Partner Director, Smartsheet
Americas
$160-205k
+ Incentive opportunity
More information about location
Dynamic workspace platform for collaboration
Job no longer available
Dynamic workspace platform for collaboration
1001+ employees
Job no longer available
$160-205k
+ Incentive opportunity
More information about location
1001+ employees
Company mission
to empower anyone to drive meaningful change — for themselves, their businesses, and the world.
Role
Who you are
- The ideal candidate is a seasoned partnership executive with at least 15 years of experience in joint-marketing, partner ecosystem/channel, and co-sell motions.
- They have successfully executed joint go-to-market strategies, developed partner-to-partner (P2P) approaches, and leveraged marketplaces to drive business outcomes
- This role requires a strategic leader who understands the evolving partner landscape and has experience executing horizontal and industry-specific campaigns.
- He or she will move seamlessly between managing individual partner performance through regular cadence; provide input into the strategic direction of the partner function, and develop a high performing team of partner managers.
- The candidate should also be a thought leader with experience speaking publicly to advocate for ecosystem-driven success
- 15+ years of experience in channel sales, partner management, or business development within the SaaS or technology industry. Proven success in building and scaling partner ecosystems in the Americas region
- Demonstrated ability to lead cross-functional initiatives and manage high-performing teams
- Ability to develop and execute strategic plans (1-3 years out) while managing tactical priorities effectively
- Excellent interpersonal and communication skills, with a track record of building trusted relationships with partners and internal stakeholders
- Strong focus on achieving measurable outcomes, with experience managing and exceeding revenue targets
- Solid understanding of SaaS and cloud-based technologies. Experience with Smartsheet or similar platforms is a plus
- Deep understanding of a hybrid [Channel + Direct] go to market model
- Bachelors (BA/BS) degree or MBA preferred
What the job involves
- As the Partner Director, you will lead the strategy, execution, and growth of our partner ecosystem within the Americas region.
- You will work closely with key stakeholders to build relationships, develop and manage all our Go To Market (GTM) focused partnerships, and drive measurable outcomes for Smartsheet.
- This is a high-impact leadership role for someone passionate about scaling partner ecosystems, enhancing Smartsheet’s market presence, and driving customer success and retention.
- This position will be responsible for the region’s revenue attainment with and through partners, it is remote eligible though needs to be region based and reports to the VP, Global Partnerships
- Develop and implement a comprehensive partner strategy across all partner types (distributors, resellers, SIs, MSPs, ISVs)
- Recruit and onboard new partners to support aggressive growth in commercial and enterprise segments
- Own and deliver partner-related revenue targets and ensure successful go-to-market execution with partners
- Increase partner engagement and investment to strengthen Smartsheet’s presence and influence within partner ecosystems
- Lead operational planning with partners including enablement, co-marketing, pipeline development, and forecasting
- Monitor and report on partner performance, providing insights to refine strategy and execution
- Ensure scalability through standardized tools, processes, and best practices for partner engagement
- Hire, lead, and develop a team of high-performing Partner Managers with both business and technical expertise
- Contribute to regional executive leadership and collaborate with partner marketing for regional execution
- Build and maintain executive and practice-level relationships with strategic partners (sales and customer excellence) to drive joint business outcomes
- Manage partner-related budgets (MDF and discretionary) to maximize ROI on marketing and enablemen
- Act as a public-facing thought leader, representing Smartsheet at industry events and with media, analysts, and partners
Our take
With teams increasingly moving to remote work across many industries, companies have been reaching for tools to keep operations smooth and communications open. Founded in 2005, Smartsheet is a cloud-based work management platform helping a vast range of companies, from small businesses to large enterprises, plan, track, and report on work.
Like other team collaboration software companies, such as Lucid and Atlassian, Smartsheet saw strong growth in the early 2020s and achieved 17% year-on-year revenue increases through 2025. If the company can maintain this success, it stands to make real gains in a global team collaboration market expected to be worth about $20 billion by 2028.
Smartsheet has embedded itself across various industries, with deep integrations with applications from the likes of Salesforce, Atlassian, Google, and Microsoft, making it the first work management sector Unicorn to reach $1 billion in recurring annual revenue in 2024. Thanks to its successes, it was bought by Blackstone and Vista Equity Partners for $8.4 billion in 2025 with an eye on further international scaling, leveraging the reach of its new parent companies.
Steph
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2017
$60.8m
SERIES F
May 2014
$35m
SERIES E
Total funding: $128.2m
Company benefits
- Lucrative Employee Stock Purchase Program (15% discount)
- 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
- Monthly stipend to support your work and productivity
- Flexible Time Away Program, plus Incidental Sick Leave
- Up to 24 weeks of Parental Leave
- Personal paid Volunteer Day to support our community
- Opportunities for professional growth and development including access to LinkedIn Learning online courses
- Company Funded Perks, including a counseling membership, primary care membership, local retail discounts, and your own personal Smartsheet account
- Teleworking options from any registered location (role specific)
- HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
- Equity - Restricted Stock Units (RSUs) with all offers
- US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
- US employees receive 12 paid holidays per year
Company HQ
West Bellevue, Bellevue, WA
Leadership
Mark Mader
(President & CEO)Having studied at Dartmouth, Mark spent 2 years as a Greenwich Associates Research Associate before 10 years at Onyx Software. They then founded Smartsheet in 2005 as CEO.
Brent Frei
(Founder & Board Member)Brent worked at Motorola and Microsoft for 4 years before founding Onyx Software in 1994 and Smartsheet in 2005. They have been a Board Member since, alongside working as CEO of TerraClear.
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