Senior Partner Development Manager (SaaS)

TL;DR

Senior Partner Development Manager (SaaS): Identifying and acquiring high-impact distribution partnerships to drive growth in the retail POS space with an accent on outbound acquisition and complex commercial negotiations. Focus on developing joint GTM motions, aligning executive-level roadmaps, and scaling revenue through strategic channel plays.

Location: Must be based in the United States (Remote or Hybrid)

Salary: $85,000 – $100,000 USD base

Company

Lightspeed is a one-stop commerce platform helping merchants innovate, simplify, and scale their operations across retail, hospitality, and golf industries.

What you will do

• Identify, qualify, and land top-tier distribution partners within priority segments to create long-term business value.
• Negotiate complex commercial agreements balancing internal operational capabilities with partner requirements.
• Develop partner penetration plans, pitches, and joint value propositions.
• Design and document end-to-end GTM motions, including joint marketing activities and success metrics.
• Collaborate cross-functionally with Product, Sales, Marketing, Finance, and Legal to ensure seamless execution.
• Represent the company at industry events as a consultative voice in the retail POS space.

Requirements

• 7+ years of experience in strategic partnerships, business development, or channel strategy in SaaS or payments.
• Must be based in the United States.
• Proven track record in cold sourcing and initiating high-value relationships from scratch.
• Experience navigating complex, multi-stakeholder negotiations from sourcing to execution.
• Strong business acumen with the ability to qualify deals and model ROI.
• Excellent communication skills for influencing C-suite and VP-level executives.

Nice to have

• Experience with enterprise or platform partners and legacy POS channels.
• Existing network/rolodex within target retail technology channels.
• Knowledge of API-driven partnerships and product integrations.
• Understanding of various distribution models (referral, reseller, hybrid, embedded).

Culture & Benefits

• Flexible hybrid work environment (3 days/week in office where applicable).
• Lightspeed RSU program for employee ownership.
• Unlimited paid time off policy and flexible working hours.
• Comprehensive health, dental, wellness, life, and disability insurance.
• 401K plan with company match.
• Access to LinkedIn Learning for professional development.