Head of Partnerships

What you'll do

• Build the partnership strategy:
  • Define our partner program structure, tiering, incentives, and economics.
  • Decide what kinds of partners (tech, agency, reseller, referral) matter most and why.
• SOURCE new partners:
  • Identify, recruit, and onboard new partners across CPG, retail, martech, and the Shopify ecosystem.
• GROW existing partnerships:
  • Deepen relationships with current partners,
  • Design incentives that drive consistent deal flow,
  • Turn warm partners into active referral sources.
• ENABLE partner sales teams:
  • Train our partners' sales and CS teams on Subtotal,
  • Build enablement materials,
  • Stay close enough to their reps that Subtotal is top of mind on the right deals.
• DRIVE integrations:
  • Work with engineering and product to scope, prioritize, and ship partner integrations,
  • Turn those integrations into real co-sell motion.
• RUN co-marketing:
  • Plan and execute joint campaigns, content, webinars, and co-sponsored events with partners.
• REPRESENT Subtotal in market:
  • Travel to industry events, conferences, and partner offices several times a year.

  What we're looking for

  • 4+ years of partnerships, channel, or business development experience, ideally in B2B SaaS.
  • Track record of building or scaling a partner channel that drove meaningful revenue.
  • Comfortable with both the strategic side (program design, incentives, structure) and the tactical side (working accounts, hosting calls, getting partners to actually send deals).
  • Strong relationship instincts—you can build trust quickly with operators, founders, and partner sales teams.
  • Ability to work cross-functionally with engineering on integrations and with marketing on joint campaigns.
  • Hungry, self-directed, and comfortable in a fast-paced environment where the playbook is still being written.
  • Willingness to travel to industry events, conferences, and partner meetings several times a year.
  • A bias toward action and learning by doing.

  What we offer

  • Base salary $140K - $180K
  • Performance-based bonuses tied to qualified partner referrals
  • Meaningful equity
  • Full paid health insurance for you and your family
  • Compensation Range: $140K - $180K