Senior Partner Manager

Role Overview

• Own strategic partner relationships. Serve as the single accountable owner for a named book of upmarket partners. Develop deep, trusted relationships with partner leadership and become the primary commercial point of contact across the full lifecycle.
• Structure and negotiate complex commercials. Lead renewals and expansion negotiations involving program fees and seat licenses. Navigate sublicense and whitelabel conversations as well as evolving business models. Partner with Legal and Finance on MSAs, program exhibits, DPAs, and bespoke commercial terms.
• Drive direct expansion. Grow direct partner revenue by aligning license orders to partner program demand, identifying expansion opportunities as programs mature, and increasing license attachments across the book.
• Manage a co-sell and referral motion. Run account mapping with partners to surface enterprise opportunities, evaluate and route referrals to AEs, and manage co-sell engagements where the partner has documented ongoing involvement. Own the partner-influenced pipeline number alongside a direct quota.
• Enable partners as sellers. Lead post-signature onboarding and ongoing enablement. Train partner teams on how to position and sell Yoodli inside their programs, GTM-heavy and product-light. Ensure first program delivery is a measurable success.
• Incubate co-marketing opportunities. Work closely with internal and external marketing teams to identify content and event marketing opportunities.
• Coordinate cross-functionally. Work across AE, CSM, Support, Legal, Finance, and Product to deliver for partners. Maintain rigorous CRM hygiene and partner data quality in HubSpot.

Requirements

• Bring 4 to 7+ years in partnerships, channel sales, strategic account management, or a hybrid AE/CSM motion, with a track record of owning named high-ACV relationships
• Have demonstrated success incubating complex commercial agreements, including multi-component pricing, multi-year terms, and sublicensing or reseller arrangements
• Have experience managing direct revenue quotas and/or referral/influenced pipeline metrics
• Bring strong commercial instincts and the judgment to know when to escalate, when to hold a line, and when to trade
• Are comfortable operating in ambiguity and building structure where none exists, since this channel is still being built
• Have fluency in CRM discipline (HubSpot preferred), Crossbeam, partner enablement tools, and partner data management
• Bring excellent cross-functional coordination
• Preferred: experience in SaaS, L&D, sales enablement, or the coaching/training industry
• Ability to travel approximately 10%
• 20% of the time for partner related meetings, events and conferences

Benefits

• Huge impact opportunity: Build and scale a company from the ground up
• Work on a daily basis with the founding team and mentors
• Join a fun, inclusive and highly motivated team culture (and help define it!)