VP, GTM Partnerships

VP, GTM Partnerships

About the Role

The Vice President, GTM Partnerships will be responsible for developing and executing a comprehensive go-to-market (GTM) partnerships strategy to drive revenue growth, expand market presence, and unlock new customer segments. This executive will own a diverse portfolio of partner channels—including channel sales, value-added resellers, global system integrators (GSIs), public sector/government contract vehicles, and emerging ecosystem partners. The VP will work cross-functionally with Sales, Marketing, Product, Legal, and Executive teams to identify, structure, and operationalize high-impact partnerships that deliver measurable business outcomes. This role reports directly to the CRO and collaborates closely with senior GTM leaders.

Key Responsibilities

• Define and execute the overarching GTM Partnerships strategy, prioritizing scalable channels that drive revenue and brand visibility.
• Build, lead, and scale a high-performing partnerships team, fostering a culture of accountability and results.
• Own and expand commercial relationships with resellers, GSIs, international partners, public sector/government entities, and new market channels.
• Partner with Sales and Marketing to design and launch joint GTM motions, ensuring operational alignment and shared accountability for pipeline and revenue.
• Negotiate complex commercial terms and agreements that maximize mutual value and ensure legal and financial alignment.
• Create frameworks and processes for evaluating new partnership opportunities, including ROI modeling and onboarding workflows.
• Work with Product and Customer Success to align partner enablement and support needs.
• Serve as a visible leader internally and externally, representing the company in partner conversations and at relevant industry events.
• Develop and track KPIs to measure the impact and effectiveness of partnership programs.
• Educate and influence executive stakeholders on the value and strategic direction of the partnerships function.

What We’re Looking For

• 10+ years of experience in GTM, business development, or partnerships roles, ideally with exposure to SaaS, hardware, or mobility/transportation sectors.
• Demonstrated success building and scaling channel or partner ecosystems that drive material revenue impact.
• Experience managing complex, high-stakes partner negotiations and bringing new GTM motions to life.
• Strategic thinker with strong analytical skills; able to model opportunities, forecast outcomes, and define success metrics.
• Excellent communicator with the ability to influence stakeholders at all levels.
• Comfortable operating in a high-growth, fast-paced environment with competing priorities.
• Experience working with public sector procurement or government contract vehicles (e.g., GSA, NASPO) is a plus. 1

Compensation & Benefits

• On-target earnings (base pay + commissions): $250,000 - $300,000 USD (Bay Area and other US locations).
• Total compensation may include restricted stock units.
• Comprehensive benefits: health, pharmacy, optical and dental care, paid time off, sick time, short- and long-term disability, life insurance, and 401k contribution (subject to eligibility requirements).

Diversity & Inclusion

Creating a diverse and inclusive workplace is a core value. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities, and perspectives.