About the Role
Thoropass is looking for a leader for Strategic Partnerships & Ecosystem Growth to turn our most important technology partnerships into a predictable revenue source.
This is a revenue generation and relationship-management role. You will own a quarterly pipeline and ARR target across three strategic ecosystems: GRC platforms including Vanta and Drata, hyperscalers including AWS, Microsoft Azure and Google Cloud, and high-impact ISV partners.
You will build the relationships, GTM motions, seller activations, and operating rigor required to make these partnerships successful. You’ll work across Marketing, Sales and Customer Success, Operations and Finance to turn ecosystem opportunities into measurable growth.
This is a senior individual contributor role for someone who is strategic enough to engage executives, analytical enough to understand what’s driving the number, and scrappy enough to personally make things happen.
What You’ll Do:
GRC, Hyperscaler & ISV Growth- Own Thoropass’s strategic GTM relationships with Vanta, Drata, AWS, Azure, GCP, and priority ISVs.
- Develop repeatable referral, co-sell, account-mapping, marketplace, and joint GTM motions.
- Build relationships across partner executives, sellers, Marketing, & CS teams.
- Identify shared accounts, whitespace, and high-propensity opportunities.
- Develop joint campaigns, ABM plays, field activations, and creative programs that generate demand.
- Make our ecosystem actionable for Thoropass Sales.
- Build partner-specific plays, talk tracks, account strategies, and rules of engagement.
- Create seller-to-seller relationships between Thoropass and strategic partners.
- Enable AEs to identify when and how to activate partners within opportunities.
- Join strategic deals where partner involvement can improve win rate, deal size, or velocity.
- Own performance across the full funnel: referrals → SQLs → SQOs → pipeline → wins → ARR.
- Analyze conversion, velocity, ACV, partner productivity, and campaign performance to identify what is and isn’t working.
- Partner with Marketing Ops and RevOps on attribution, routing, dashboards, and reporting.
- Use account mapping and ecosystem intelligence to identify revenue opportunities.
- Turn data into clear recommendations and action, not just reporting.
- Experience with partner tools i.e. Crossbeam & Suger (or comparable PRM) and cloud/partner marketplace administration.
About You:
- 7+ years in strategic partnerships, ecosystem growth, alliances, business development, or partner-led growth in B2B SaaS.
- Demonstrated success owning pipeline, bookings, ARR, or another meaningful revenue target through partnerships.
- Experience with major technology ecosystems such as GRC/security platforms, AWS, Azure, GCP, or SaaS ISVs.
- Strong understanding of B2B co-selling, and professional services sales funnels.
- Highly analytical, with the ability to diagnose funnel performance, forecast results, and make investment decisions from data.
- Proven ability to enable and influence Sales teams and mobilize cross-functional resources without direct authority.
- Strong executive presence and relationship-building skills.
- Required travel, approximately 25–30%.
Compensation:
- Base Salary: $135,000 to $165,000 based on experience plus performance-based incentive tied to program revenue
- Immediate access to health, vision, and dental benefits
- Betterment 401k
- Equity in a fast-growing company
- Hybrid work-from-home model
- Flexible PTO
- Stipend for Wi-Fi
Equal Opportunity
Thoropass provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Even if you feel you don’t meet every requirement, consider applying! Thoropass acknowledges the research which shows that women and people of color are less likely to apply for jobs when they don’t meet all of the stated qualifications. However, we’re looking for authentic innovators to blaze new trails and you just may be the right person for this or another role.
Skills Required
- 7+ years of experience in strategic partnerships, ecosystem growth, alliances, business development, or partner-led growth in B2B SaaS
- Demonstrated success owning pipeline, bookings, ARR, or another meaningful revenue target through partnerships
- Experience with major technology ecosystems such as GRC/security platforms, AWS, Azure, GCP, or SaaS ISVs
- Strong understanding of B2B co-selling and professional services sales funnels
- Strong analytical skills, including funnel diagnosis, forecasting, and data-driven investment decisions
- Ability to enable and influence Sales teams and mobilize cross-functional resources without direct authority
- Strong executive presence and relationship-building skills
- Willingness to travel approximately 25–30%
What We Do
We’re compliance experts, so you don’t have to be. Through easy software and hands-on services, we embed in your process to prepare you to pass any audit, every year, with flying colors. Thoropass makes it as easy to do the right thing as it is to check a box—because we want to build a world where compliance is never a barrier to progress. (p.s. We’re hiring!)
