GTM Partnerships

Accountabilities:

• • GTM strategy and execution: Execute go-to-market strategies across strategic partner ecosystems, including HRIS platforms, disability insurance carriers, payroll providers, PEO organizations, and point solutions.
  • Partnership development: Identify, evaluate, negotiate, and secure new partnerships that expand market reach, strengthen competitive positioning, and create new commercial opportunities.
  • Existing partnership growth: Deepen and operationalize strategic relationships by identifying opportunities for joint initiatives, co-selling, preferred partnerships, and shared service models.
  • Revenue and pipeline generation: Own pipeline creation, closed-won revenue, and retention generated through both new and existing partnerships, working closely with Sales to activate and manage partner-sourced opportunities.
  • Cross-functional leadership: Act as the internal champion for strategic partnerships, coordinating with Sales, Marketing, Product, Engineering, Service, and Operations teams to scope initiatives, maintain timelines, and deliver shared outcomes.
  • Partner enablement: Develop training materials, processes, tools, and resources that help partner organizations effectively position and promote the solution.
  • Performance management: Track partnership performance and commercial metrics, identify areas for improvement, and optimize programs to maximize ROI and sustainable growth.
  • Relationship management: Build trusted relationships with senior stakeholders and serve as the primary point of contact for strategic partners and shared customer initiatives.
  • Partnership infrastructure: Establish scalable processes, playbooks, operating rhythms, and frameworks that support the continued growth of the partnerships function.

  Requirements:

  • Experience: 5–7+ years of experience in partnerships, channel sales, business development, or a closely related commercial function.
  • Industry expertise: Direct experience working with insurance carriers, HRIS ecosystems, point solutions, or related HR technology partners, preferably in a high-growth environment.
  • Ecosystem knowledge: Strong understanding of the HR technology and/or insurance carrier landscape, including the dynamics and commercial models of strategic partnerships.
  • Commercial mindset: Demonstrated ability to generate pipeline, develop revenue opportunities, negotiate partnerships, and translate strategic relationships into measurable business results.
  • Strategic and hands-on approach: Ability to think strategically while also building programs, processes, and relationships from the ground up and executing against them personally.
  • Technical collaboration: Experience partnering with Product, Engineering, Technical, and Service teams on complex integrations or highly technical partnership initiatives.
  • Communication and influence: Excellent written, verbal, presentation, negotiation, and collaboration skills, with the ability to influence stakeholders both internally and externally.
  • Relationship building: Proven ability to develop and maintain strong relationships with senior decision-makers and strategic partners.
  • Adaptability: Highly self-motivated, results-oriented, comfortable with ambiguity, and able to thrive in a rapidly evolving environment.

  Benefits:

  • Competitive compensation: $153,233–$242,660 annually, depending on experience and location.
  • Performance-based earnings: Compensation structured with an 80/20 base salary-to-commission split.
  • Remote flexibility: Fully remote position with a distributed team across the United States.
  • Meaningful mission: Opportunity to contribute to a product that helps organizations navigate complex employee leave processes and supports employees during important moments in their lives.
  • Growth environment: Join a fast-growing, venture-backed organization where you can help build and scale a partnerships function from the ground up.
  • Collaborative culture: Work alongside talented, supportive, and diverse colleagues in a high-trust environment that values collaboration, humility, and results.
  • Career development: Opportunity to shape strategic initiatives, establish scalable partnership infrastructure, and have significant influence on company growth.
  • Inclusive workplace: Commitment to creating an environment where people from diverse backgrounds feel supported, respected, and empowered to do their best work.