[Hiring] Partnerships Lead @Lorikeet

Role Description

Partners already bring Lorikeet deals. Zendesk referrals, helpdesk and CCaaS platforms, and PE/VC portfolio networks have all brought us customers. But the program is still early: there's no tiering, no playbook, and no repeatable engine behind what's working. You'll turn those early wins into a partner channel that drives a real share of our pipeline, starting in the US and scaling across EMEA and APAC.

You'll report to our CRO and work closely with our AEs, Marketing and Forward Deployed teams. You'll own the partner program end to end, from design to signed partners to sourced revenue.

Qualifications

• 5+ years in partnerships, channel or alliances at B2B SaaS companies.
• At least 2 years owning a partner program or a partner-sourced revenue target.
• Experience building a partnerships program from the ground up.
• Comfortable making strategic calls with data.
• Hands-on with CRM: built partner attribution and reporting in Salesforce or HubSpot.

Requirements

• Deep experience in partnerships, channel or alliances at B2B startups.
• AI or customer support and CX tech experience is a big plus.
• Experience negotiating partner agreements: referral fees, reseller margins, revenue share and co-sell terms.
• Experience launching or growing an app marketplace listing on Zendesk, Salesforce AppExchange, HubSpot or similar platforms.
• Experience co-selling alongside an AE team.
• Ability to enable a partner's team to sell and deliver a technical AI product.
• Experience running partners across more than one region.

Benefits

• A culture that's genuinely different: low ego, high trust, no tolerance for talented jerks.
• A front-row seat to building something meaningful: real scope to shape the product and the company.
• Performance recognized in real time: promotions happen when you're ready.
• AI-native environment: every person at Lorikeet uses AI in their day-to-day work.
• Twice a year, the whole company flies to Hawaii for team-building.
• A recruitment process built on respect: simple informal chats followed by a paid work trial.