[Hiring] Strategic Partnerships & Alliances Director @Airship

Role Description

The Airship Partnership team drives business relationships with solution partners (agencies and system integrators) and leading technology vendors to jointly deliver high-impact customer engagement and expand Airship's presence across the MarTech ecosystem.

We are looking for a Strategic Partnerships & Alliances Director – Americas to drive our partner strategy across the Americas. You will lead a lean, high-performing team while personally driving our efforts towards alliance development and managing executive-level relationships with our most strategic technology and solution partners. This is a player-coach role: you will set the strategic direction and execute alongside your team to drive co-sell revenue, partner enablement, and new alliance development.

What You'll Do

• Architect and scale the Agency Ecosystem.
• Design a world-class program, acting as the primary driver for both strategy and hands-on execution.
• Personally own the full partner lifecycle — from initial pitch to deal close — to build a bilateral revenue engine through jointly profitable GTM frameworks.
• Build Partner Enablement Programs.
• Collaborate with Marketing, Product, and Services to develop partner training, certification pathways, and sales playbooks that empower partners to independently position, sell, and deliver Airship solutions.
• Identify and Develop New Partnerships.
• Scout, evaluate, and onboard new strategic alliances and agency relationships.
• Assess partner potential based on market coverage, technical capability, and strategic fit.
• Drive Sourced and Co-Sell Revenue.
• Architect opportunity generation and co-selling motions to strengthen pipeline and accelerate deal velocity.
• Support joint account planning and grow partner-sourced and influenced revenue.
• Serve as the bridge between partner teams and Airship's direct sales organization.
• Lead and Mentor the Team.
• Manage and develop a team of one Technology Partner Manager.
• Foster a culture of accountability, collaboration, and results.
• Lead by example as a hands-on contributor.
• Own Strategic Partner Relationships.
• Cultivate senior and executive relationships with both our most important solution and technology partners.
• Develop and manage joint business plans with clear co-sell targets, shared KPIs, and regular QBRs.
• Measure and Optimize Performance.
• Establish clear metrics for partner-sourced pipeline, co-sell revenue, partner engagement, and enablement maturity.
• Report regularly to leadership with data-driven insights and recommended adjustments.
• Collaborate Cross-Functionally.
• Work closely with Sales, Customer Success, Services, Marketing, and Product to align partnership initiatives with company objectives.
• Serve as the internal voice of the Americas partner ecosystem.
• Represent Airship Externally.
• Attend and represent Airship at industry events, partner conferences, and executive briefings.
• Strengthen Airship's brand and partner program visibility across the Americas, jointly with the VP of Global Partnerships.

Qualifications

• 15+ years of experience in partnerships, alliances, business development, or channel sales within the SaaS or MarTech industry.
• Proven track record of building and scaling partner programs that drive measurable revenue impact.
• Strong executive presence with the ability to communicate and influence at the VP and C-level, both internally and with partners.
• Existing network of partner relationships across agencies or system integrators in the Americas.
• Deep understanding of customer engagement, mobile marketing, or digital marketing solutions.
• Analytical mindset with the ability to use data to set strategy, track performance, and tell a compelling story.
• Willingness to travel approximately 25-30% for partner meetings and industry events.

We'd Be Delighted If You Also Have

• MBA or advanced degree in Business, Marketing, or a related field.
• Experience leading cross-functional GTM initiatives in matrixed organizations.
• Previous experience at a high-growth SaaS company in the $50M–$200M revenue range.
• People management experience, including coaching and developing small teams.

Work Location & Travel Requirements

This position is fully remote and may require up to 10% travel based on business needs or as requested by your manager.

Compensation

• Starting Base Pay Range: $129,000 - $154,000 USD per year.
• On-target earnings (OTE) are approximately $185,000 - $220,000 USD annually, consisting of base compensation plus variable incentive pay based on performance.
• All offers include stock options so employees have the opportunity to benefit from Airship’s success.

Benefits

• Competitive medical, dental, and vision insurance options for you and your dependents.
• Flexible time off, company paid holidays, paid parental leave, and paid volunteer time off.
• Support for your overall wellbeing with mental health and wellness resources.
• Employer-subsidized life insurance as well as short-term and long-term disability.
• A digital-first work environment and a monthly stipend to support remote work.
• Mentorship and growth opportunities to build skills and accelerate professional development.
• And more!