Partner Development Manager, Strategic Partnerships
About Us
At BambooHR, we're building a people intelligence platform that transforms HR and sets people free to do great work. We're a proven market leader driving innovation while building lasting success through thoughtful, sustainable growth. Here, you'll find a place that champions growth—both professional and personal, both individual and collective. We invest in potential, giving you the space to stretch your capabilities and turn good ideas into reality while providing the safety net of a supportive, values-driven culture. Our approach combines meaningful work with meaningful lives, offering competitive benefits, professional development, and the flexibility to thrive both in and outside the office. What sets us apart isn't just what we do, but how we do it: with openness, integrity, and a shared commitment to doing the right thing.
AI at BambooHR: We believe AI is a powerful partner in setting people free to do great work. We're leaning into intelligent tools to streamline workflows, giving us more time for high-impact innovation. We look for curious, forward-thinking people ready to explore how AI can elevate their work and help us reimagine the future of HR.
Responsibilities
- Partner Sourcing & Acquisition (Hunter Motion)
- Identify, target, and recruit net-new referral, marketplace, and strategic partners
- Build and execute a partner acquisition strategy aligned to revenue and product priorities
- Develop a strong pipeline of high-impact partners that drive:
- Direct revenue generation
- Channel support and distribution
- Product ecosystem expansion
- Deal Structuring & Negotiation
- Lead end-to-end deal execution, including:
- Commercial terms
- Revenue share models
- Partnership frameworks
- Serve as the primary negotiator for all new partner agreements and renewals
- Partner closely with Legal to structure and finalize contracts
- Ensure agreements align with company financial and strategic objectives
- Lead end-to-end deal execution, including:
- Pipeline & Revenue Ownership
- Own partner-sourced pipeline targets and revenue contribution
- Track and report on partner performance and ROI
- Drive accountability for partners to deliver measurable business impact
- Manage and track partner progress utilizing appropriate tools, ensuring clear visibility and communicating impact to all relevant internal stakeholders
- Market Intelligence & Strategy
- Leverage market insights, competitive intelligence, and customer needs to inform partner strategy
- Identify gaps in product, distribution, or capabilities and source partners to fill them
- Translate external trends into actionable partnership opportunities
- Cross-Functional Collaboration
- Partner with Product to align on integrations and ecosystem priorities
- Collaborate with Sales and Channel teams to ensure partner-sourced opportunities convert
- Work with Marketing to support partner launches and GTM activation
- Act as a key liaison between external partners and internal stakeholders
Requirements
- 5–10+ years in partnerships, business development, or channel roles
- Proven success in a hunter role (net-new partner acquisition, not just account management)
- Exceptional negotiation skills with experience structuring complex deals
- Experience owning or influencing contracts, commercial terms, and partner economics
- Strong track record of driving pipeline and revenue through partnerships
- Ability to operate cross-functionally with Legal, Product, Sales, and Marketing
- Experience in HCM, HR tech, payroll, or adjacent SaaS ecosystems preferred
- Familiarity with CRM/PRM systems and proficiency in key tools such as Salesforce
- Strong strategic thinking with ability to translate market insights into execution
What Will Make Us Really Love You
- Consistently lands high-value partners that materially impact revenue
- Builds a repeatable partner acquisition engine, not just one-off deals
- Negotiates favorable, scalable deal structures
- Identifies ecosystem gaps early and fills them with smart partnerships
- Creates a balanced portfolio of partners (revenue + product + channel leverage)
Benefits
- Comprehensive health, life, and disability insurance
- Generous leave policies that include:
- 4 weeks of vacation
- 12 company holidays
- Parental leave
- Volunteer time off
- 401k plans with up to 6% company match
- $2000 Paid-Paid Vacation bonus
- EAP through Headspace
A great company culture recognized by multiple organizations like Inc. and Salt Lake Tribune.
Employment is contingent on passing both a background and credit check. This is a remote position available in select U.S. states.