AVP, Partner Sales

At the company, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew. We seek to ignite that passion by setting high standards, championing teamwork, and creating work-life harmony as we collectively navigate rapid growth on a global scale while striving for greater equity and opportunity – inside and outside our organization.

To flourish here, you must be prepared to set a high bar for yourself and those around you. There is always a way to contribute: Acting with autonomy, having accountability and being open to new perspectives are essential to our continued success. Our deep curiosity to learn and our eagerness to share diverse passions with others gives us balance and injects a one-of-a-kind vibrancy into our culture.

If you are driven to solve exhilarating challenges and have a bias toward action in the face of change, you will be empowered to make a real impact here, with a sharp and passionate team at your back. If the company sounds like a place where you can thrive, we can’t wait to meet you.

Based in Berlin or London · Reports to SVP, Partnerships · Scope: EMEA

The best software companies don’t grow through direct sales alone. They grow through ecosystems: networks of partners who extend their reach, deepen customer relationships, and deliver outcomes no single company can achieve alone. The company is building that ecosystem, and EMEA is one of the regions where that motion has to work across the widest range of market maturity in the business – from the UK and DACH to the Nordics, Southern Europe, and channel-led markets like Eastern Europe and South Africa.

Partner-engaged opportunities at the company close at a significant multiple of the rate and deal size of direct-only deals, and Channel partnerships extend the company’s commercial reach into markets and segments our direct teams cannot cover alone.

As AVP, Partner Sales EMEA, you own the full partner sales motion across EMEA – both direct and indirect. This is a true ownership role: you set the regional strategy for how the company goes to market through partners, define how the function operates across a fragmented set of markets and languages, and are accountable for the commercial outcomes whether they flow through co-sell or an indirect ecosystem route to market. You report to the SVP, Partnerships and operate as a peer to the VP Sales for EMEA, embedding partner-led as a structural part of how that revenue team operates and succeeds.

What You’ll Own

• A regional team spanning direct partner sales and indirect channel across EMEA:
• Partner Sales Managers – covering Enterprise, General Business, and Commercial segments across EMEA’s core markets. The direct co-sell motion with Delivery, Technology, and Marketplace partners.
• Reseller Sales Managers – driving the indirect ecosystem motions and book of business, including the company’s regional channel program, and holding ACV and GRR targets.
• One region, many markets – EMEA spans mature, direct-led markets like the UK and DACH alongside more nascent, channel-reliant markets. You set a consistent playbook while adapting how it’s applied market by market.
• Platinum-tier partner relationships – Leveraging Partner Account Directors’ development of our strategic partners including Deloitte, Accenture, WPP, Publicis, and Merkle, by building and maintaining senior relationships relevant to your region.
• Pipeline and performance visibility – using Salesforce, Crossbeam, Tackle, Clari, and Looker to track partner engagement and impact, and report on performance to senior leadership.

What This Role Is Really About

Pipeline and partner-sourced ACV are outcomes. They are the measure of a healthy region, not the strategy itself. The real work is building a partner bench across EMEA where the right technology, marketplace, and delivery partner is activated on the right account, on the right opportunity, in the right market, and where every partner-led engagement reflects well on the company regardless of language or geography. It’s partner strategy and plan that holds up under pressure. It’s a reseller program with real governance and discipline. It’s giving the VP Sales EMEA a reason to build their forecast on the partner motion, not around it.

When a deal closes with a partner in EMEA, that partner is carrying the company’s brand. This role sets the standard for what that means across the region.

How We Lead at the company

• Charts Strategic Transformation – You define the partner sales strategy for one of the company’s most diverse regions, decide where direct and indirect motions should lead market by market, and build the operating model and playbooks where none exist today.
• Drives High Performance – You lead a blended team of Partner Sales Managers and Reseller Sales Managers with clear targets, direct performance management, and consistent accountability across both motions.
• Forges Collaborative Relationships – You operate as a true peer to VP Sales EMEA, embedded in pipeline reviews, forecasts, and QBRs, and you build the senior ecosystem relationships across multiple markets that make the strategy real and actionable.
• Communicates with Impact – You translate a multi-market, direct and indirect route to market partnership strategy into a playbook your team, Sales leadership, and the SVP, Partnerships can all act on.

Who You Are

• 15+ years in partner sales, alliances, or channel sales in B2B SaaS, with at least 7-8 years at Senior Director or AVP level – you’ve owned a multi-market revenue number spanning both direct co-sell and indirect motions, and can speak clearly to the commercial outcomes you drove across both.
• Demonstrated experience operating as a peer to VP-level Sales leadership – you can point to how you changed the way a VP or Sales AVP thought about the partner motion.
• Proven track record leading Channel Sales teams: managing Reseller Sales Managers, holding indirect revenue targets, and building or rebuilding reseller programs including tiering, rules of engagement, and enablement.
• Comfortable operating across a fragmented set of markets at different stages of maturity – you know how to run a disciplined, direct-led co-selling motion in markets like the UK and DACH while building indirect coverage in earlier-stage or channel-reliant markets, and you don’t treat either as an afterthought.
• Experience working across partner types – Agency/SI/Delivery, Technology (cloud hyperscalers, ISVs), and Channel/VAR – you understand the different commercial models and manage them simultaneously without conflict.
• Demonstrated ability to define rules of engagement between direct and indirect sales motions and resolve channel conflict before it costs you a deal or a relationship.
• MarTech or adjacent SaaS ecosystem knowledge strongly preferred, with an emphasis on how composable tech stacks create partnership opportunities.
• Comfortable using account mapping tools such as Crossbeam or equivalent to prioritize co-sell motions.
• Fluent English required; additional European languages a strong plus given the breadth of markets covered.
• Energized by owning something that isn’t fully built yet, with a track record of creating operating models and playbooks from scratch.