Own and grow active partnerships. Drive joint pipeline through shared outbound, co-presented demos, and content collaboration. Coordinate joint GTM motions across our partner portfolio in healthcare and regulated industries.
Activate partnerships commercially. Some technical integrations are already built. Your job is to build the commercial motion on top of them. Drive referrals, co-branded campaigns, and deal registration into ZenGRC opportunities.
Source and evaluate new partners. Build a pipeline of 2 to 3 candidate partners per quarter against a defined partner ICP: audit firms, MSSPs, VARs, or consulting practices with active GRC client bases in healthcare, financial services, or regulated industries. No vanity partnerships. Every candidate needs a clear path to closed revenue within 90 days of activation.
Run structured partner QBRs. Each active partner gets a quarterly business review with joint pipeline review, closed ARR accounting, and a forward plan with committed actions on both sides.
Integrate with the sales team. Attend weekly forecast reviews. Own partner-sourced deals from first touch through close with joint accountability with the AE. No black-box forecasting from partner contacts.

5 or more years of channel or partner sales experience in B2B SaaS. GRC, InfoSec, compliance, or audit software experience is a strong plus.
Proven track record of closed partner ARR. Not pipeline generated. Not partnerships signed. Closed revenue.
Experience co-selling with audit firms, MSSPs, VARs, or consulting partners. Understanding of how these organizations evaluate technology partnerships and what motivates referrals.
Ability to build and run a co-sell motion. You can run a demo, qualify a deal independently, and close with an AE. You do not depend on a partner to manage the sales cycle for you.
Existing relationships with audit firms, MSSPs, or VARs in regulated industries are a plus, provided you have a track record of converting those relationships into closed business.
Strong pipeline discipline. You forecast from evidence. You qualify partners the same way a good AE qualifies buyers.
Comfortable in a mid-market SaaS environment without a large supporting infrastructure. You build the playbook. You do not wait for one.

We are committed to the health and safety of our people. Our people are mostly working remotely, collaborating online, and connecting over video, as they continue to deliver high-quality technology solutions
Competitive salary and equity (we want everyone to be a stakeholder)
Full benefits (medical, dental, vision, wellness offerings, etc.)
Unlimited PTO, paid sick days, 11 holidays
Collaborating with smart coworkers who put customers first

Partner Manager

Key skills