Director of Partnerships

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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.
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