Head of Partnerships, LaunchDarkly
$229-370k
+ Restricted Stock Units. Salary varies depending on location
Feature management for software teams
Open for applications
Feature management for software teams
501-1000 employees
Open for applications
$229-370k
+ Restricted Stock Units. Salary varies depending on location
501-1000 employees
Company mission
To empower all teams to deliver and control their software.
Role
Who you are
- 15+ years in B2B SaaS partnerships, including meaningful experience with Services / SI / GSI partners
- 7+ years leading partnerships teams with a proven player/coach profile (hands-on partner ownership plus people leadership)
- Demonstrated success rebuilding or relaunching partner programs (tiers, incentives, agreements, operations)
- Hands-on ownership of PRM and partner data models, including deal registration and attribution in Salesforce
- Direct experience designing or scaling GSI/SI services offerings and motions (subcontracting, referrals, co-delivery)
- Track record of delivering partner-sourced and partner-influenced revenue and compressing deal cycles through co-sell
- Strong cross-functional leadership: you have driven complex initiatives across Sales, Product, Finance, Marketing, Legal, and RevOps
- Experience in DevOps, developer tools, observability, or AI/ML ecosystems
- Prior experience or ownership of hyperscaler or data platform partnerships (e.g., AWS, Snowflake, Databricks) and marketplace motions
- Experience with Corporate Development initiatives at past companies and with partners
- Familiarity with LaunchDarkly or other feature management / experimentation platforms
What the job involves
- LaunchDarkly is hiring a player/coach partnerships leader to rebuild and scale our global partner ecosystem across GSIs/SIs, Cloud, VARs, and Technology Partners. This leader will build and launch our Partner Program, stand up and operationalize PRM, and define GSI/SI service offerings that extend the LaunchDarkly platform while working cross‑functionally to maximize impact
- Lead a small, high-output partnerships team while personally owning a subset of top partners and initiatives
- Redesign our partner program (tiers, incentives, give/gets) to reflect our multi-product portfolio and FY27+ growth strategy
- Drive implementation and adoption of a PRM platform integrated with Salesforce
- Establish a repeatable model for service packaging with GSIs/SIs (implementation, modernization, AI/DevOps transformations) in partnership with Professional Services
- Align with Sales, Product, Finance, Marketing, and RevOps so partner motions are embedded in core GTM, not run in parallel
- Manage and develop a lean partnerships team while carrying direct executive relationships with a focused set of strategic partners
- Set operating rhythms: Partner QBRs, joint business plans, pipeline reviews, and internal partner councils
- Define and report on partner-sourced and partner-influenced pipeline and ARR, by region and segment
- Own the redesign of the LaunchDarkly Partner Program for Services/SI, Resell/VAR, Cloud, and Technology/ISV partners
- Define clear tiers, requirements, benefits, and incentives (discounts/margins, referral fees, MDF, certifications)
- Work with Finance, Legal, and RevOps to codify commercial models, agreements, and governance
- Partner with Marketing and Enablement to deliver a simple, well-documented program understood by sellers and partners
- Lead selection (if needed), implementation, and rollout of a PRM platform integrated with Salesforce, Skilljar, Saleshood
- Partner with RevOps and Sales Enablement to drive training, playbooks, and dashboards that make PRM part of everyday workflows
- In collaboration with Professional Services, Customer Success, and Product, define a small set of standard services offerings for GSIs/SIs (e.g., release modernization, feature flag adoption, experimentation on Snowflake, AI/GenAI SDLC, observability/Guardian)
- Co-design and pilot offerings with a shortlist of priority GSIs/regional SIs, validate pricing and scope, and codify repeatable GTM plays
- Clarify subcontracting vs. referral motions, including economics, sales compensation impacts, and customer experience guidelines
- Build a partner enablement path (certifications, playbooks, demo access) so partners can independently sell and deliver LaunchDarkly-based services
- Work directly with Sales Leaders to embed partners across LaunchDarkly’s account base, maintaining a consistent cadence across leadership forecasts, sales QBRs and other engagement opportunities
- Collaborate with Product and Solutions/Architects on joint solutions, integrations, and specialization areas (DevOps, AI, observability, experimentation)
- Work with Finance and Deal Desk on partner economics, marketplace transactions, and approvals that balance growth and margin
- Coordinate with Marketing, Field & Events, and Partner Marketing on a focused calendar of high-impact co-marketing and field plays, not a long tail of one-offs
- Use clear prioritization frameworks (Tier A accounts, top partners, highest ROI plays) to protect the team from fragmentation
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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