Vice President of Partnerships & Alliances, LaunchDarkly
$321-520k
Actual salary range is dependent on location. Offers Restricted Stock Units (RSUs)
Feature management for software teams
Be an early applicant
Feature management for software teams
501-1000 employees
Be an early applicant
$321-520k
Actual salary range is dependent on location. Offers Restricted Stock Units (RSUs)
501-1000 employees
Company mission
To empower all teams to deliver and control their software.
Role
Who you are
- Typically requires 15+ years of experience in B2B SaaS partnerships, alliances, channel, or related revenue roles, including at least 7 years leading partnerships leaders, managers, or directors and significant experience with Services, SI, or GSI partners
- Proven success leading global partner strategies, building or relaunching partner programs across distinct partner motions, and owning partner-sourced and partner-influenced pipeline and revenue
- Experience leading and scaling a Partnerships organization with multiple partner segments, programs, and cross-functional dependencies
- Hands-on experience with PRM, Salesforce, deal registration, partner data, attribution, and revenue reporting
- Experience creating GSI and SI services and scaling co-delivery, referral, subcontracting, or marketplace motions
- Experience building co-sell programs with cloud, hyperscaler, technology, or data platform partners
- Strong cross-functional leadership, executive presence, and commercial judgment across Sales, Product, Professional Services, Finance, Marketing, Legal, and Revenue Operations
- Experience in DevOps, developer tools, observability, AI and ML, or related technology ecosystems
- A strategic, data-informed approach to prioritization, budget allocation, and operating cadence, with the ability to build structure in a fast-changing environment
- Experience supporting corporate development initiatives involving strategic partners and influencing company-level decisions
What the job involves
- LaunchDarkly is hiring a VP of Partnerships & Alliances to lead and scale partnerships as a measurable growth engine across GSIs and SIs, cloud, VARs, and technology partners
- This executive will own the global partner strategy and build the programs, services, and co-sell motions that expand customer reach and accelerate revenue across LaunchDarkly’s product portfolio
- This is a high-impact executive leadership role for a strategic, hands-on operator who can build and lead a high-performing organization, develop executive partner relationships, and make partnerships part of the core go-to-market motion
- As a member of the extended Revenue leadership team, the VP of Partnerships will work closely with Sales, Professional Services, Customer Success, Product, Marketing, Finance, Legal, Enablement, and Revenue Operations
- Set the global partnerships strategy, translating company and Revenue priorities into a 2–4 year roadmap and annual plan
- Build and lead the Partnerships organization, establishing the operating model, talent strategy, and accountability needed to scale
- Direct the partnerships budget and investment priorities, driving measurable contribution to partner-sourced pipeline, partner-influenced revenue, and growth
- Design the global partner program architecture across Services and SI, Resell and VAR, Cloud, and Technology partners
- Align priority partners to LaunchDarkly’s go-to-market strategy through account mapping, co-selling, co-marketing, and expansion
- Establish operating rhythms and executive reporting for partner-sourced and partner-influenced pipeline, revenue, forecasting, and performance
- Lead the strategy and rollout of a scalable PRM ecosystem integrated with Salesforce, including deal registration, attribution, partner workflows, and data integrity
- Develop repeatable GSI and SI service offerings with Professional Services, Customer Success, and Product across implementation, modernization, AI, and DevOps transformation
- Expand referral, co-delivery, subcontracting, and marketplace motions once the underlying economics, delivery models, and customer value are proven
- Build the partner activation and enablement engine across onboarding, certifications, playbooks, demos, and seller workflows
- Integrate partnerships into account planning, forecast reviews, QBRs, strategic deals, and the Revenue operating cadence
- Shape joint solutions, integrations, and priority use cases with Product and Solutions Architecture across DevOps, AI, observability, and experimentation
- Represent Partnerships in Revenue and company-wide planning, operating reviews, and strategic initiatives
Our take
Feature flags are a powerful software development tool, allowing teams to modify system behavior without changing code, therefore minimizing risk. If a business has a new feature they want to test, they can then roll it out to a small set of users before letting it go live. These companies can, for example, get quick feedback on the new feature and fix any bugs, or roll back any changes.
LaunchDarkly allows companies to run tests like this by activating the new code for only a small set of users prior to launch. Typically running these tests requires lots of developer time - a daunting and expensive prospect for most rapidly growing businesses - and can risk disruption to the user experience if testing takes place on the live product.
Demonstrating its value to businesses, the platform is used by the likes of IBM, Intuit and Atlassian. Recently it has seemed to focus on further scaling its growth as it develops towards being a leading business in the feature management space.
Freddie
Company Specialist at Welcome to the Jungle
Insights
0% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Aug 2021
$200m
SERIES D
Jan 2020
$54m
LATE VC
Total funding: $330.3m
Company benefits
- Full Vision
- Full Dental
- Full Medical
- Flexible Schedule
- Healthy Lunches & Snacks
- Conference & Meetup Access
- Education Stipend
- Personalized Work Station
- Close to Public Transportation
- Bike Parking
- Team Activities
- Unlimited paid time off policy
- Work from home opportunities
- Health insurance
Company HQ
Lakeside, Oakland, CA
Leadership
Edith Harbaugh
(Co-founder, Executive Chair & CEO)Worked as a Product Manager at Vignette, Monster Worldwide, and PlantSense. Previously Product Director at TripIt.
John Kodumal
(Co-founder & CTO)Prior to co-founding LaunchDarkly was Software Development Manager at Atlassian and Bytecode Anaylsis Architect for Coverity.
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