Director, Partnerships

Director, Partnerships  

Date: 6.2025 

Function: Sales 

Reports to: Chief Revenue Officer 

Position Summary:

This role owns the full lifecycle of the company’s partnership function, with the primary goal of materially expanding revenue contribution from indirect channels. The Director will be responsible for optimizing the current ecosystem of partners (roughly 30% of the role) and building a scalable engine for acquiring, onboarding, and growing new partnerships (roughly 70%).

The emphasis is on strategic channel development — sourcing high-impact referral partners, integration alliances, and co-sell relationships that align with revenue targets and product-market fit. Success in the role is measured by partner-sourced and partner-influenced revenue, program scalability, partner productivity, and alignment with core GTM motions.

The role requires strong cross-functional leadership, deep understanding of B2B SaaS sales cycles, and experience designing partner programs from the ground up in a scaling environment.  

Key Responsibilities: 

 Optimize Existing Partnerships (30%) 

• Conduct a full audit of current partnerships to assess financial contribution, product fit, and GTM alignment. 
• Introduce structured governance (e.g., partner QBRs, SLAs, tiered models) to drive accountability and transparency. 
• Refresh enablement materials, update incentive structures, and re-engage dormant or inactive partners. 
• Educate and train partners as need on the value and benefit of OnBoard and eScribe Platforms 

Build and Scale New Partnerships (70%) 

• Create a proactive sourcing strategy to identify and prioritize high-potential partners (by region, vertical, or tech stack adjacency). 
• Own the full partner lifecycle: prospecting, evaluation, onboarding, enablement, and performance management. 
• Develop customized GTM plans with each partner, including co-selling motions, lead-sharing models, and joint marketing. 
• Drive scalable channel programs (VARs, referral partners, solution integrators, marketplaces) with predictable revenue contribution. 

Strategy, Enablement, and Internal Alignment 

• Define and report on KPIs like partner-sourced/influenced pipeline, partner win rates, activation time, and program ROI. 
• Lead cross-functional collaboration with Sales, Enablement, Marketing, Product, RevOps, and Finance to support partner impact across the funnel. 
• Implement or enhance PRM infrastructure (e.g., Salesforce Partner Relationship Management or equivalent) for pipeline tracking and partner communications. 
• Establish a repeatable partner training and certification process to improve sales-readiness and time-to-value.

Skills and Experience Needed:

• Bachelor’s degree required; MBA or relevant advanced degree is a plus. Equivalent experience in SaaS business development or partnerships leadership may substitute for formal education. 
• 15+ years in B2B SaaS, with at least 8-10 years focused on partnerships or channel leadership roles. 
• Demonstrated ability to build or revamp a partner ecosystem that drove $10M+ in ARR impact. 
• Experience in a scaling environment (e.g., $30M–$150M ARR) with complex sales cycles and multi-stakeholder GTM models. 
• Prior ownership of strategic partnerships with one or more of the following: systems integrators or tech partners. 
• Strong business development acumen with the ability to model partner economics (e.g., CAC payback, margin modeling). 
• Analytical mindset — fluent with partner KPIs, performance dashboards, and funnel attribution (in Salesforce or similar CRM). 
• Excellent negotiation and stakeholder management skills, including comfort in dealing with C-level execs on both sides. 
• Proven experience designing partner incentive plans, onboarding playbooks, and GTM launch kits.

Competencies:   

Accountability 

Adaptability 

Building Partnerships 

Customer Focus 

Dealing with Ambiguity 

Driving for Results 

Financial Acumen 

Initiating Action 

Leading Change 

Operational Decision Making 

Strategic Influence 

Technical/Professional Knowledge/Skills 

About the company:

Boards set the standard for what organizations can achieve. At OnBoard, our board management software helps boards function at a higher level so every organization can make a bigger difference in the world.

Launched in 2011, today, OnBoard serves as the board intelligence platform for more than 5,000 organizations and their 12,000 boards and committees in 60 countries worldwide. With customers in higher education, nonprofit, healthcare systems, government, and enterprise business, OnBoard is the leading board management provider.

OnBoard has grown from a class project at Purdue University in West Lafayette, Indiana in 2003 into the world’s leading board management software platform today. Backed by JMI Equity and the acquisitions of eScribe and Govenda, OnBoard is positioned to become the industry leader in Board Management and Meeting Solutions for private and public sector entities. 

Benefits and Perks: 

• Company provided equipment (laptop, software, etc.) 
• Employment with a growing, casual, fun, philanthropic minded company
• Employer paid extended health benefits, including health spending account (CAN based employees)
• US Based Employees
  • Comprehensive, high-quality medical/prescription drug plan options, as well as dental and vision plan offerings.   
  • An employer contribution to your Health Savings Account (HSA) if you participate in a High Deductible Healthcare Plan.  
  • Medical Flexible Spending Accounts available.   
  • Dependent Care Flexible Spending Accounts available.  
  • Basic life insurance in the amount of $50,000 or 1 X’s your salary (whichever is higher).  
  • Short and long-term disability and Accidental Death and Dismemberment benefits at no cost to you.  
  • 401K Retirement Savings Plan with automatic enrollment at the first of the month following 60 days of employment at 5% to help you secure your financial freedom. We offer a generous company match that starts on the first of the month following 60 days of employment. The company match is dollar for dollar on the first 3% of your pay that you contribute and $0.50 on the dollar on the next 2%, for a total match of 4%. 
  • Paid Time Off (PTO)/Holiday  
    • Unlimited PTO program each year.  
    • 11 paid holidays, and half day Fridays in the summer.   

 

Diversity Statement - Culture of Togetherness:  

At OnBoard, our mission is to encourage and celebrate a culture of togetherness. We acknowledge that uniqueness is powerful, and we welcome, foster, and appreciate all. Diversity, Equity, and Inclusiveness fuel the Pathfinder atmosphere and all our efforts. Our power is in our people and we Pledge 1% to give back to our communities and across the globe.  

OnBoard is an equal opportunity employer and committed to a diverse and inclusive working environment. Passageways does not discriminate based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation please email peopleops@passageways.com.