Technology Partnerships Lead

Role Overview

• Develop and execute a comprehensive partnership strategy aligned with Canary’s business objectives and product roadmap.
• Identify, evaluate, and prioritize opportunities with PMS providers, payment processors, and hospitality technology vendors through market and competitive analysis.
• Build relationships with key decision‑makers at target partner organizations.
• Lead end‑to‑end negotiations, including commercial terms, technical requirements, and legal agreements.
• Develop joint business plans with strategic partners, including revenue targets, integration roadmaps, and go‑to‑market strategies.
• Manage a portfolio of existing partnerships and drive mutual success and expansion opportunities.
• Track and report performance metrics such as integration adoption, revenue impact, and customer satisfaction.
• Collaborate with engineering and product to define integration requirements and technical specifications.
• Oversee technical onboarding for new partners to ensure smooth and timely integrations.
• Partner with product management to prioritize partnership‑driven features and enhancements.
• Serve as the internal advocate for partner needs and feedback.
• Partner with sales and customer success to leverage partnerships for acquisition and retention.
• Collaborate with marketing on co‑marketing initiatives, joint case studies, and announcements.
• Work with legal and finance on agreements, revenue sharing models, and compliance.
• Present partnership updates and recommendations to executive leadership.
• Represent Canary at industry events, conferences, and partner meetings.
• Strengthen Canary’s reputation as a preferred integration partner within hospitality tech.
• Stay current on industry standards, emerging technologies, and regulatory changes affecting hospitality payments and integrations.

Requirements

• 5+ years in strategic partnerships, business development, and/or product management, ideally in hospitality tech, SaaS, or fintech.
• Proven track record negotiating and managing complex B2B partnerships that drive meaningful business results.
• Experience with APIs, technical integrations, and modern software architecture.
• Strong understanding of the hospitality technology landscape, including PMS systems, payment processing, and hotel operations is preferred.
• Ability to communicate technical concepts clearly to technical and non‑technical stakeholders.
• Experience with payment technologies and PCI considerations is highly desirable.
• Strong analytical skills to evaluate opportunities based on market potential, technical feasibility, and strategic fit.
• Experience building business cases, financial models, and ROI analyses.
• Exceptional communication and presentation skills with the ability to influence and build consensus across all levels.
• Strong project management skills and the ability to manage multiple complex partnerships simultaneously.
• Demonstrated success operating in a fast‑paced, ambiguous environment and leading cross‑functional initiatives.
• Existing relationships with major PMS providers, payment processors, or hospitality technology vendors.
• Experience with marketplace or platform business models.
• International partnership experience, particularly in EMEA or APAC.

Benefits

• Canary Days: As a company we want to ensure that the team has time to recharge. Each month we provide company wide days off to ensure there is at least one extended weekend or day off.
• Self Improvement Club: We meet each month and share our personal goals for the month. Each individual is provided a budget towards any purchases that help us achieve these goals.
• Professional Development Chats: We provide budget to help drive cross functional professional development conversations across the organization.
• Travel Reimbursement: Team members are able to visit our offices across New York, San Francisco or Dallas when they choose, and are provided a travel stipend for doing so. Spend time working with the team in their office, and use the rest of your time exploring a new city!
• Personal Travel Reimbursement: If you stay at a hotel that Canary works with, we provide a credit towards your stay.