[Hiring] Director, Strategic Partner Sales @Remote.com

Role Description

We are looking for a senior partnerships leader to own the commercial success and ongoing relationship with a portfolio of Remote’s most strategic embedded partners. This person will be responsible for driving bookings & ARR across partner-sold and partner-sourced motions (quota carrying). They will own the revenue line for these partnerships and will be accountable for making the partnerships successful commercially, operationally, and strategically.

The role sits at the intersection of partner relationship management, sales leadership, go-to-market execution, and cross-functional orchestration. The primary focus is commercial:

• Helping partners generate demand
• Enabling their sellers
• Closing deals
• Improving conversion
• Building repeatable motions that allow them to sell Remote products increasingly independently

This is not a “manage the partner relationship and hope revenue follows” role. It is a commercial leadership role where the partnership relationship exists in service of revenue growth, partner independence, and long-term embedded success.

Qualifications

• Exceptionally sharp business judgement
• Excellent communicator and evangelist
• Strong operating rigor
• Strong executive presence
• Dare to dive deep
• Deal maker
• Manage through influence
• Experience building, hiring and managing a high-performance team
• Willingness to travel 20–40%
• Experience owning revenue motions and owning a number
• Experience in top-tier consulting, finance, or big tech - and in B2B tech startups/scaleups
• Experience building and operating new businesses, product, or sales motion
• Bonus points for experience in HR Tech, Fin Tech, or Embedded partnerships

Requirements

• Own commercial outcomes for strategic embedded partners
• Own a portfolio of Remote’s largest embedded HR technology partnerships
• Carry an annual bookings target of $10M+
• Be accountable for the commercial performance of the partnership, including pipeline generation, conversion, bookings, ARR, ASP, retention, and expansion
• Build and execute partner account plans that translate strategic partnership potential into measurable revenue outcomes
• Identify where revenue is blocked, where and why performance is below potential, and what needs to change across partner GTM, Remote GTM, product, process, enablement, pricing, or operations
• Manage commercial exceptions, pricing escalations, deal support, and channel conflicts where needed
• Help partner sellers become increasingly independent in generating, qualifying, selling, and closing Remote opportunities
• Build repeatable partner sales motions across partner-sold, partner-sourced, and co-sold opportunities
• Partner with enablement, solutions consulting, partner marketing, and embedded sales teams to ensure partner sellers know what to sell, how to sell it, and when to bring Remote in
• Drive a clear path from Remote-supported selling to partner-led selling
• Own the overall relationship health with strategic embedded partners
• Build trusted relationships with senior / C-level stakeholders within the partner organization
• Keep partners engaged, motivated, and accountable to the joint commercial plan
• Run structured business reviews with clear performance insights, decisions, next steps, and ownership
• Define, test, and optimize sales motions across partner-sold, partner-sourced, and co-sold models
• Create playbooks for demand generation, enablement, sales process, partner seller activation, deal support, QBRs, and partner performance management
• Manage a team of partner account managers and embedded sales leads supporting the partner portfolio
• Act as the commercial and relationship orchestrator across Remote for the partner portfolio

Benefits

• Work from anywhere
• Flexible paid time off
• Flexible working hours (we are async)
• 16 weeks paid parental leave
• Budget towards co-working spaces, learning and wellness (including gym memberships)
• Mental health support services
• Stock options
• Home office budget & IT equipment