Principal Partner Programs Lead in London

We are building a first-of-its-kind ISV partner motion at the company, and this role is a founding part of that effort. As Sr. Partner Manager for ISVs, you will own the identification, development, and scaling of partnerships with independent software vendors across two key categories: industry-specific ISVs building vertical applications in markets like financial services, healthcare, insurance, retail, and manufacturing, and horizontal AI-native ISVs developing platforms and tools that serve builders across industries. This is a greenfield opportunity. You will help shape the program from the ground up, define how the company goes to market with ISV partners, and build a repeatable playbook that scales. You will move from initial outreach and product-market fit validation through to field distribution and co-sell execution with the company's sales organization. This role requires a rare combination of business development instinct, commercial acumen, and the ability to work cross-functionally in a fast-moving environment.

We are looking to speak to candidates who are based in London for our hybrid working model.

What You'll Do

• ISV Partnership Development: Identify, recruit, and activate high-potential ISV partners across both vertical (industry-specific) and horizontal (AI-native) categories, prioritising partners with strong product-market fit and distribution potential. Source and structure partnership agreements, define joint value propositions, and establish the commercial and technical foundations for long-term partnership success. Validate initial product-market fit with new ISV partners through early integration work, customer proof points, and joint pipeline generation.
• Partner Scaling and Field Distribution: Develop and execute partner GTM plans that activate the company's sales field around ISV partner solutions, including co-sell plays, joint account targeting, and field enablement materials. Work with ISV partners to drive adoption and distribution of validated integrations through field sales channels, partner-led motions, and marketplace presence. Manage ongoing partner success by tracking adoption, pipeline contribution, and co-sell performance, and refining GTM strategies based on results.
• Program Building: Contribute to the design and evolution of the company's ISV partner program, including tiering frameworks, onboarding processes, and success metrics. This is a new motion for the company and you will have meaningful influence over how it takes shape. Build reusable assets such as partner playbooks, joint solution briefs, and field guides that accelerate the productivity of both the company sellers and ISV partners.
• Cross-Functional Collaboration: Partner closely with the company's Sales, Pre-Sales, Product, Marketing, and Legal teams to align on partner strategy, drive joint initiatives, and deliver measurable outcomes. Represent the ISV partner perspective internally, advocating for partner needs in product roadmap discussions and go-to-market planning.
• Ecosystem Awareness: Maintain a deep understanding of the vertical SaaS and AI application landscape, including how ISVs build, distribute, and scale in the markets the company serves. Represent the company at relevant industry events, conferences, and partner communities to build visibility and accelerate partnership development.

Who You Are

• Experienced: 8+ years in business development, partnerships, or ISV program management, with demonstrated experience managing complex partnership initiatives from sourcing through GTM execution.
• GTM-Oriented: You understand how enterprise software is bought and sold, and you know how to translate a technical integration into a field co-sell motion that generates pipeline.
• Builder Mentality: You are energised by greenfield opportunities. You do not wait for a playbook to exist before taking action, and you are comfortable operating with ambiguity.
• Commercially Sharp: You can structure a partnership deal, evaluate partner ROI, and make a compelling internal case for which partners to prioritise and why.
• Technically Fluent: You have enough technical aptitude to understand how ISVs build on data platforms and what makes an integration compelling to developers and enterprise buyers alike.
• Collaborative Communicator: You communicate clearly and credibly with audiences ranging from ISV founders and field sellers to internal executives, you write well and run tight meetings.
• Relationship-Driven: You build trust quickly with external partners and internal stakeholders and maintain strong relationships over time.

Success Measures

• 3 Months: Develop a strong working knowledge of the company's product, sales motion, and existing ecosystem. Identify and prioritise a first wave of ISV partner targets across both vertical and horizontal categories. Begin outreach and early conversations.
• 6 Months: Activate initial ISV partnerships with defined joint value propositions and early co-sell plans. Establish working relationships with key Sales stakeholders to begin field distribution. Deliver first quick wins.
• 12 Months: Demonstrate measurable business impact through ISV partner-influenced pipeline, validated integrations, and a scalable co-sell motion. Contribute meaningfully to the broader ISV program framework.

The company is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter. The company is an equal opportunities employer.