving execution from agreement through launch, adoption, and growth. You work closely with Product Management, Sales Engineering, Engineering, Marketing, Sales, Customer Success, Legal, and Security. This role suits a business development builder who pairs commercial instinct and deal-making skill with enough technical fluency to work through integration details, and the discipline to execute without losing momentum.

What You'll Do

• Partner sourcing and deal-making. Identify and prioritize new partners aligned to Nametag's strategy, lead outreach, and negotiate agreements that create clear value for both sides.
• Partner portfolio management. Own a portfolio of strategic integration partners, with clear priorities, relationship maps, mutual plans, milestones, and measurable outcomes.
• Opportunity qualification. Assess new opportunities against customer demand, strategic fit, revenue potential, market reach, technical feasibility, and partner commitment; make clear recommendations on where Nametag should invest.
• Co-sell and pipeline development. Activate partner sellers and Nametag account teams around shared opportunities; identify, track, and advance partner-sourced and partner-influenced pipeline.
• End-to-end integration execution. Coordinate partner and internal teams from discovery and solution design through agreement, build, testing, launch, and post-launch optimization.
• Mutual business plans. Build and run joint plans that define the value proposition, target customers, integration roadmap, go-to-market (GTM) motion, owners, timelines, dependencies, and success metrics.
• Partner relationships. Develop trusted working relationships across partner product, engineering, alliances, sales, marketplace, and executive teams; maintain alignment and resolve issues quickly.
• Launch and enablement. Partner with Marketing and GTM teams on positioning, launch plans, field enablement, marketplace listings, sales plays, and customer-facing materials.
• Adoption, performance, and reporting. Track integration usage, customer adoption, pipeline, and revenue; maintain accurate partner plans and status reporting; prepare business reviews and executive updates.

Core Objectives

• These outcomes define how progress is measured.

• Launch integrations that matter. Move priority partnerships from qualified opportunity to a live, adopted integration on a clear timeline.
• Create measurable partner-sourced growth. Generate and advance qualified pipeline through co-sell, marketplace, referral, and OEM motions (embedding Nametag into a partner's product).
• Drive customer adoption and retention. Make launched integrations easy to discover, buy, deploy, and use, and connect adoption to customer outcomes.
• Build durable partner relationships. Establish mutual accountability, productive operating rhythms, and executive alignment with priority partners.
• Improve execution quality. Surface dependencies and risks early, maintain clear ownership, and consistently deliver against mutual commitments.

What You Bring

• Business development track record. Experience in business development, partnerships, alliances, or product partnerships in B2B SaaS, with a track record of sourcing, negotiating, and closing partner agreements; experience in security, identity, infrastructure, or enterprise software is strongly preferred.
• Deals taken to the finish line. A track record of taking technology or integration partnerships from first conversation through signed agreement, launch, and commercial activation.
• Commercial judgment and negotiation skill. The ability to build a credible business case and structure agreements that create mutual value.
• Co-sell and channel experience. Experience driving co-sell, marketplace, referral, or OEM/embedded motions and connecting partner activity to pipeline and revenue.
• Technical fluency. Enough technical fluency to work effectively with product and engineering teams on APIs, integrations, solution design, and technical tradeoffs.
• Program management. Excellent program management: you create clarity across owners, milestones, dependencies, risks, and decisions without losing momentum.
• Communication. Clear written and verbal communication, including the ability to manage partner stakeholders and produce concise executive updates.
• Operating style. A low-ego, high-accountability operating style and the ability to influence cross-functional teams without direct authority.
• Startup comfort. Comfort operating in a fast-moving startup where priorities evolve and building the playbook is part of the job.

How this role works with the Strategic Partnership Lead

The Strategic Partnership Lead owns Nametag's partner strategy, portfolio-level investment decisions, executive alignment, team performance, and the operating model across functions. The PDM translates that strategy into results within an assigned partner portfolio, owning partner plans, relationships, execution, launches, adoption, and commercial outcomes. The two roles share accountability for partner performance, with clear escalation when priorities, resources, or cross-functional decisions require leadership action.

What We Value

• Intellectual horsepower. Quickly grasping complex technical and business concepts.
• Kindness and integrity. Earning trust is central to how we build relationships with customers and colleagues.
• Bias for action. We move quickly to deliver impact and protect our customers against fast-moving threats.
• Ownership mindset. You care about uptime and stability the way a founder cares about the product.

Culture & Perks

At Nametag, we believe trust starts with how we treat each other. We're a remote-first team that values autonomy, inclusivity, and collaboration, with regular in-person time to stay connected and innovate together.

• Remote-first: Work from anywhere in the US. Our team spans Seattle, San Francisco, Ann Arbor, Denver, New York City, and beyond.
• Off-sites: We bring the team together once per quarter for in-person collaboration, often off-site in new places.
• Flexible schedules: Work in your own time zone; we align key meetings across a shared window.

We Offer

• Competitive salary
• Meaningful equity ownership
• Comprehensive health benefits (medical, dental, vision)
• Flexible paid time off
• Quarterly team off-sites and travel support
• New computer hardware and equipment
• An inclusive environment where your voice has impact and your work drives change