[Hiring] Director of Partnerships @ZipLiens

Role Description

Zipliens' Director of Partnerships builds and leads our partnerships function at the strategic level. You will carry a number towards which you will originate and close priority relationships with business-level partners, including:

• Management services organizations (MSOs)
• Multi-office and national firms
• Legal-tech and case management platforms
• Industry associations

You will operationalize the referral and channel programs that bring qualified opportunities into the pipeline without a cold outbound motion.

The most successful persona for this role not only brings the required experience and outcomes, but is also highly personable and can go from relationship building and networking to negotiating at the executive table. You will own who partners with Zipliens, on what terms, and why, and you will work as a high-performing individual contributor inside the sales organization:

• Building your own pipeline
• Running complex deals from first conversation to signed agreement
• Holding yourself to the same forecasting and CRM discipline as any quota-carrying seller

You will report to the VP of Sales once that role is filled; in the interim, you will report to the Chief Customer Officer. You will partner closely with:

• Sales Development
• Account Executives
• Customer Success
• Marketing
• Product
• Legal
• Finance

to make sure partner relationships turn into pipeline, signed agreements, and retained revenue.

Qualifications

• 7+ years of experience in partnerships, strategic alliances, channel sales, or enterprise business development, ideally in B2B services, legal tech, or the personal injury legal ecosystem.
• Track record of originating, negotiating, and closing strategic partnerships with enterprise or multi-entity organizations, and structuring those agreements with support from Legal.
• Demonstrated experience building or scaling a referral or partner program from an early stage, with measurable revenue outcomes.
• Proven quota-carrying sales performance: consistent attainment, experience running complex multi-stakeholder deal cycles, and forecasting accuracy.
• Strong sales process and CRM discipline, with hands-on HubSpot experience preferred, for pipeline tracking and partner attribution.
• Strong relationship-builder with executive presence, credible with attorneys, law firm leadership, MSO and vendor executives, and internal leaders alike.
• Ability to build structure in ambiguous environments and operate with autonomy, while collaborating across Sales, Customer Success, Marketing, Product, and Legal.
• Experience coaching or enabling teammates; people leadership experience is a plus.
• Willingness to travel for partner relationship building and industry events (up to 40%+).

Requirements

• Strategic Partnerships & Enterprise Alliances
• Partnership Strategy: Define the partnership strategy and target partner map across our Single Event and Mass Tort segments and new verticals as they arise.
• Strategic Entity Relationships & Deal Structuring: Originate, negotiate, and close relationships with business-level partners.
• Executive Sponsorship: Act as the executive sponsor for Zipliens' top partners.
• Co-Development: Work with Product to identify integrations, co-sell motions, and co-marketing opportunities.
• Referral & Channel Program
• Program Ownership: Own the strategy, growth, and health of Zipliens' referral and channel partner network.
• Partner Recruitment: Identify and recruit new referral and channel sources.
• Partner Retention: Maintain and grow existing relationships.
• Sales Execution & Pipeline
• Quota & Forecast: Carry a revenue target for partner-sourced and partner-influenced business.
• Pipeline Building: Build and work your own pipeline in HubSpot.
• Deal Execution: Run discovery, qualification, and multi-stakeholder deal cycles.
• Sales Enablement: Equip Sales Development and Account Executives with partner plays, talk tracks, and co-sell materials.
• Partner Enablement & Program Operations
• Attribution & Tracking: Track partner and referral-sourced pipeline in HubSpot.
• Partner Enablement: Build the materials and processes partners need to refer business effectively.
• Budget Ownership: Propose and manage the partnerships budget.
• Cross-Functional Alignment
• Pipeline Routing: Partner with Sales Development and Account Executives.
• Marketing Collaboration: Partner with the Director of Marketing.
• Customer Success: Work with Customer Success on onboarding and retention.
• Reporting: Report partnership pipeline, revenue, program health, and the partnership plan.
• Industry Presence & Market Intelligence
• Executive Presence: Represent Zipliens at conferences and industry events.
• Market Fluency: Stay current on the referral, vendor, MSO, and legal-tech landscape.

Benefits

• Private Health Care Plan (Medical, Dental & Vision)
• Company HSA contributions for HDHP participants
• Flexible Spending Accounts (Health & Dependent Care)
• Company-Paid Short-Term Disability Coverage
• Voluntary Long-Term Disability, Life, AD&D, and Supplemental Coverage Options
• 401(k) Plan with Company Match
• Paid Time Off (Vacation, Sick Time & Select Holidays)
• Paid Parental Leave