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
• Able 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

Nice to have (but not required)

• Experience in CPG, retail, or the broader commerce ecosystem
• Existing network in the Shopify ecosystem (apps, agencies, SIs)
• Experience with modern partner tools
• Experience as an early partnerships hire at a seed- or Series A-stage startup

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