Head of Partnerships

About the Job:

LaunchDarkly is hiring a player/coach partnerships leader to rebuild and scale our global partner ecosystem across GSIs/SIs, Cloud, VARs, and Technology Partners. This leader will build and launch our Partner Program, stand up and operationalize PRM, and define GSI/SI service offerings that extend the LaunchDarkly platform while working cross‑functionally to maximize impact.

You will:

• Lead a small, high-output partnerships team while personally owning a subset of top partners and initiatives.
• Redesign our partner program (tiers, incentives, give/gets) to reflect our multi-product portfolio and FY27+ growth strategy.
• Drive implementation and adoption of a PRM platform integrated with Salesforce.
• Establish a repeatable model for  service packaging with GSIs/SIs (implementation, modernization, AI/DevOps transformations) in partnership with Professional Services.
• Align with Sales, Product, Finance, Marketing, and RevOps so partner motions are embedded in core GTM, not run in parallel.

Responsibilities:

• Lead as a player/coach
• Manage and develop a lean partnerships team while carrying direct executive relationships with a focused set of strategic partners.
• Set operating rhythms: Partner QBRs, joint business plans, pipeline reviews, and internal partner councils.
• Define and report on partner-sourced and partner-influenced pipeline and ARR, by region and segment.
• Restructure / relaunch the partner program and PRM rollout
• Own the redesign of the LaunchDarkly Partner Program for Services/SI, Resell/VAR, Cloud, and Technology/ISV partners.
• Define clear tiers, requirements, benefits, and incentives (discounts/margins, referral fees, MDF, certifications).
• Work with Finance, Legal, and RevOps to codify commercial models, agreements, and governance.
• Partner with Marketing and Enablement to deliver a simple, well-documented program understood by sellers and partners.
• Lead selection (if needed), implementation, and rollout of a PRM platform integrated with Salesforce, Skilljar, Saleshood.
• Partner with RevOps and Sales Enablement to drive training, playbooks, and dashboards that make PRM part of everyday workflows.
• Develop GSI/SI service packages and delivery motions
• In collaboration with Professional Services, Customer Success, and Product, define a small set of standard services offerings for GSIs/SIs (e.g., release modernization, feature flag adoption, experimentation on Snowflake, AI/GenAI SDLC, observability/Guardian).
• Co-design and pilot offerings with a shortlist of priority GSIs/regional SIs, validate pricing and scope, and codify repeatable GTM plays.
• Clarify subcontracting vs. referral motions, including economics, sales compensation impacts, and customer experience guidelines.
• Build a partner enablement path (certifications, playbooks, demo access) so partners can independently sell and deliver LaunchDarkly-based services.
• Drive cross-functional alignment with constrained resources
• Work directly with Sales Leaders to embed partners across LaunchDarkly’s account base, maintaining a consistent cadence across leadership forecasts, sales QBRs and other engagement opportunities. 
• Collaborate with Product and Solutions/Architects on joint solutions, integrations, and specialization areas (DevOps, AI, observability, experimentation).
• Work with Finance and Deal Desk on partner economics, marketplace transactions, and approvals that balance growth and margin.
• Coordinate with Marketing, Field & Events, and Partner Marketing on a focused calendar of high-impact co-marketing and field plays, not a long tail of one-offs.
• Use clear prioritization frameworks (Tier A accounts, top partners, highest ROI plays) to protect the team from fragmentation.

Qualifications:

• 15+ years in B2B SaaS partnerships, including meaningful experience with Services / SI / GSI partners.
• 7+ years leading partnerships teams with a proven player/coach profile (hands-on partner ownership plus people leadership).