Strategic Partnerships Lead

About the role

Gumloop is the multiplayer AI agent builder. We believe the people who know the work best should be able to automate it, and use what they build to help their whole team do more. Anyone at a company can build, share, and optimize agents with any AI model and any integration. Teams can orchestrate those agents across their business, while IT keeps full control over data, access, and spend. We're a small team building as fast as humanly possible. Gusto, Ramp, Shopify, Samsara, Instacart, and Opendoor are running agents on Gumloop across their company. We've raised over $70M from Benchmark, First Round Capital, Y Combinator, Nexus Ventures to scale and are looking for people who care as much as we do to join the team. Here’s what life at Gumloop is like: Our beliefs – The Handbook, Our adventures – Wall of Photos, What we’re working on – Changelog, What our users are saying - Wall of Love. Gumloop helps organizations build and deploy AI-powered workflows.

Responsibilities

• Own the commercial outcome. Build partner-sourced pipeline, close new business with Sales, and drive adoption and expansion with CS.
• Forecast the business and make partner performance visible.
• Build the initial PE motion. Identify the right firms, earn trust with operating partners, and create joint plans that lead to qualified opportunities across their portfolios.
• Sell through to the buyer. Secure an executive sponsor, an accountable adoption owner and IT approval. Translate interest into a use case, business case and buying process.
• Negotiate partnerships that work economically. Structure referral, co-selling and other arrangements with clear incentives, responsibilities and approval paths.
• Make the motion repeatable. Build qualification standards, account mapping, enablement, deal registration and attribution with RevOps. Create repeatable activation across portfolio companies.
• Build and lead the function. Execute the early work yourself, then hire and develop the team against a clear business case. Decide which additional partner channels deserve investment. Use Gumloop in your own work to automate partner research, account mapping and reporting.

Requirements

• 8+ years in B2B SaaS partnerships, business development or enterprise sales, including 3+ years directly accountable for partner-sourced pipeline or revenue.
• 3+ years hiring, managing and developing a partnerships or commercial team, with evidence of coaching and building a strong operating cadence.
• A track record of partnerships that produced attributable pipeline, closed revenue and customer expansion. You can explain the numbers and your personal contribution.
• Experience personally sourcing, negotiating and activating enterprise agreements, including difficult trade-offs around pricing, incentives and resourcing.
• The ability to earn trust with senior executives and navigate business owners, IT, security and procurement.
• You understand PE sponsors, operating partners and independent portfolio-company buyers.
• Experience in enterprise SaaS, AI, automation, data, cloud or developer tools. You can demonstrate a workflow and discuss APIs, integrations, data access, security and deployment dependencies. Coding is not required.
• Evidence of building a partner motion from an initial thesis and first deal into repeatable pipeline, activation and expansion. You can set strategy, work deals, establish processes and develop a team without an existing program.
• Bonus: Direct PE operating-partner relationships or experience driving adoption