[Hiring] Senior GRC Partnerships Manager @Thoropass

Role Description

As Senior GRC Partnerships Manager, you will own the day-to-day management of Thoropass's compliance automation and GRC platform partnerships across our full customer base, from early-stage startups through mid-market and enterprise. Reporting to the VP of Partnerships, you'll take the strategic agreements our VP negotiates and turn them into a living, working partnership: healthy referral flow in both directions, aligned teams, and a great experience for both our partners and our mutual customers.

This role sits at the intersection of partner operations, internal go-to-market execution, and customer experience. You will be the connective tissue between our partners and our own Sales, Marketing, BDR, Audit, and Product teams — pushing internally where needed, brokering relationships between counterparts, and knowing exactly when an issue needs to be escalated to senior leadership versus resolved directly. Success in this role is measurable: partner-sourced pipeline and ARR, referral conversion, and the day-to-day health of each partnership.

What You'll Do

• Day-to-Day Partner Relationship Ownership
  • Own the operational relationship with Thoropass's GRC and compliance automation partners serving as the primary point of contact for day-to-day questions, issues, and coordination.
  • Manage referral flow across all customer segments, ensuring a consistent, high-quality handoff experience whether a customer is a startup, mid-market, or enterprise account.
  • Maintain the operating cadence with each partner: regular check-ins, joint business reviews, shared trackers, and clear ownership of open items.
  • Serve as the frontline escalation point for partner or customer issues, resolving what you can directly and knowing when to bring in the VP of Partnerships or other senior leaders.
• Revenue, Referrals & Analytics
  • Own the numbers: track referral volume, conversion, split-credit accuracy, and partner-sourced pipeline across all partners, and report on trends proactively rather than on request.
  • Build and maintain dashboards and reporting that give leadership a clear, current view of partnership performance and flag issues before they become problems.
  • Support deal registration, pipeline tracking, and forecasting processes, ensuring data is clean, complete, and trusted.
  • Use data to identify where referral flow is breaking down (e.g., stalled leads, missed introductions, drop-off points) and drive fixes with the relevant internal or external team(s).
• Internal Cross-Functional Execution
  • Push Account Executives to build genuine, working relationships with their counterparts at partner companies, and hold the internal side of the relationship accountable for follow-through.
  • Coordinate with Marketing to align on joint campaigns with partners, co-branded content, and shared events, pushing internally for Thoropass's participation and follow-up.
  • Work with BDRs to re-engage non-responsive or stalled partner-sourced leads, coaching on approach and tracking improvement in response rates.
  • Comfortably influence and, when necessary, push senior leaders to prioritize partnership commitments, while knowing when an item needs to be escalated rather than pushed.
• Audit & Product Stewardship
  • Act as the steward between Thoropass's audit and product teams and our GRC partners, ensuring feedback flows both ways and nothing falls through the cracks.
  • Surface partner and customer feedback to Product and Audit leadership to inform roadmap, workflow, and enablement improvements.
  • Ensure a consistently high-quality experience for customers and auditors moving between Thoropass and partner platforms, monitoring for friction and addressing it proactively.
• Partner Enablement & Process
  • Keep partner teams enabled on Thoropass' GTM efforts, product roadmap and capabilities, and best practices across all customer segments.
  • Build and refine repeatable playbooks and processes for referrals, deal registration, and partner communication so the partnership scales without depending on any one person's memory.
  • Turn successful partner engagements into case studies and advocacy stories that support the broader partnership strategy.

Qualifications

• Have experience managing multi-partner ecosystems or channel relationships and enjoy the operational, relationship-tending side of partnerships as much as the strategic side.
• Have a strong sense of analytics and process — you want to be all over the numbers and turn messy data into clear, trusted reporting.
• Have the emotional intelligence to build genuine relationships and to influence people who don't report to you, internally and externally, across every level.
• Enjoy being the person who keeps a lot of moving pieces — partners, internal teams, customers — working together smoothly day to day.
• Want to apply audit, compliance, or GRC domain knowledge in a role that directly drives revenue, customer experience, and partner health, across the full customer base rather than a single segment.

Requirements

• 4+ years of experience in partnerships, alliances, channel management, or business development within B2B SaaS, ideally with exposure to GRC, compliance, audit, or security frameworks (SOC 2, ISO 27001, SOX, etc.).
• Demonstrated ability to manage multiple partner relationships simultaneously, with a track record of driving referral volume, conversion, or co-sell outcomes.
• Strong analytical skills, including comfort building and maintaining reporting/dashboards and using data to drive decisions and prioritize effort.
• Experience influencing cross-functional teams (Sales, Marketing, BDR, Product) without direct authority, including comfort raising issues to senior stakeholders.

Preferred Experience

• Experience working with or alongside GRC/compliance automation platforms (e.g., Vanta, Drata) or audit and advisory firms.
• Experience managing referral, deal-registration, or split-credit processes between partner organizations.
• Background supporting go-to-market motions across multiple customer segments.

Skills & Attributes

• Operationally minded, with a bias toward building durable processes rather than solving the same problem repeatedly.
• High EQ — able to read a relationship, tend to it before it breaks, and know when a situation calls for diplomacy versus escalation.
• Strong written and verbal communicator who can translate between audit/compliance language and commercial or product language.
• Comfortable operating in ambiguity and helping define best practices for a growing partnerships function.

Equal Opportunity

Thoropass provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Even if you feel you don’t meet every requirement, consider applying! Thoropass acknowledges the research which shows that women and people of color are less likely to apply for jobs when they don’t meet all of the stated qualifications. However, we’re looking for authentic innovators to blaze new trails and you just may be the right person for this or another role.