[Hiring] Head of Partnerships @Lokalise

Role Description

As Head of Partnerships, you will own the global partnerships function, reporting directly to the Chief Revenue Officer. This is a senior commercial role for someone who can shape the strategy, build the operating model, develop our most important partner relationships, and turn partnerships into measurable pipeline and revenue.

• Lokalise's partner ecosystem spans strategic technology platforms, cloud providers, agencies, solutions partners, and referral partners.
• A major opportunity lies in helping those partners see localization as a broader growth and customer experience lever, not just a translation workflow.
• You will define how we identify, activate, and scale the right partnerships across EMEA, the US, and beyond, while building and developing your team.

What You Will Do

• Define and own the global partnerships strategy, covering partner segmentation, prioritization, tiering, commercial model, lifecycle, operating cadence, and go-to-market approach.
• Take direct accountability for meeting partnership-sourced and partnership-influenced pipeline and revenue targets.
• Lead and grow strategic partner relationships, including technology platforms, agencies, solutions partners, and referral and ecosystem partners globally.
• Build joint value propositions and go-to-market plans that drive mutual growth, pipeline, and revenue; develop co-sell and co-marketing motions in close collaboration with Sales, Marketing, Customer Success, and Revenue Operations.
• Champion partners internally across Sales, Customer Success, Marketing, and Product, ensuring teams understand where and how partners can help Lokalise win.
• Build, own, and continuously improve the partner lifecycle: from identification and qualification through onboarding, enablement, activation, and performance management.
• Recruit and enable new partners across priority markets, with a primary focus on EMEA and the US.
• Lead, coach, and develop your team; represent Lokalise at key industry events and ecosystem forums, with occasional travel required.

Qualifications

• Proven track record of building and scaling partnerships in a B2B environment, owning the function end-to-end, from strategy and segmentation through to recruitment, enablement, activation, and consistent delivery against commercial targets.
• Experience building joint go-to-market plans, co-sell motions, and co-marketing activity with technology partners, cloud partners, or solutions partners.
• Strong commercial acumen with clear evidence of generating pipeline and revenue through partner channels.
• Strong prioritization skills, with the judgment to focus on the partners and motions that can materially move the business.
• Experience working with product and technical teams to support integration, technology, and platform partnerships.
• Experience managing or developing others, with the ability to build a high-performing team while remaining close to the work and willing to execute directly.
• Exceptional stakeholder management and relationship-building skills, with the ability to build trust and influence at C-suite and executive level, both internally and externally.
• Comfortable leveraging AI tools and approaches in your work, with a proactive mindset to explore and apply AI in ways that enhance productivity, decision-making, and go-to-market impact.

It's a Plus If You Have

• Experience working with agencies, systems integrators, digital consultancies, CMS partners, DXP partners, or marketing technology ecosystems, and helping them build services around a new product proposition.
• Experience building or scaling a partnerships programme from the ground up.
• Prior experience in localization technology, AI-enabled SaaS, content automation, or digital experience ecosystems.
• Familiarity with partner management platforms or CRM tools (e.g., Salesforce, PartnerStack).

Benefits

• 💰 Competitive salary and employee stock options.
• 🌍 Fully remote setup with flexible working hours.
• 🏢 Co-working budget for those days you want a change from your home office.
• 🌴 Flexible vacation policy to recharge when you need to.
• 🖥️ Home office setup budget: monitor, desk, ergonomics, whatever helps you do your best work.
• 📚 Learning & development budget to grow your skills and career.
• 🏥 Health insurance to keep you covered.
• 🧘 Wellness allowance to support your mental and physical well-being.
• 🤝 Great startup culture: remote but close-knit, with regular retreats and social events to stay connected.