Senior Partner Development Manager, Lightspeed

• 7+ years of proven experience in strategic partnerships, business development, or channel strategy within a SaaS, payments, or technology environment
• Proven ability to manage complex, multi-stakeholder partnerships from negotiation through execution
• Strong commercial and analytical acumen, with the ability to model business cases and assess ROI
• Proven track record of building revenue-generating partnerships
• Strong negotiation and contract structuring experience
• Demonstrated success launching and scaling GTM partnerships
• Excellent communication and presentation skills, comfortable influencing at the C-suite and VP level
• Strategic thinker who can connect business goals to execution and navigate ambiguity with confidence
• Strong organizational and project management skills — able to juggle multiple initiatives while maintaining focus on outcomes
• Experience in retail, hospitality, or commerce technology ecosystems is a strong asset
• As a global company with employees and clients outside of Quebec, fluency in English as a working language is required for this position
• Exposure to product integrations or API-driven partnerships

Desirable

• We’re looking for a Senior Strategic Partner Development Manager to join our Partnerships team at Lightspeed. This role is built for a strategic operator and relationship expert who thrives on driving impact through high-value, long-cycle partnerships that move the needle
• You’ll be responsible for cultivating and expanding Lightspeed’s most strategic, high-impact relationships — the kind that require patience, foresight, and influence. These are not transactional partnerships; they’re ecosystem plays designed to unlock growth through joint go-to-market execution, integration, and alignment at the executive level
• You’ll work hand-in-hand with senior stakeholders across Partnerships, Product, Marketing, and Sales to craft and execute initiatives that create measurable business outcomes for both Lightspeed and our partners
• Identify, evaluate, and prioritize technology and GTM partnership opportunities aligned to company growth strategy
• Build a robust pipeline of ISV, payments, hardware, ERP, CRM, and vertical-specific partners
• Conduct market mapping and competitive analysis to identify ecosystem gaps and opportunities
• Develop partnership business cases, including revenue potential and strategic value
• Lead partnership discussions and negotiate commercial terms, including referral, reseller, OEM, and integration agreements
• Define joint value propositions, revenue models, and incentive structures
• Collaborate with legal and finance to finalize agreements
• Launch new partners with clear activation plans and success metrics
• Develop joint GTM strategies including co-marketing campaigns, sales enablement, and field alignment
• Enable internal sales teams on partner value propositions and workflows
• Coordinate product and engineering resources to support technical integrations
• Own executive-level partner relationships
• Track and report partnership KPIs including revenue contribution, pipeline influence, and integration adoption
• Identify optimization opportunities and expansion paths
• Drive quarterly business reviews with key partners