Director of Partner Management

The Director of Partner Management at Ivo is responsible for building and leading the company's partner engine, transforming strategic relationships into a scalable, revenue-generating growth channel. Reporting to the VP of Partnerships, this role involves defining and executing the partner strategy, launching and scaling referral, reseller, and co-sell programs, developing VC and trusted advisor channels, driving ecosystem and integration partnerships, enabling partners, and coaching the team.

Define & Execute Partner Strategy

• Map the legal tech ecosystem
• Prioritize high-leverage partner types
• Create repeatable motions to drive scalable ARR

Build & Scale Channel & Revenue Partnerships

• Design incentive structures, attribution models, and co-selling frameworks
• Create and manage referral, reseller, and co-sell programs
• Generate qualified pipeline and predictable revenue

Develop VC & Trusted Advisor Channels

• Manage bespoke high-trust referral channels
• Implement quality-focused metrics (conversion, time-to-value, repeat referrals)
• Protect credibility in VC-led warm intros and Big Four advisory relationships

Drive Ecosystem & Integration Partnerships

• Identify and activate strategic tech integrations
• Prioritize features to boost retention and position Ivo as core infrastructure
• Collaborate with Product and Engineering to integrate Ivo into legal and procurement workflows

Enable Partners & Build Operations

• Create onboarding, certification, enablement, and co-marketing programs
• Establish KPIs (pipeline influence, partner-sourced revenue, ROI)
• Own partner performance end to end

Hire, Develop & Coach the Team

• Set the standard for what great looks like
• Build playbooks for others to run
• Develop Partner Managers who can own increasingly complex relationships independently

Use AI as a Force Multiplier

• Power user of tools like Claude, ChatGPT, Clay, Gong, and similar
• Apply AI to account planning, partner outreach, meeting prep, and data enrichment workflows

Demo Ivo Credibly

• Present Ivo Intelligence, Review, and Assistant to partner sellers, SAs, and end-customer legal and procurement audiences
• Prepare for and present demos to potential clients

Feed Market Intelligence Back In

• Monitor legal tech and AI trends
• Represent Ivo in ecosystem events
• Bring structured signal to Product, Sales, and Leadership to shape roadmap and GTM positioning