Director, Strategic Partnerships (AI)

Location: Palo Alto, California, United States; in-office 4 days per week and remote 1 day per week

Annual base salary: $200,000–$300,000

Company

Autonomous sourcing platform using agentic AI to manage the enterprise procurement process from intake through award, including sourcing materials, supplier evaluation, and negotiation strategies.

What you will do

• Build and scale strategic partnerships with consulting firms, systems integrators, and complementary technology vendors.
• Embed the sourcing platform into procurement and sourcing transformation engagements.
• Own partner relationships, business reviews, issue resolution, and partner success metrics.
• Develop joint value propositions, go-to-market plans, enablement programs, training, certifications, and sales collateral.
• Structure and negotiate partnership agreements, reseller terms, incentives, and success metrics with Legal and Finance.
• Drive partner-sourced pipeline through co-selling, deal support, reporting, industry events, and procurement ecosystem forums.

Requirements

• 4+ years of experience in partnerships, alliances, business development, or enterprise sales, ideally in B2B SaaS or enterprise software.
• Demonstrated success sourcing, negotiating, and managing partnerships that generated measurable pipeline or revenue.
• Strong commercial, negotiation, written, verbal communication, and senior-stakeholder presentation skills.
• Ability to operate with ambiguity and build new processes and structure.
• Strong project management skills for managing multiple partner relationships and workstreams.
• Ability to work in the Palo Alto office 4 days per week.

Nice to have

• Experience with global systems integrators such as Accenture, Deloitte, EY, or KPMG, or with procurement and sourcing consultancies.
• Familiarity with procurement, sourcing, or spend management.
• Experience partnering with or selling AI/ML-driven SaaS products.

Culture & Benefits

• High-ownership environment with responsibility for shaping strategy and building partner programs.
• Close collaboration with Sales, Marketing, Product, Legal, Finance, Customer Success, and Leadership.
• Hybrid schedule with one day per week available for work from the location where the role is most effective.
• Opportunity to influence AI transformation in enterprise procurement and see direct business impact.
• Equal opportunity workplace participating in the E-Verify program.