[Hiring] Director, Partnerships @Disco

Role Description

You'll open doors with the next wave of commerce platforms (post-purchase, shipping, returns, loyalty, reviews, 3PLs and marketing tools) and turn the partners already live into our biggest revenue lines. You run the partner journey from the CEO conversation through pilot, a fast pilot exit and a hands-on expansion month, then hand off to Growth and Customer Success to scale. This is a biz dev and strategic partnerships role, not a pure sales seat.

• Land new platforms at the CEO level and set up pilots to win.
• Inherit live partners and grow them through new page types, deeper merchant penetration and better yield.
• Map and build relationships across each partner's finance, CS, sales, analyst and executive teams.
• Build forecasts from page volume, page types and order data that a partner's CFO and board will sign off on.
• Shape partner incentive plans and packaging, and own the build vs. buy vs. partner answer.
• Create pitch decks, talk tracks, forecasts and QBRs for C-suite, partnerships, sales and CS audiences.
• Present the best integration path for each partner and bring in Disco engineering. Engineering owns the build.
• Hand scaling partners to CSMs and keep the executive relationship.

Qualifications

• Channel or strategic partnerships experience at commerce SaaS, payments or fintech.
• Deep understanding of how commerce software makes money and how partner sales teams get paid.
• Credibility with CEOs, CFOs and partner sales teams.
• Comfort building a forecast yourself.
• Energy for ambiguity. Part of the playbook exists; you'll write the rest.
• Curiosity beyond your lane.

Requirements

• 30 days: Learn our positioning, values, partner map and playbook. Go deep on the pilot phase and how to exit it fast.
• 60 days: Move one prioritized larger partner beyond pilot, with new merchants going live.
• 90 days: Run several new doors at once. Execute a contract with a new platform and set its pilot up to win.

Benefits

• Flexible PTO + 12 paid holidays + 3 company-wide DisConnect Days
• $250/month lifestyle stipend for the things that support your wellbeing
• $100/month Disco credit to shop from brands in our network
• $750/month childcare stipend for family care
• $132/month commuter benefit
• $500 home office setup reimbursement
• $20 daily Grubhub credit when working from our SF or NYC offices
• 401(k) to help you invest in your future
• Comprehensive insurance (medical, dental, vision & life)
• Target OTE: $220,000 to $250,000, plus quarterly commission on the net new business you activate, including new partners you sign and new merchants, page types and placements you launch within your accounts. Top performers can earn above target. Plus a competitive equity package and benefits.