Director of Partnerships

PandaDoc is looking for a Director of Partnerships to own the strategy, growth, and revenue outcomes of our partner ecosystem. Our vision is a partner ecosystem that consistently drives revenue, increases adoption, and expands our ability to serve — and this role is the engine behind that vision. You’ll lead a team across Solutions Partners, ISV integrations, and Scaled Partners, building the repeatable, scalable partner sales and services model that drives pipeline, boosts core adoption, and improves efficiency across the business. Our ideal candidate is a revenue-first partnerships leader who can operate strategically and executionally — someone who builds trust with partners and AEs alike, and knows how to translate partner activity into closed ARR. This is a US-based, fully remote role reporting to the SVP of Sales. In this role, you will: Partner program ownership : own the overall partner program strategy across Solutions Partners (Registered, Silver, Gold, Platinum tiers), Core ISVs (Salesforce, HubSpot, Pipedrive), and Scaled partners — driving partner-sourced pipeline, service-attached revenue, and partner-influenced ARR Team leadership : recruit, enable, and develop a high-performing team including Partner Managers, Technical Enablement, Partner Marketing, and Partner Operations Revenue and pipeline accountability : build and execute joint GTM plans with strategic partners to drive qualified pipeline, co-selling motions, and closed revenue; hold the team accountable to partner win rates and AE activation Solutions partner program : develop and scale the Solutions Partner tier program (Registered through Platinum), including partner progression, certification, MDF, co-marketing, and enablement frameworks ISV partnership strategy : unlock more from Core ISVs through partner marketing, co-selling, and field enablement; own ISV pipeline and CRM channel management across Salesforce, HubSpot, and Pipedrive Cross-functional alignment : partner closely with Sales, Marketing, Product, CS, and RevOps to ensure the partner ecosystem is tightly integrated with company GTM priorities and sales motions Data and performance management : define and own the key metrics that matter: partner-sourced pipeline, partner service-attached revenue, partner-influenced ARR, net new active partners, referrals per partner, and % of AEs actively using the partner program Executive partner relationships : represent PandaDoc at the executive level with strategic partners and build the “Wealth of Knowledge” relationships that give us a durable competitive advantage About you: 8+ years of experience in partnerships, channel sales, or business development — ideally in B2B SaaS Proven track record of building or materially building and scaling a partner program that drove measurable ARR impact Deep familiarity with the full partner ecosystem: Solutions/SI partners, ISVs, referral and affiliate programs, and marketplace channels Strong revenue ownership mindset — you know how to connect partner activity to pipeline, win rates, and closed deals, and you hold your team accountable to those numbers Experience managing and developing a team of partner managers and cross-functional program owners Excellent cross-functional collaborator who can influence without authority across Sales, Marketing, Product, and CS Deep knowledge of CRM ecosystems (Salesforce, HubSpot, Pipedrive) and how ISV partnerships create combined workflow value Exceptional communicator and relationship builder — partners trust you quickly, and so does your team Company Overview: PandaDoc empowers more than 70,000 growing organizations to thrive by taking the work out of document workflow. PandaDoc provides an all-in-one document workflow automation platform that helps fast scaling teams accelerate the ability to create, manage, and sign digital documents including proposals, quotes, contracts, and more. For more information, please visit https://www.pandadoc.com. Company Culture: We’re kn