Director of Partnerships

Hi there! Thanks for stopping by 👋

Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place!

At Lightspeed, we are on a mission to bring cities and communities to life by powering SMBs. We are seeking a highly strategic Director Partnerships to own, architect, and scale Lightspeed’s partner-led revenue engine for our North American Retail Point of Sale (POS) business.

In this role, you will be accountable for driving partner-sourced revenue growth, accelerating customer acquisition, and maximizing the long-term performance of our Retail ecosystem. Leading a multi-layered organization of partner growth managers, you will define and execute the regional partnerships strategy while ensuring tight alignment with Sales, Marketing, Product, and Revenue Operations.

This role requires a unique balance of executive-level strategic vision, rigorous operational execution, and passionate people leadership. The ideal candidate is a seasoned partnerships leader who knows how to navigate complex GTM motions, inspire high-performing teams, and build scalable programs that drive immediate revenue and lasting market expansion.

What you’ll be doing:

Strategic Leadership & Ecosystem Growth

• Architect the Strategy: Own the North American partner strategy for Retail POS, defining the playbook for partner-sourced revenue, pipeline generation, and customer acquisition.
• Scale New Channels: Identify, launch, and operationalize new partnership motions and acquisition channels to expand our market footprint and unlock incremental growth.
• Shape the Ecosystem: Act as a critical stakeholder in shaping Lightspeed’s broader partner ecosystem strategy, prioritizing partner profiles (ISVs, referrals, strategic alliances) and tailoring GTM motions accordingly.
• Translate Vision to Execution: Turn company-wide growth objectives into clear, scalable, and measurable partner programs.

Revenue & Performance Management

• Drive the Number: Own regional partner-led revenue and customer acquisition, consistently meeting and exceeding monthly, quarterly, and annual targets.
• Optimize Performance: Maximize yield across all existing channels (inbound, referrals, integrations, and strategic partners) while testing and developing new growth levers.
• Operational Rigor: Partner with Revenue Operations to establish clear KPIs, forecasting discipline, and performance management frameworks.
• Enhance Retention: Drive measurable improvements in merchant retention and partner-influenced churn reduction.

People Leadership & Organizational Development

• Lead and Inspire: Coach and develop a high-performing organization of people managers and individual contributors.
• Build Bench Strength: Foster a culture of accountability, continuous improvement, and career growth, developing the next generation of senior leaders within the partnerships organization.
• Scale the Team: Partner closely with Talent Acquisition and Sales Leadership on recruiting, onboarding, and designing a scalable organizational structure.

Cross-Functional GTM Influence

• Be the Voice of the Partner: Serve as the ultimate champion for our partners and retail merchants across Product, Marketing, and Operations.
• Drive Product Alignment: Provide structured, data-backed feedback to inform product roadmap decisions and prioritize partner enablement initiatives.
• Unify the GTM Engine: Collaborate seamlessly with direct Sales, Marketing, and Enablement to ensure tight alignment, reduce channel conflict, and drive revenue efficiency.

What Success Looks Like in Year 1:

• Increase partner-sourced Retail POS revenue by 40%.
• Successfully launch and operationalize ERP and other distribution channels.
• Hire, onboard, and establish a high-performing management layer within the North America partnerships team.

What you need to bring:

• Experience: 8+ years of experience in sales, partnerships, or GTM leadership, with explicit ownership of revenue targets and P&L/quota accountability.
• Leadership: Proven track record of hiring, leading, and scaling large, high-performing teams (including managing managers) in a fast-paced, high-velocity environment.
• Domain Expertise: Deep experience working in B2B SaaS, retail technology, POS, payments, or adjacent omnichannel commerce industries.
• Strategic Builder: You have a demonstrated history of building, launching, and executing successful partner growth strategies from the ground up.
• Data-Driven: Highly analytical mindset with the ability to translate complex data into actionable strategic decisions and operational improvements.
• Agility: You are equally comfortable presenting an executive-level strategy to the C-suite as you are rolling up your sleeves to help close a strategic deal.
• Master Communicator: Exceptional ability to build relationships, negotiate, and influence senior stakeholders both internally and externally.
• As a global company with employees and clients outside of Quebec, fluency in English as a working language is required for this position.

We know that people are more than what’s on their CV. If you’re unsure that you have the right profile for the role... hit the ‘Apply’ button and give it a try!

What’s in it for you?

Come live the Lightspeed experience...

• Ability to do your job in a truly flexible hybrid environment 
• Genuine career opportunities in a company that’s creating new jobs everyday;
• Work in a team big enough for growth but lean enough to make a real impact.

… and enjoy a range of benefits that’ll keep you happy, healthy and (not) hungry:

• Lightspeed RSU program (we are all owners)
• Unlimited paid time off policy
• Flexible working policy
• Health insurance
• Health and wellness benefits
• Possibility for transit fees to be covered
• Paid leave assistance for new parents
• Linkedin learning
• Volunteer day

At Lightspeed, we carefully consider a wide range of factors when determining compensation, including your skill set, qualifications, experience, and market data. These considerations can cause your compensation to vary. We reasonably expect the total compensation for this position to be in the range of $175,000 - $230,000 CAD. Lightspeed also provides a variety of employee benefits including, but not limited to, medical, dental, wellness, life and disability insurance, RRSP plan and match, paid parental leave top-up, and paid time off.Please note that this compensation information is solely for candidates hired to perform work within Ontario and reflects the amount Lightspeed is willing to pay at the time of this posting. This role represents an existing vacancy at Lightspeed. Lightspeed uses artificial intelligence–enabled tools to support certain aspects of the recruitment process; all hiring decisions are made by our recruiting and hiring teams.

#LI-TL2

To all recruitment agencies: Lightspeed does not accept unsolicited agency resumes. If we have not directly engaged your company in writing to supply candidates for a specific vacancy, Lightspeed will not be responsible for any fees related to unsolicited resumes.

Lightspeed is a proud equal opportunity employer and we are committed to creating an inclusive and barrier-free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

Where to from here?
Obviously, this has to be mutually beneficial: we want you to step into a role you love, and we want to offer you a place you’re proud to come to every day. For a glimpse into our world check out our career page here.

Lightspeed is building communities through commerce, and we need people from all backgrounds and lived experiences to do that. We were founded in 2005, in Montreal’s gay village and our original members were all part of the LGBTQ+ community. The ethos of our business has been about inclusion from the very beginning, and we strive to provide a workplace where everyone belongs.

Who we are:
Powering the businesses that are the backbone of the global economy, Lightspeed's one-stop commerce platform helps merchants innovate to simplify, scale, and provide exceptional customer experiences. Our cloud commerce solution transforms and unifies online and physical operations, multichannel sales, expansion to new locations, global payments, financial solutions, and connection to supplier networks.