Founding Director of Partnerships

ABOUT ROX Rox is building the AI-native revenue operating system for modern go-to-market teams. Backed by Sequoia, GV, and General Catalyst, we’re working with some of the most ambitious enterprise teams to replace fragmented CRM workflows with intelligent, autonomous systems. Rox connects data across the GTM stack, deploys AI agents to do real work, and gives revenue leaders a clear, shared picture of what actually drives outcomes. We’re a small, fast-moving Series A team taking on one of software’s most entrenched categories — and we’re winning by combining deep technical rigor with obsessive focus on usefulness. ABOUT THE PARTNERSHIPS TEAM The Partnerships team is a critical function designed to help scale the growth of Rox through creating and managing strategic relationships with key partners who can co-own the benefit of working with Rox. This team sits inside the GTM org, and is designed to source, accelerate, and aid in closing deals for Rox, while providing a win-win for our partners in the process. You’ll be joining at the ground floor as the first Partnerships hire. Our HQ is based out of San Francisco, while you will support sales teams across our key regions (Central out of Austin and East out of NY). The relationships you build — who we partner with, how we partner best, how we co-sell — will become the blueprint for the company. ABOUT THE ROLE This is a founding-level Director of Partnerships role for someone to sit directly alongside our Sales organization, acting as the ecosystem expert, a deal strategist, and the co-sell orchestrator who ensures the right partners are engaged in the right opportunities at the right time. Your mission: ensure partners are attached to every deal—whether for insight, influence, or co-selling—and that partner engagement drives measurable revenue outcomes. If you thrive at the intersection of sales execution, ecosystem strategy, and revenue accountability, and want to influence how a company builds its go-to-market motion from the ground up, this role is for you. WHAT YOU’LL DO - Build and manage a network of strategic partnerships for both technical partners (Databricks, Microsoft, Google, AWS, Snowflake, etc.) and SI partners (McKinsey, BCG, Slalom, Bain, Deloitte, Accenture, etc) - Work alongside Sales to align with partners at our target accounts and conduct deal strategy. - Create playbooks of how our GTM team engages our partners, document key mutual wins, and craft a repeatable motion as we scale. - Run education programs with partners on the value of Rox and how they can benefit from working with us. Additionally, run education for the GTM team to learn how our partners operate and how to best leverage them for mutual wins. WHAT SUCCESS LOOKS LIKE - In your first few days: You understand Rox’s product well enough to speak confidently about the platform and its value, you’ve identified key partners to go influence - Within a few weeks: Partner conversations are well underway, you identify a couple of accounts ideal to pilot the program. - Within a few months: You’re raising the bar — improving the sales motion, generating best practices working with partners, and most importantly, influencing revenue growth through closed deals. MUST-HAVE SKILLS - 5–8+ years of experience in partner sales, alliances, channel, or ecosystem-driven GTM roles - Demonstrated ability to influence closed-won revenue through partners - Experience working with complex sales cycles, multi-stakeholder deals, and enterprise buyers - Strong understanding of how partners influence buying decisions—not just transact - Ability to diagnose deals and prescribe the right partner strategy, not a one-size-fits-all approach - Comfort working on time sensitive deals while also identifying scalable patterns - Strong understanding of modern data ecosystems, including data warehouses and GTM stacks - Comfort operating in fast-moving, ambiguous environments where process is still being built - A track record of partn