Director of Partnerships

Role Overview

• Own the day-to-day relationship with TikTok Shop's US and UK partnership, category, and TSP teams
• Drive Reacher's TikTok Shop Partner (TSP) certification end-to-end and maintain our positioning in the unified TSP ecosystem
• Plan and execute joint webinars, trainings, and category enablement sessions for TikTok's seller and TSP teams
• Represent Reacher in TikTok partner groups (Lark, Slack), events, and city-tour activations
• Surface platform-level signals (new permissions, beta programs, category opportunities) back to Product and GTM
• Own the relationship with our top 20–30 strategic accounts: holding companies (Omnicom/Flywheel, Publicis, Dentsu), enterprise brands (ABH, ColourPop, SKIN1004, Pandora-tier), and high-GMV Reacher Plus clients
• Run a structured cadence (weekly to monthly depending on tier) with each account's executive sponsor
• Move strategic accounts from product user to executive partner through QBRs, joint goal-setting, and expansion planning
• Own renewal and expansion conversations for the strategic tier in partnership with sales and Reacher Plus delivery
• Convert at-risk strategic accounts into wins through escalation, executive relationships, and product partnership
• Build and maintain co-sell and co-marketing relationships with TSPs and creator agencies
• Run a referral motion that turns agency partners into a consistent source of net new brand pipeline
• Negotiate co-marketing programs: joint case studies, webinars, event presence, content swaps
• Activate dormant agency relationships and identify new TSPs to onboard
• Partner with Sales on enterprise pipeline and deal strategy
• Partner with Reacher Plus delivery on strategic account health and executive relationships
• Partner with Product on platform-level requests from TikTok and top accounts
• Report partnership pipeline, account health, and ecosystem signals to the founders weekly

Requirements

• 5–8+ years in partnerships, strategic accounts, or business development at a SaaS, commerce, or creator economy platform
• Track record managing 20+ strategic accounts simultaneously with executive-level relationships
• Demonstrated experience closing co-marketing and co-sell deals, not just maintaining relationships
• Strong written communicator who can run a cadence, log outcomes, and drive accountability without prompting
• Comfortable in a fast-moving startup environment with no existing playbook
• Strong execution capability (not strategy-only)

Benefits

• Health insurance
• 401(k) matching
• Paid time off
• Flexible work arrangements
• Professional development opportunities