Director, Product Management - App Marketplace (Partnerships)

Accountabilities:

• • Build and own a high-quality pipeline of potential marketplace partners, ranging from major software platforms to specialized vertical-focused applications.
  • Own the complete partnership lifecycle, from prospecting and initial conversations through business cases, commercial negotiations, technical scoping, launch, and post-launch growth.
  • Negotiate commercial agreements covering revenue sharing, payouts, exclusivity, support obligations, referrals, and other marketplace economics in collaboration with Legal and Finance.
  • Serve as the senior relationship owner for strategic partners, developing long-term executive relationships beyond individual launches.
  • Define the marketplace ecosystem strategy by identifying priority categories, assessing market coverage, and determining where additional partner capabilities are required.
  • Conduct ongoing marketplace gap analysis using installation data, search behavior, support trends, agency feedback, and other customer insights to identify unmet needs.
  • Convert ecosystem gaps into actionable partner targets, recruitment strategies, and signed partnerships.
  • Own marketplace GMV and revenue targets, including forecasting, performance reporting, and communication of results to leadership.
  • Identify and develop additional revenue opportunities, including revenue-share models, paid placement, bundles, and two-way referral opportunities.
  • Monitor ecosystem health through metrics such as installations, active usage, partner retention, revenue per partner, and marketplace-driven revenue retention.
  • Collaborate with Finance on partner billing, multi-currency payouts, taxation, and other operational requirements across international markets.
  • Partner with GTM and Marketing teams to create effective launch strategies, including in-app promotion, announcements, agency communications, webinars, and co-marketing.
  • Develop repeatable marketplace launch processes and playbooks that improve speed, consistency, and partner performance over time.
  • Activate partners as a reverse acquisition channel by leveraging their audiences to generate awareness and growth.
  • Work with Sales and Customer Success to position the marketplace as a driver of customer retention, expansion, and overall platform value.
  • Bring partner feedback and market intelligence into product and engineering priorities, advocating for API, billing, or infrastructure improvements required to unlock ecosystem growth.
  • Represent the platform with developers, technology partners, and executive stakeholders through industry events, community engagement, and strategic conversations.
  • Mentor existing team members and contribute to building a partner-management organization as the marketplace scales.

  Requirements:

  • 12+ years of experience in partnerships, business development, alliances, ecosystem development, or similar commercial roles within the software industry, with progressively increasing scope and responsibility.
  • At least 4 years of direct experience working with an app marketplace, developer ecosystem, platform partnerships, or similar SaaS ecosystem program.
  • Demonstrated success closing partnerships with established software companies and taking those partnerships through successful technical integration and launch.
  • Proven commercial ownership of a meaningful GMV, revenue, or pipeline target, with a strong track record of delivering against goals.
  • Strong understanding of marketplace commercial models, including revenue share, payouts, referral fees, co-selling arrangements, and partner economics.
  • Sufficient technical fluency to confidently discuss APIs, webhooks, OAuth, integration requirements, technical scope, and platform capabilities with technology partners and engineering teams.
  • Strong analytical capabilities, with the ability to evaluate installation, usage, retention, revenue, and other marketplace data to distinguish high-performing partnerships from low-impact ones.
  • Excellent communication, negotiation, relationship-building, and executive presentation skills.
  • Strong commercial judgment and the ability to balance partner needs, customer value, and business objectives.
  • Experience in B2B SaaS marketplaces, particularly within CRM, marketing automation, communications, e-commerce, or adjacent platform ecosystems, is highly desirable.
  • Experience working with agencies, resellers, or partner-led business models is a plus.
  • A technical background, such as computer science, software development, or solutions engineering experience, is advantageous.
  • Experience managing partnerships across multiple regions, including multi-currency and tax considerations, is preferred.
  • Experience building a partner ecosystem or program from an early stage rather than managing only a mature ecosystem is a strong advantage.
  • Comfortable operating in a fast-moving, highly autonomous environment where experimentation, ownership, and measurable outcomes are valued.

  Benefits:

  • Strategic ownership of a major marketplace growth channel with high visibility across the organization.
  • Significant autonomy to define ecosystem strategy, recruit partners, negotiate deals, and deliver commercial results.
  • Opportunity to work closely with experienced Product, Engineering, Data, GTM, Marketing, Finance, and Customer Success teams.
  • Scope to build and scale the partner-management function as the ecosystem expands.
  • Global, remote-first working environment with colleagues across multiple countries.
  • Exposure to a large-scale B2B SaaS platform and a rapidly growing technology ecosystem.
  • Opportunity to work with well-known software partners and shape strategic platform relationships.
  • Fast-paced, lean operating culture that encourages experimentation and rapid execution.
  • Strong emphasis on continuous improvement, innovation, ownership, and customer value.
  • Opportunity to develop expertise in marketplace economics, ecosystem strategy, SaaS partnerships, and international growth.