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Salary: USD 321,000 - 520,000 / annual
LaunchDarkly is seeking a VP of Partnerships & Alliances to lead and scale partnerships as a measurable growth engine across Global System Integrators (GSIs), System Integrators (SIs), cloud providers, VARs, and technology partners. This executive role owns the global partner strategy and builds programs, services, and co-sell motions to expand customer reach and accelerate revenue across LaunchDarkly's product portfolio.
As a member of the extended Revenue leadership team, you will work closely with Sales, Professional Services, Customer Success, Product, Marketing, Finance, Legal, Enablement, and Revenue Operations to make partnerships a core part of the go-to-market motion.
Key responsibilities include: setting global partnerships strategy with a 2–4 year roadmap; building and leading the Partnerships organization with appropriate operating model and talent strategy; directing partnerships budget and investment priorities; designing global partner program architecture across Services/SI, Resell/VAR, Cloud, and Technology partners; aligning priority partners through account mapping, co-selling, and co-marketing; establishing operating rhythms and executive reporting for partner-sourced and partner-influenced pipeline and revenue; leading PRM ecosystem strategy integrated with Salesforce; developing repeatable GSI and SI service offerings; expanding referral, co-delivery, and marketplace motions; building partner activation and enablement engines; integrating partnerships into account planning and Revenue cadence; shaping joint solutions and integrations with Product and Solutions Architecture; and representing Partnerships in company-wide planning and strategic initiatives.
Required qualifications: 15+ years in B2B SaaS partnerships, alliances, channel, or related revenue roles, with at least 7 years leading partnerships teams. Proven success leading global partner strategies, building or relaunching partner programs, and owning partner-sourced and partner-influenced pipeline and revenue. Experience leading and scaling a Partnerships organization with multiple partner segments. Hands-on experience with PRM, Salesforce, deal registration, partner data, attribution, and revenue reporting. Experience creating GSI and SI services and scaling co-delivery motions. Experience building co-sell programs with cloud, hyperscaler, or technology partners. Strong cross-functional leadership and executive presence. Experience in DevOps, developer tools, observability, AI/ML, or related ecosystems. Strategic, data-informed approach to prioritization and budget allocation. Experience supporting corporate development initiatives.
