Director of Partnerships, RoomPriceGenie

• 2+ years in a B2B business development, partnerships, or commercial account management role — ideally in SaaS, hospitality technology, or a related field
• Track record of building relationships and generating pipeline from scratch in a defined territory — not managing inbound, but generating outbound
• Comfortable operating across multiple partner types and conversation styles in a single week — integration partnership conversations require a different approach than reseller qualification
• HubSpot or CRM discipline — this is a non-negotiable requirement; the quality of your data determines the quality of the team's output
• Based in the target territory — regional credibility and proximity to local partners is part of the role

Desirable

• The goal of this role is pipeline revenue, driven through relationships. The Partner BDM is where the global partnership strategy meets the market, and you own the partner pipeline and revenue target for your region — you are the person who drives the strategy to meet and exceed that number
• Every relationship, every lead, every partner conversation in your territory goes through you. You execute all three partnership pillars locally — integration depth, reseller acquisition, and long tail activation — and you feed the national programs run by Isabel and the Director of Reseller Partnerships with the contacts, intelligence, and HubSpot discipline that makes those programs possible
• This role also carries a global partner management component. In addition to your regional territory, you will be assigned one or two global partner accounts — relationships that span multiple BDM regions and require a consistent strategic, commercial presence above the regional level
• You will manage these accounts directly, briefing with the Global Partner Marketing Manager before any senior contact touchpoint and feeding back the account intelligence that informs RPG's global partner strategy
• The BDM is not a lone hunter. You are supported by intelligence briefs from the Director of Partnership Strategy, onboarding infrastructure from the Partner Operation and Enablement Manager, co-sell support from the Director of Channel Growth Reseller, and global account context from the Global Partner Marketing Manager
• The discipline of using those inputs — requesting briefs before first calls, completing HubSpot fields that trigger Isabel's onboarding, registering every lead in Introw on the day — is what makes the whole system work
• Own the partner pipeline and revenue target for your region — you are the person who drives the strategy to meet and exceed this number, not just a contributor to it
• Build and maintain a consistent bottoms-up pipeline plan, built up against your region's targets and TAM — showing exactly how your book of business adds up to your target, by partner type and by deal stage
• Forecast monthly, ahead of the full-team KPR review — reforecasting pipeline and revenue coverage against target, reconciling to the latest refreshed regional targets/TAM where these have moved, so gaps are visible early and plans can be adjusted before target dates, not after
• Build and manage the full partner portfolio in your territory: integration partners, resellers, consultants, hotel management companies, and referral partners
• Source new reseller and consultant contacts in your region — using the Ideal Reseller Partner Profile as the qualification standard
• Execute the partner conversation playbook for each contact type: open with the partner intelligence brief, use the CS manager and KAM conversation guides for integration partners, apply the reseller screening framework for agency contacts
• Request a partner intelligence brief from the Director Channel Growth - Integration before every first partner outreach — no first conversation without a brief
• Complete the 4 mandatory HubSpot fields (deal stage, partner fields, agreement file, partnership type) before advancing any deal past the signed stage — this triggers Isabel's onboarding program
• Register every qualified lead in Introw on the day it is received, tagged by source type (integration referral / reseller / consultant / reactivated dormant)
• Own one or two assigned global partner accounts — relationships where the partner operates across multiple BDM territories and requires consistent commercial management above the regional level
• Build the regional strategy for each assigned global account that generates pipeline — not just relationship maintenance; you are responsible for identifying where the pipeline comes from in your territory and driving it
• Coordinate with Global Partner Marketing Manager before any senior touchpoint at a global partner account — global commercial context will be provided; you provide the regional relationship intelligence
• Maintain the account relationship at the appropriate contact levels (sales, CS, KAM, implementation) — applying the multi-level engagement model from the Partner Activation Playbook
• Feed the Head of Global Partnerships and the Global Partner Marketing Manager with global account intelligence after every significant touchpoint — health signals, competitive intelligence, co-marketing opportunities, and any escalation requirements
• Support the coordination of co-marketing and QBR activity with the global partner where it involves your region
• Own your regional subset of the 272 dormant signed partners — the Director Channel Growth - Reseller & Consultant,provides the segmented list, you own the outreach
• Execute the tiered re-engagement approach: Tier 1 (60–90 days dormant) with a personalized message within the first week of assignment; Tier 2 with re-qualification before any effort; Tier 3 with a single attempt then escalation to Isabel to archive
• Report progress on your regional dormant subset to Isabel weekly during the H2 activation sprint
• Surface partner contacts and market intelligence to the Reseller PM in the bi-weekly regional intel exchange — which reseller types are gaining traction, which are declining, what competitive signals are emerging
• Flag any integration partner conversation where an all-in-one competitive angle appears — the Strategy Manager updates the competitive library with field intelligence
• Maintain HubSpot contact and deal records at the expected quality standard — the data in HubSpot is what the whole team uses to run the business; poor data quality breaks Isabel's onboarding, Isabel's dormancy tracking, and Introw attribution simultaneously
• Participate in the monthly full-team KPR review — presenting your regional lead pipeline and flagging any structural blockers
• How success is measured:
• Pipeline and revenue achieved % versus target, per region — the primary measure of the role, tracked against your bottoms-up pipeline plan and reforecast monthly ahead of the full-team KPR review
• Leads registered in Introw — qualified leads submitted from regional territory, by source type (integration / reseller / reactivated), tracked weekly
• Regional onboarding compliance — % of agreements where all 4 HubSpot fields are completed within 24 hours of deal reaching signed stage
• Active partner count — partners in territory who submitted at least one qualified lead in the last 90 days
• Global account health — contribution to assigned global account health score, as reported to Sophie weekly
• Dormant activation — % of assigned regional dormant subset submitting a first lead by 30 September 2026