Director of Product Partnerships

About the role

We are seeking a Director of Partnerships to help build and lead GC AI’s partner engine, turning strategic relationships into a scalable, revenue-generating growth channel at a pivotal moment for the company.

Responsibilities

• Define & Execute Partner Strategy: Along with the VP of Partnerships, you'll own GC AI’s end-to-end partner engine, map the legal tech ecosystem, prioritize high-leverage partner types (channel, integrations, strategic alliances), and build repeatable motions that drive scalable ARR with low CAC.
• Build Channel & Revenue Partnerships: Launch and scale referral, reseller, and managed service programs from zero; source/onboard partners design incentives, co-selling frameworks, and attribution to generate qualified pipeline and predictable revenue.
• Develop VC & High-Influence Referrals: Manage bespoke VC-led referral channels with warm intros, qualification guardrails, white-glove handoffs, and quality-focused metrics (conversion, time-to-value, repeat referrals) to protect trust and credibility.
• Drive Ecosystem & Integration Partnerships: Identify and launch strategic tech integrations that embed GC AI into legal workflows; collaborate with Product/Engineering to prioritize, scope, and deliver features that boost retention and position GC AI as core infrastructure.
• Enable Partners & Operations: In partnerships with Sales Enablement, Revenue Operations and Marketing, create onboarding, certification, enablement, co-marketing, and performance tracking systems; establish KPIs (pipeline influence, ROI, partner-sourced revenue) and maintain proactive relationships as the single point of accountability.
• Provide Market Intelligence: Monitor legal tech, AI, and enterprise trends; represent GC AI in ecosystems/events; feed insights to Product, Sales, Marketing, and leadership to shape roadmap, positioning, and GTM.
• Collaborate Cross-Functionally: Partner closely with Sales, Marketing, Product, Revenue Operations, Finance, and the exec team to align on strategy, attribution, and ecosystem plays that reduce adoption friction and accelerate growth.

Requirements

• 7+ years in partnerships, business development, or channel roles in B2B SaaS, with at least 3+ years leading partner programs or teams in high-growth environments.
• Proven success building and scaling partner motions (channel/revenue, integrations, strategic alliances) that deliver measurable revenue, pipeline, and ecosystem impact.
• Experience sourcing, negotiating, onboarding, and managing partners (resellers, ISVs, VCs, advisors) to drive qualified leads, adoption, and retention.
• Experience designing incentive structures, enablement programs, attribution models, and performance reporting to create predictable, data-driven partner channels.
• Strong cross-functional collaboration with Sales, Product, Marketing, Revenue Operations, Finance, and leadership to align partnerships with broader GTM goals.
• Demonstrated ability to map ecosystems, prioritize opportunities based on ROI/leverage, and turn "partner interest" into repeatable revenue.
• Excellent relationship-building, negotiation, and communication skills, with a history of engaging senior stakeholders (e.g., GCs/CLOs, VC partners, execs) in complex deals.
• Analytical mindset with expertise in tracking KPIs (e.g., partner-influenced revenue, conversion rates, ROI) and using data to optimize programs.
• Self-starter who thrives in fast-paced, ambiguous startup settings while balancing strategic vision with tactical execution.