Strategic Partnerships Development Manager

Claimlane; Austin (TX); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Warrants/stock options

Performance-based bonus

Competitive base salary

Job summary

Claimlane is seeking its first Strategic Partnerships Development Manager to design and run the partner ecosystem across ERP/commerce platforms (NetSuite, Dynamics, Shopify Plus, BigCommerce) and the 3PL space. You will personally source, negotiate, and activate strategic relationships with a US focus from our Austin office.

You’ll establish Joint Business Plans with clear targets, track sourced vs. influenced pipeline, and build scalable processes, programs, and enablement to drive fast growth.

Qualifications

• Senior‑level experience in partnerships, channel, or alliances in B2B SaaS, with a track record of both designing partner strategy and personally closing partnerships.
• Existing network within ERP/commerce/3PL ecosystem (NetSuite, Dynamics, Shopify, BigCommerce, or similar) that can be activated quickly.
• Experience running QBRs and Joint Business Plans with numeric, mutually‑agreed targets.
• Commercially savvy to structure and negotiate a partnership end‑to‑end.
• Comfortable building a function in ambiguity without a preexisting playbook.

Responsibilities

• Design the partner strategy, tiering, and scale of the program.
• Personally source, approach, and sign partnerships that matter most.
• Run QBRs and Joint Business Plans with explicit pipeline targets.
• Track partner-sourced and partner-influenced pipeline separately.
• Ensure partner-sourced leads are pre-qualified before AE engagement.
• Negotiate referral/reseller agreements tied to outcomes.
• Coordinate handover with SDR/AE to maintain qualification discipline.
• Document the program to enable future scaling.
• Represent Claimlane at partner and industry events.

Skills

Partnerships

Channel management

B2B SaaS sales

QBRs & JBPs

Negotiation

Tools

NetSuite

Dynamics 365

Shopify Plus

BigCommerce

Job description

At Claimlane, we’re hiring our first‑ever Strategic Partnerships Development Manager. A strategic seat that designs and personally runs the tech‑partner and referral ecosystem that will source and accelerate pipeline we can’t reach through outbound alone.

This is a build‑it‑yourself seat: there is no partnerships function at Claimlane yet, and no playbook to inherit. You’ll design the program and execute it yourself, not hand it off.

About Claimlane

Claimlane is a fast‑growing, category‑defining B2B SaaS company that helps global brands and retailers streamline complex warranty, repair, and returns processes. We’ve validated our GTM engine and achieved strong Product‑Market Fit, and we’re scaling aggressively across the US, UK, and Nordics, with brands like Black Diamond, Tonies, Nemo Equipment, and ITW already live on Claimlane.

The Role

You will design and run Claimlane’s partner ecosystem, starting with the ERP and commerce platforms our customers already run on (NetSuite, Microsoft Dynamics 365, Shopify Plus, BigCommerce) and the 3PLs they ship through (ShipBob, Quiet Platforms).

This role is primarily focused on the US market, with a clear mandate to pursue global partner opportunities (UK, Nordics) when a partner’s footprint or a specific opportunity makes it worthwhile. You bring your own network into this seat: real, existing relationships in the ERP/commerce/3PL ecosystem you can activate quickly, rather than starting cold.

The job is a genuine combination of designing and executing. You set the overall partner strategy and tiering, and you personally source, negotiate, and activate your most important relationships end‑to‑end. Every strategic partner gets a real Joint Business Plan with mutually agreed targets, reviewed through a regular QBR cadence and you track partner‑sourced pipeline (leads partners originate) separately from partner‑influenced pipeline (deals we originate that partners help move or win), never blending the two.

Key Responsibilities

• Design the partner strategy: Decide which partner types and organizations to prioritize, how partners are tiered, and how the program scales.
• Source and close it yourself: Personally identify, approach, and sign the partnerships that matter most, using your existing ecosystem network to move fast.
• Run QBRs and Joint Business Plans: Build a JBP per strategic partner with explicit sourced/influenced pipeline targets, and review performance on a regular QBR cadence.
• Track sourced vs. influenced, separately: Report partner‑sourced and partner‑influenced pipeline as two distinct numbers, never combined.
• Protect pipeline quality: Make sure partner‑sourced leads are technically pre‑qualified (ERP/webshop match) before they reach an AE’s Discovery call.
• Negotiate real agreements: Structure referral/reseller terms that are fair, enforceable, and tied to outcomes.
• Coordinate the handover: Work closely with the SDR/AE team so partner‑sourced deals get the same qualification discipline as direct pipeline.
• Build the function: Document the program (strategy, tiering, QBR/JBP templates, enablement kit) so it scales beyond you.
• Represent Claimlane externally: Attend partner and industry events to build and extend the relationships this role depends on.

Requirements

• Senior‑level experience in partnerships, channel, or alliances in B2B SaaS, with a track record of both designing partner strategy and personally closing partnerships, not one or the other.
• An existing, genuine network within the ERP/commerce/3PL ecosystem (NetSuite, Dynamics, Shopify, BigCommerce, or similar) that you can activate quickly.
• Real experience running QBRs and Joint Business Plans with numeric, mutually‑agreed targets, not just relationship check‑ins.
• Commercially sharp enough to structure and negotiate a partnership agreement end‑to‑end.
• Comfortable being the first and only person building this function, with real ambiguity and no roadmap to inherit.
• Based in Austin, Texas and working from our Austin office (no remote work); primarily US‑focused, with travel to partner events and occasional international travel when a global opportunity warrants it.

Why Join Claimlane?

• Design it, then run it: You set Claimlane’s partnership strategy and you personally execute it; a genuinely senior, strategic build.
• Bring your network, see it compound: Your existing relationships become the foundation of a real pipeline channel from day one.
• High‑leverage channel: A well‑built partner channel grows pipeline without growing headcount.
• The Upside: Competitive base + performance‑based bonus + an attractive warrants/stock‑option program.

Location and Process

Based in Austin, Texas, working from our Austin office. Primarily US‑focused, with travel to partner events and international travel when a specific global opportunity (UK/Nordics) is worth pursuing.

Hiring Process

• Intro Call (45 mins)
• Strategy Case with CCO (60–90 mins)
• Deep‑Dive Interview with CEO (60 mins)
• Team Meetup (30 mins)
• References & Offer