Vice President Partnerships

Core Responsibilities

• Own Partnerships Strategy
• Define and execute a scalable partnerships strategy aligned with company revenue goals and strategic priorities
• Identify, prioritize, and pursue new partnership opportunities across referral, technology, channel, and strategic alliances
• Build the partner portfolio framework, including partner thesis, segmentation and investment criteria to determine where Tripleseat should deepen, expand or exit relationships
• Drive Revenue Through Partners
• Build and scale programs that generate consistent partner-sourced and partner-influenced pipeline
• Establish KPIs, attribution models, and accountability around partner-driven pipeline, bookings and ROI
• Collaborate closely with Sales to define referral, co-sell, and handoff motions that convert partner referrals into closed business
• Manage & Grow Partner Ecosystem
• Strengthen and expand relationships with Tripleseat’s highest-value existing partners
• Evaluate partner performance against strategic fit, revenue contribution, and long-term potential; optimize the portfolio accordingly
• Recruit and onboard net-new partners that align with Tripleseat’s customer, product, and go-to-market priorities
• Negotiate and structure partnership agreements, business terms, and joint operating plans
• Establish a regular business review cadence with top partners to assess performance, pipeline and shared priorities
• Build Partner Programs, Enablement, and Operating Discipline
• Design and implement scalable partner programs, processes, and policies that support recruitment, onboarding, activation, and growth
• Develop partner enablement materials, training, and playbooks to improve partner effectiveness and consistency
• Create rules of engagement and collaboration models between partners and internal teams, especially Sales and Customer Success
• Build a forecast and pipeline inspection process for partner-driven opportunities, integrated into the broader revenue operating cadence
• Create certification, readiness, or accreditation standards where appropriate for priority partner types
• Lead & Develop the Team
• Create clear goals, processes, and accountability frameworks tied to pipeline, revenue, and strategic outcomes
• Foster a high-performance, data-driven culture
• Cross-Functional Leadership
• Partner with Marketing on co-marketing campaigns and join content and event strategies
• Work with Product and Engineering to prioritize partner integrations and partner related roadmap needs
• Collaborate with Customer Success and Account Management to identify parter-led expansion opportunities and improve customer outcomes
• Align with Sales leadership to align on target accounts, referral and co-sell motions, pipeline conversion, and field execution
• Partner with RevOps and Finance to define attribution, pipeline measurement, forecast standards, and investment ROI

What Success Looks Like

• Define and operationalize a focused partnerships strategy aligned with Tripleseat’s growth priorities
• Evaluate and segment the current partner portfolio, doubling down on the relationships with the highest strategic and revenue potential
• Build a repeatable partner-sourced and partner-influenced pipeline engine with clear attribution, KPIs, and forecast visibility
• Launch joint go-to-market plans with priority partners, including co-selling, co-marketing, and referral motions
• Improve cross-functional coordination across Sales, Marketing, Product, Customer Success, and RevOps to support partner execution
• Deliver measurable impact on new logo pipeline, expansion opportunities, and overall partner contribution to revenue

Requirements

• 8-12+ years of experience in partnerships, business development, or channel sales
• Proven track record of driving measurable revenue through partnerships
• Strong leadership experience leading a small high-output team and working cross-functionally at the exec level
• Excellent relationship-building, negotiation, and deal-structuring background
• Data-driven mindset with experience tracking pipeline and ROI from partners

Preferred Experience

• Experience in SaaS, hospitality tech, or vertical software
• Experience building partner programs in markets that rely on referrals, integrations, agencies, consultants, or other ecosystem-driven growth motions
• Background in the hospitality or event management industry