Strategic Partnerships Lead
At a glance
Senior Channel & Partnerships role at Gumloop. San Francisco · full-time · no salary stated · we estimate $184,020–$254,500.
Gumloop has not published a salary for this role. The figure below is our estimate, not theirs.
growthroles summary, based on the employer's posting.
What you'll do
- Build trust with private equity operating partners and shape portfolio plans into qualified opportunities
- Create partner-sourced pipeline, close deals alongside Sales, and work with Customer Success on adoption and expansion
- Set referral and co-selling terms with clear incentives, responsibilities and approval routes
- Set qualification, account-mapping and deal-tracking practices that make activation repeatable across portfolio companies
- Handle early deals yourself, then build a team and choose which partner channels merit investment
What you bring
- At least eight years in B2B SaaS partnerships, business development or enterprise sales, with three years tied to partner revenue
- At least three years hiring and developing a partnerships or commercial team, including coaching and setting its operating rhythm
- You have personally sourced, negotiated and launched enterprise agreements, balancing pricing, incentives and resourcing
- You can show partnerships that generated attributable pipeline, closed revenue and customer expansion, and explain your contribution
Who this fits
This is a senior, sales-led role for someone who can set direction while personally building and closing early partnerships. You’ll later hire and develop a team, but begin by doing the work yourself. The role is based in San Francisco.
From the employer
About Us
Gumloop is the multiplayer AI agent builder. We believe the people who know the work best should be able to automate it, and use what they build to help their whole team do more.
Anyone at a company can build, share, and optimize agents with any AI model and any integration. Teams can orchestrate those agents across their business, while IT keeps full control over data, access, and spend.
We're a small team building as fast as humanly possible. Gusto, Ramp, Shopify, Samsara, Instacart, and Opendoor are running agents on Gumloop across their company. We've raised over $70M from Benchmark, First Round Capital, Y Combinator, Nexus Ventures to scale and are looking for people who care as much as we do to join the team.
Here’s what life at Gumloop is like:
Our beliefs – The Handbook
Our adventures – Wall of Photos
What our users are saying - Wall of Love
What we’re working on – Changelog
Role Overview
Gumloop helps organizations build and deploy AI-powered workflows. We are hiring a Strategic Partnerships Lead to turn partnerships into enterprise deployments, customer value and revenue.
Start with private equity firms and their portfolio companies: build relationships with operating partners, then work directly with the companies that own the budget and deployment decisions. Expand into other strategic partner channels as the motion develops.
This is a sales-led, hands-on leadership role. Set the strategy, source relationships, negotiate deals and turn early deployments into a repeatable playbook. Success is the business those partnerships create, not the announcements.
What you'll do
Own the commercial outcome. Build partner-sourced pipeline, close new business with Sales, and drive adoption and expansion with CS. Forecast the business and make partner performance visible.
Build the initial PE motion. Identify the right firms, earn trust with operating partners, and create joint plans that lead to qualified opportunities across their portfolios.
Sell through to the buyer. Secure an executive sponsor, an accountable adoption owner and IT approval. Translate interest into a use case, business case and buying process.
Negotiate partnerships that work economically. Structure referral, co-selling and other arrangements with clear incentives, responsibilities and approval paths.
Make the motion repeatable. Build qualification standards, account mapping, enablement, deal registration and attribution with RevOps. Create repeatable activation across portfolio companies.
Build and lead the function. Execute the early work yourself, then hire and develop the team against a clear business case. Decide which additional partner channels deserve investment.
Use Gumloop in your own work to automate partner research, account mapping and reporting.
What you bring
8+ years in B2B SaaS partnerships, business development or enterprise sales, including 3+ years directly accountable for partner-sourced pipeline or revenue.
3+ years hiring, managing and developing a partnerships or commercial team, with evidence of coaching and building a strong operating cadence.
A track record of partnerships that produced attributable pipeline, closed revenue and customer expansion. You can explain the numbers and your personal contribution.
Experience personally sourcing, negotiating and activating enterprise agreements, including difficult trade-offs around pricing, incentives and resourcing.
The ability to earn trust with senior executives and navigate business owners, IT, security and procurement. You understand PE sponsors, operating partners and independent portfolio-company buyers.
Experience in enterprise SaaS, AI, automation, data, cloud or developer tools. You can demonstrate a workflow and discuss APIs, integrations, data access, security and deployment dependencies. Coding is not required.
Evidence of building a partner motion from an initial thesis and first deal into repeatable pipeline, activation and expansion. You can set strategy, work deals, establish processes and develop a team without an existing program.
Bonus
Direct PE operating-partner relationships or experience driving adoption across independently run portfolio companies.
Experience with AI / automation and consumption-based pricing.
Experience with consulting firms, systems integrators, technology alliances or cloud partners.
Partner enablement and deployment playbooks that scale beyond one-to-one workshops.
Practical experience building workflows and agents in Gumloop.
Benefits
Highly competitive salary and meaningful equity
Generous paid time off: 24 days for SF employees and 20 days globally, use them as you need
$350/month wellness benefit to spend on gym, spa, equipment, or whatever keeps you at your best
15 days of temporary remote work flexibility per year
401k/RRSP match up to 6%
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