Partner Development Manager, Strategic Partnerships

<div>Please Note: This is a remote position available in the state listed on this job. Additionally, employment with BambooHR is contingent on passing both a background and credit check. <br/><br/><strong>Essential Job Duties</strong><br/><br/>We are seeking a highly driven, strategic "hunter" to identify, recruit, and activate new referral and marketplace partners that accelerate revenue growth and expand our ecosystem.<br/><br/>This role sits at the intersection of <strong>business development, partnerships, and strategy</strong>-owning partner acquisition end-to-end, from sourcing through negotiation, contracting, and activation. The ideal candidate is a <strong>strong negotiator</strong>, commercially minded, and deeply attuned to market opportunities.<br/><br/>You will:<br/><strong>Partner Sourcing & Acquisition (Hunter Motion)</strong><br/><ul><li>Identify, target, and recruit net-new referral, marketplace, and strategic partners</li><li>Build and execute a partner acquisition strategy aligned to revenue and product priorities</li><li>Develop a strong pipeline of high-impact partners that drive:</li><ul><li>Direct revenue generation</li><li>Channel support and distribution</li><li>Product ecosystem expansion</li></ul></ul><strong>Deal Structuring & Negotiation</strong><br/><ul><li>Lead end-to-end deal execution, including:</li><ul><li>Commercial terms</li><li>Revenue share models</li><li>Partnership frameworks</li></ul><li>Serve as the primary negotiator for all new partner agreements and renewals</li><li>Partner closely with Legal to structure and finalize contracts</li><li>Ensure agreements align with company financial and strategic objectives</li></ul><strong>Pipeline & Revenue Ownership</strong><br/><ul><li>Own partner-sourced pipeline targets and revenue contribution</li><li>Track and report on partner performance and ROI</li><li>Drive accountability for partners to deliver measurable business impact</li><li>Manage and track partner progress utilizing appropriate tools, ensuring clear visibility and communicating impact to all relevant internal stakeholders.</li></ul><strong>Market Intelligence & Strategy</strong><br/><ul><li>Leverage market insights, competitive intelligence, and customer needs to inform partner strategy</li><li>Identify gaps in product, distribution, or capabilities and source partners to fill them</li><li>Translate external trends into actionable partnership opportunities</li></ul><strong>Cross-Functional Collaboration</strong><br/><ul><li>Partner with Product to align on integrations and ecosystem priorities</li><li>Collaborate with Sales and Channel teams to ensure partner-sourced opportunities convert</li><li>Work with Marketing to support partner launches and GTM activation</li><li>Act as a key liaison between external partners and internal stakeholders</li></ul><br/><strong>What We'll Love About You</strong><br/><ul><li>5-10+ years in partnerships, business development, or channel roles</li><li>Proven success in a hunter role (net-new partner acquisition, not just account management)</li><li>Exceptional negotiation skills with experience structuring complex deals</li><li>Experience owning or influencing contracts, commercial terms, and partner economics</li><li>Strong track record of driving pipeline and revenue through partnerships</li><li>Ability to operate cross-functionally with Legal, Product, Sales, and Marketing</li><li>Experience in HCM, HR tech, payroll, or adjacent SaaS ecosystems preferred</li><li>Familiarity with CRM/PRM systems and proficiency in key tools such as Salesforce</li><li>Strong strategic thinking with ability to translate market insights into execution</li></ul><br/><strong>What Will Make Us REALLY Love You</strong><br/><ul><li>Consistently lands high-value partners that materially impact revenue</li><li>Builds a repeatable partner acquisition engine, not just one-off deals</li><li>Negotiates favorable, scalable deal structures</li><li>Identifies ecosystem gaps early and fills them with smart partnerships</li><li>Creates a balanced portfolio of partners (revenue + product + channel leverage)</li></ul><br/><strong>What You'll Love About Us</strong><br/><ul><li>A Great Company Culture that has been recognized by multiple organizations like Inc, and Salt Lake Tribune</li><li>Comprehensive health, life, and disability insurance </li><li>Generous leave policies that include 4 weeks of vacation, 12 company holidays, parental leave, and volunteer time off so you can enjoy quality of life</li><li>401k plans with up to 6% company match</li><li>$2000 Paid-Paid Vacation bonus</li><li>EAP through Headspace</li><li>Check out all our benefits that benefit you </li></ul><br/><br/>