Director of Partner Marketing

Job Summary

Pets Best is seeking a Director of Partner Marketing who will be responsible for driving sustained growth through partner and third-party distribution channels, including employee benefits and perk sites, affinity programs, veterinary and pet shelter networks, and other external distribution partners. This role owns the end-to-end partner marketing and sales enablement strategy, serving as a growth partner to Business Development and a connective tissue across Marketing, Product, Finance, Operations, and Analytics.

Main Responsibilities

• Own and execute a comprehensive partner marketing and sales enablement strategy to drive pipeline, demand, conversion, and revenue through third-party distribution channels

• Serve as a strategic partner to Business Development to:

  • Onboard new distribution partners
  • Develop marketing proposals, co-marketing strategies, and launch plans
  • Enable deal conversion through high-quality presentations, business cases, and forecasts

• Co-own partner channel performance, operating as a growth leader rather than a downstream support function

• Design and scale partner marketing frameworks, playbooks, and GTM models aligned to varying partner types and levels of maturity

• Build self-serve enablement capabilities for partners with sophisticated marketing organizations, while maintaining high-touch support for strategic accounts

• Develop and standardize partner enablement tools, including:

  • Marketing toolkits and asset libraries
  • Content, messaging, and campaign frameworks
  • Training materials, playbooks, and onboarding resources

• Drive measurable improvements in demand generation, conversion rates, CPA, AWP, and customer experience across partner channels

• Define success metrics, dashboards, and reporting frameworks to track and optimize partner-led growth

• Apply data, testing, and experimentation to continuously improve partner marketing effectiveness

• Support portfolio-level and key account performance reviews with distribution partners

• Strengthen partner relationships through delivery of value-added insights, optimization strategies, and marketing leadership

• Ensure partners meet performance targets, brand standards, and compliance requirements

• Partner with Business Development to resolve escalated partner issues impacting growth or customer experience

• Ensure partner marketing efforts are tightly integrated with enterprise campaigns, product priorities, and broader GTM strategies

• Team Leadership & Organizational Development

  • Build, lead, and develop a high-performing partner marketing and enablement team
  • Define future-state organizational structure, roles, and skills required to support scale
  • Establish operating models, performance expectations, and career development paths
  • Foster a culture of accountability, insight-driven decision-making, and continuous improvement

Basic Qualifications

• Bachelor’s degree or equivalent experience in marketing, business, or a related field
• 8–12+ years of experience in partner marketing, channel marketing, B2B/B2B2C growth, or sales enablement
• 5+ years of experience leading and developing high-performing teams
• Proven track record driving growth through third-party distribution or partner ecosystems
• Experience building scalable partner marketing programs and enablement infrastructure
• Strong executive presence with experience influencing senior and C-level stakeholders
• Highly analytical and commercially oriented, with experience using data to drive optimization and decision-making
• Willingness to travel 10–30% as business needs require

Preferred Qualifications

• Strong communication and interpersonal skills
• MBA and/or deep experience in insurance, financial services, or regulated industries
• Strong understanding of partner ecosystems, B2B2C distribution models, and channel economics
• Expertise in digital marketing, demand generation, and co-marketing strategies
• Strategic thinker with a strong execution bias; capable of building systems, not just managing relationships
• Innovative mindset with a passion for testing, learning, and scaling what works
• Exceptional communication, storytelling, and presentation skills
• Narrative-driven leadership approach focused on mutual growth and long-term partnerships