Strategic Partnerships & Alliances Director

About the Role

The Airship Partnership team drives business relationships with solution partners (agencies and system integrators) and leading technology vendors to jointly deliver high-impact customer engagement and expand Airship's presence across the MarTech ecosystem.

We are looking for a Strategic Partnerships & Alliances Director – Americas to drive our partner strategy across the Americas. You will lead a lean, high-performing team while personally driving our efforts towards alliance development and managing executive-level relationships with our most strategic technology and solution partners. This is a player-coach role: you will set the strategic direction and execute alongside your team to drive co-sell revenue, partner enablement, and new alliance development.

About You

You are a strategic, relationship-driven leader with deep roots in the MarTech or SaaS ecosystem. You combine big-picture thinking with a bias toward execution. You are equally comfortable presenting a partner strategy to the leadership team and rolling up your sleeves to close a co-sell deal. You thrive in fast-paced, ambiguous environments and treat challenges as opportunities.

What You'll Do

• Architect and scale the Agency Ecosystem. Design a world-class program, acting as the primary driver for both strategy and hands-on execution. You will personally own the full partner lifecycle — from initial pitch to deal close — to build a bilateral revenue engine through jointly profitable GTM frameworks.
• Build Partner Enablement Programs. Collaborate with Marketing, Product, and Services to develop partner training, certification pathways, and sales playbooks that empower partners to independently position, sell, and deliver Airship solutions.
• Identify and Develop New Partnerships. Scout, evaluate, and onboard new strategic alliances and agency relationships. Assess partner potential based on market coverage, technical capability, and strategic fit.
• Drive Sourced and Co-Sell Revenue. Architect opportunity generation and co-selling motions to strengthen pipeline and accelerate deal velocity, support joint account planning, and grow partner-sourced and influenced revenue. Serve as the bridge between partner teams and Airship's direct sales organization.
• Lead and Mentor the Team. Manage and develop a team of one Technology Partner Manager. Foster a culture of accountability, collaboration, and results. Lead by example as a hands-on contributor.
• Own Strategic Partner Relationships. Cultivate senior and executive relationships with both our most important solution and technology and solution partners. Develop and manage joint business plans with clear co-sell targets, shared KPIs, and regular QBRs.
• Measure and Optimize Performance. Establish clear metrics for partner-sourced pipeline, co-sell revenue, partner engagement, and enablement maturity. Report regularly to leadership with data-driven insights and recommended adjustments.
• Collaborate Cross-Functionally. Work closely with Sales, Customer Success, Services, Marketing, and Product to align partnership initiatives with company objectives. Serve as the internal voice of the Americas partner ecosystem.
• Represent Airship Externally. Attend and represent Airship at industry events, partner conferences, and executive briefings. Strengthen Airship's brand and partner program visibility across the Americas, jointly with the VP of Global Partnerships.

What We're Looking For

• 15+ years of experience in partnerships, alliances, business development, or channel sales within the SaaS or MarTech industry
• Proven track record of building and scaling partner programs that drive measurable revenue impact
• Strong executive presence with the ability to communicate and influence at the VP and C-level, both internally and with partners
• Existing network of partner relationships across agencies or system integrators in the Americas
• Deep understanding of customer engagement, mobile marketing, or digital marketing solutions
• Analytical mindset with the ability to use data to set strategy, track performance, and tell a compelling story
• Willingness to travel approximately 25-30% for partner meetings and industry events

We'd Be Delighted If You Also Have

• MBA or advanced degree in Business, Marketing, or a related field
• Experience leading cross-functional GTM initiatives in matrixed organizations
• Previous experience at a high-growth SaaS company in the $50M–$200M revenue range
• People management experience, including coaching and developing small teams

Work Location & Travel Requirements

Airship’s ‘Digital First’ approach to work means that for the majority of our roles, work can be performed remotely, either some or most of the time. Airship believes that flexible work contributes to a more productive and more equitable work environment, and that Airshippers are able to collaborate, innovate, and support one another across different locations and timezones.

Some roles may require that employees perform their work from a specific location to support business activities, and/or be within proximity to an Airship office location or customer or partner locations, while other roles can be performed 100% remotely.

This position is fully remote and may require up to 10% travel based on business needs or as requested by your manager.

Compensation

Starting Base Pay Range: $129,000 - $154,000 USD per year

This is a good faith estimate of the base compensation we reasonably expect to pay for this position upon hire. Actual starting pay may vary based on factors such as relevant skills, work experience, market demands, and location. This role is eligible for a sales incentive plan. On-target earnings (OTE) are approximately $185,000 - $220,000 USD annually, consisting of base compensation plus variable incentive pay based on performance. All offers include stock options so employees have the opportunity to benefit from Airship’s success.

Benefits & Perks

• Competitive medical, dental, and vision insurance options for you and your dependents
• Flexible time off, company paid holidays, paid parental leave, and paid volunteer time off
• Support for your overall wellbeing with mental health and wellness resources
• Employer-subsidized life insurance as well as short-term and long-term disability
• A digital-first work environment and a monthly stipend to support remote work
• Mentorship and growth opportunities to build skills and accelerate professional development
• And more!

California residents can view the CCPA disclosure notice here.

**Please Note: To ensure the security of your personal information, Airship will only contact candidates through email addresses ending with “@airship.com”.