The Role
Build and lead a partner program for an HR technology SaaS company. Identify, negotiate with, onboard, and grow HRIS, payroll, PEO, and HR technology partnerships. Drive partner-sourced pipeline and revenue, manage partner relationships and business reviews, create enablement and co-marketing materials, and collaborate cross-functionally on agreements, commissions, and product feedback.
Summary Generated by Built In
We are looking for a strategic, entrepreneurial Partner Manager to build and lead our partnership program from the ground up. As our first dedicated partner hire, you will identify, launch, and grow partnerships with HR technology, payroll, and PEO providers to help us bring modern hiring and talent acquisition technology to more customers. If you love building something new, thrive in fast-paced SaaS environments, and know how to turn relationships into revenue, we would love to meet you.
What You Will Do
• Build our partner program from the ground up, including partner strategy, referral and revenue-share structures, and a repeatable partner playbook.
• Identify, pitch, and sign new partners across HRIS, payroll, PEO, and HR tech platforms whose customers would benefit from better hiring tools.
• Own the full partnership lifecycle, from outreach and negotiation to onboarding, enablement, and ongoing growth.
• Drive partner-sourced pipeline and revenue against quarterly and annual targets.
• Serve as the primary point of contact for your partners, building trusted relationships at every level of their organizations.
• Lead regular business reviews with partners, using data to track performance, surface growth opportunities, and address risks early.
• Create enablement materials, co-marketing plans, and training that help partners confidently introduce our platform to their customers.
• Collaborate with sales, marketing, product, and customer success to coordinate join opportunities and share partner feedback that shapes our roadmap.
• Work with finance and legal on partner agreements, renewals, and commission tracking.
• Represent the company at industry events and conferences.
**What You Bring **
• Minimum of 3 to 5 years of experience in partnerships, channel management, business development, or B2B SaaS sales.
• A proven track record of sourcing and closing new partnerships or deals, and growing revenue through them.
• Experience negotiating partner agreements for referral programs, or revenue-share structures.
• Strong analytical skills and comfort tracking partner performance and turning data into clear recommendations.
• Excellent communication, presentation, and negotiation skills with both senior leaders and day-to-day contacts.
• Strong project management skills and the ability to manage multiple partners and workstreams at once.
• Familiarity with CRM tools such as HubSpot or Salesforce.
• Understanding HR, payroll, or recruiting workflows is a strong plus.
Who You Are
• A builder who is energized by creating something from scratch and doesn’t need a playbook handed to you.
• A relationship-builder who earns trust quickly and keeps partners engaged over the long term.
• A self-starter who takes ownership, identifies what needs to happen, and makes it happen.
• Skilled at influencing and rallying cross-functional teams without direct authority.
• Resilient, adaptable, and energized by the pace and ambiguity of a growing company.
• A collaborative teammate who works well with cross-functional partners.
Bonus Points
• Partnership experience at an HRIS, payroll, PEO, or HR tech company.
• Experience launching a partner program or serving as a company’s first partner hire.
• Background in recruiting software, ATS platforms, or talent acquisition solutions.
• Existing relationships within the HR tech ecosystem.
Location: In office (Lehi, UT)
Compensation: Base $120,000 - $150,000 + variable compensation ($80,000+ at target)
#DISTRO
#LI-PROMOTED
#LI-Onsite
Skills Required
- 3 to 5 years of experience in partnerships, channel management, business development, or B2B SaaS sales
- Proven track record of sourcing and closing new partnerships or deals and growing revenue through them
- Experience negotiating referral program or revenue-share partner agreements
- Strong analytical skills and ability to track partner performance and make recommendations
- Excellent communication, presentation, and negotiation skills
- Strong project management skills and ability to manage multiple partners and workstreams
- Familiarity with CRM tools such as HubSpot or Salesforce
- Understanding of HR, payroll, or recruiting workflows
- Partnership experience at an HRIS, payroll, PEO, or HR technology company
- Experience launching a partner program or serving as a company's first partner hire
- Background in recruiting software, ATS platforms, or talent acquisition solutions
- Existing relationships within the HR technology ecosystem
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The Company
What We Do
Distro is an AI-powered platform designed to enhance the efficiency and productivity of distributor sales teams. By automating manual recruiting and sales tasks, the company helps teams move faster, reduce costs, and improve hiring outcomes. Their technology focuses on optimizing counter and inside sales operations, providing tools that assist recruitment and sales processes while maintaining human oversight in final decision-making.
