Head of Partnerships & Channel Sales - San Francisco Bay Area

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Have strong opinions and can defend them

People who struggle here:

• Need extensive hand-holding

• View high expectations as “unreasonable”

• Actually prioritize work-life balance

• Can’t handle ambiguity or rejection

• Prefer consistent routine over fast-changing priorities

Key responsibilities:

Revenue & Pipeline Ownership

• Responsible for partner-sourced pipeline across North America

• Track and optimize partner performance, including pipeline contribution, deal progression, and revenue outcomes

Partner Ecosystem Development

• Build, scale, and manage a high-impact partner ecosystem across consultancies, system integrators, technology platforms, and industry advisors

• Identify, recruit, and activate high-value partners that consistently generate qualified pipeline

• Build and maintain strong executive relationships across key partner organizations

Go-to-Market & Partner Enablement

• Develop and execute joint go-to-market initiatives with partners, including events, webinars, campaigns, and targeted introductions

• Enable partners with clear positioning, training, and sales collateral to effectively represent Flagright in the market

• Design and implement structured partner programs, incentives, and engagement models that drive consistent performance

Product & Strategic Collaboration

• Identify and drive integration and product collaboration opportunities that strengthen distribution through the partner ecosystem

• Provide strategic insights to leadership on ecosystem opportunities, market dynamics, and partner-driven growth levers

Team Leadership & Scaling

• Build, lead, and develop the partnerships function, including managing and scaling a team of Partnerships Managers

• Recruit, onboard, and mentor top partnerships talent

Who we are looking for:

• 5+ years of partnerships experience within B2B enterprise SaaS, ideally across fintech, payments, banking, compliance, risk, or financial infrastructure

• 2+ years of experience in channel sales and partner enablement

• Proven track record of building and scaling high-impact partnerships that drive measurable revenue outcomes

• Strong strategic thinking with the ability to navigate complex stakeholder dynamics and align diverse incentives

• Experience operating in cross-functional, global environments, with the ability to build trust across teams, cultures, and time zones

• Excellent executive presence, with strong communication, negotiation, and presentation skills

• Ability to translate strategy into clear execution plans and operate effectively in ambiguous, fast-moving environments

• Data-driven mindset, with the ability to measure partnership ROI, analyze performance, and identify optimization levers

• Based in the Bay Area with the right to work in the USA (no visa sponsorship available), this is a fully in-person role at our Santa Clara office

• Willing and able to travel up to 50% of the time

What we offer:

• Housing subsidy for those living within 1 mile of the office

• Leadership position with direct influence on Flagright’s partnership strategy and focus

• Reports directly to the CEO

• Product with clear, real-world differentiation

• High-bar environment focused on execution, learning, and continuous improvement

• Get equity from day 1 at a Y Combinator startup

• Work alongside a highly competent, top-tier team, including professionals from Y Combinator, ex AWS, and Palantir

• Enjoy a low-bureaucracy environment, minimal meetings, and an asynchronous communications culture