Director of SI Partnerships

Role Overview

• Design, launch, and own ClickUp’s North America SI partnership program, including strategy, structure, and operating rhythms, with an obsessive focus on effectiveness, pipeline impact, and revenue.
• Identify, recruit, and onboard Tier 2 and Tier 3 SIs in North America with established AI practices, leveraging your network and industry credibility to build a high-quality, high-impact partner portfolio.
• Develop and execute joint go-to-market plans with priority SIs, including co-selling motions, packaged solutions, and enablement initiatives that drive SI-sourced and SI-influenced opportunities.
• Serve as a trusted advisor and primary point of contact for SI partners, driving alignment on target markets and plays, ensuring mutual value creation, and obsessing over long-term partner success and satisfaction.
• Collaborate cross-functionally with Sales, Product, Marketing, Customer Success, and Professional Services to embed SI partners into key plays, accelerate deal cycles, and deliver exceptional customer outcomes.
• Establish and own KPIs, forecasting, and reporting for SI performance—including partner engagement, pipeline contribution, win rates, and revenue—and continuously refine the program based on data and feedback.
• Represent ClickUp and our SI ecosystem at industry events, conferences, and partner forums, elevating our brand and thought leadership in the AI and SI community while sourcing new, high-potential partners.
• Monitor market trends, competitive dynamics, and partner feedback to refine the SI strategy, improve program design, and ensure ClickUp maintains a best-in-class SI program in North America.

Requirements

• 7+ years of experience in partnerships, business development, or channel leadership for SaaS, including meaningful time owning SI or services-led motions.
• Proven track record building and scaling SI or partner programs from inception at a high-growth software company, ideally as a founding or early leader.
• Extensive, actively maintained network of Tier 2 and Tier 3 SIs in North America—especially those focused on AI, data, automation, or digital transformation—with a strong reputation as a trusted, credible partner.
• Deep understanding of the SI business model and P&L, the AI solution landscape, and the technical and organizational environments in which SIs operate.
• Strategic, systems-level thinker with hands-on execution chops—able to set vision, design operating models, and drive day-to-day execution in a fast-paced, ambiguous environment.
• Exceptional communication, negotiation, and executive presence; comfortable influencing C-level leaders at both ClickUp and partner organizations, as well as coaching field and partner-facing teams.
• Builder-mindset self-starter with a passion for creating new programs, learning from experiments, and iterating quickly based on data and partner feedback.
• Obsession with delivering value, effectiveness in execution, and a strong sense of ownership over outcomes for ClickUp, our partners, and our customers.
• Data-driven operator with experience defining, instrumenting, and reporting on SI-sourced and SI-influenced pipeline and revenue KPIs.
• Willingness to travel across North America to meet with partners, customers, and internal teams as needed.

Benefits

• Equity
• 401k
• Health, Dental, and Vision insurance
• Spending accounts
• Life & Disability
• Paid parental leave
• Flexible paid time off
• Enhanced employee assistance program
• Employee wellness stipend
• Professional development stipend