Partner Development Manager, Strategic Partnerships

Job Description

Job Description

Please Note: This is a remote position available in the states listed on this job. Additionally, employment with BambooHR is contingent on passing both a background and credit check.

AI at BambooHR
At BambooHR, we're all about setting people free to do great work, and we believe AI is a powerful partner in that mission. We're leaning into intelligent tools to streamline our workflows, giving us more time for high-impact innovation. We look for curious, forward-thinking people who are ready to explore how AI can elevate their work and help us reimagine the future of HR.

Essential Job Duties

We are seeking a highly driven, strategic "hunter" to identify, recruit, and activate new referral and marketplace partners that accelerate revenue growth and expand our ecosystem.

This role sits at the intersection of business development, partnerships, and strategy —owning partner acquisition end-to-end, from sourcing through negotiation, contracting, and activation. The ideal candidate is a strong negotiator , commercially minded, and deeply attuned to market opportunities.

You will:

• Identify, target, and recruit net-new referral, marketplace, and strategic partners
• Build and execute a partner acquisition strategy aligned to revenue and product priorities
• Develop a strong pipeline of high-impact partners that drive:
• Direct revenue generation
• Channel support and distribution
• Product ecosystem expansion

• Lead end-to-end deal execution, including:
• Commercial terms
• Revenue share models
• Partnership frameworks
• Serve as the primary negotiator for all new partner agreements and renewals
• Partner closely with Legal to structure and finalize contracts
• Ensure agreements align with company financial and strategic objectives

• Own partner-sourced pipeline targets and revenue contribution
• Track and report on partner performance and ROI
• Drive accountability for partners to deliver measurable business impact
• Manage and track partner progress utilizing appropriate tools, ensuring clear visibility and communicating impact to all relevant internal stakeholders.

• Leverage market insights, competitive intelligence, and customer needs to inform partner strategy
• Identify gaps in product, distribution, or capabilities and source partners to fill them
• Translate external trends into actionable partnership opportunities

• Partner with Product to align on integrations and ecosystem priorities
• Collaborate with Sales and Channel teams to ensure partner-sourced opportunities convert
• Work with Marketing to support partner launches and GTM activation
• Act as a key liaison between external partners and internal stakeholders

What We'll Love About You

• 5–10+ years in partnerships, business development, or channel roles
• Proven success in a hunter role (net-new partner acquisition, not just account management)
• Exceptional negotiation skills with experience structuring complex deals
• Experience owning or influencing contracts, commercial terms, and partner economics
• Strong track record of driving pipeline and revenue through partnerships
• Ability to operate cross-functionally with Legal, Product, Sales, and Marketing
• Experience in HCM, HR tech, payroll, or adjacent SaaS ecosystems preferred
• Familiarity with CRM/PRM systems and proficiency in key tools such as Salesforce
• Strong strategic thinking with ability to translate market insights into execution

What Will Make Us REALLY Love You

• Consistently lands high-value partners that materially impact revenue
• Builds a repeatable partner acquisition engine, not just one-off deals
• Negotiates favorable, scalable deal structures
• Identifies ecosystem gaps early and fills them with smart partnerships
• Creates a balanced portfolio of partners (revenue + product + channel leverage)

What You'll Love About Us

• A Great Company Culture that has been recognized by multiple organizations like Inc, and Salt Lake Tribune
• Comprehensive health, life, and disability insurance
• Generous leave policies that include 4 weeks of vacation, 12 company holidays, parental leave, and volunteer time off so you can enjoy quality of life
• 401k plans with up to 6% company match
• $2000 Paid-Paid Vacation bonus
• EAP through Headspace
• Check out all our benefits that benefit you

About Us

At BambooHR, we're building something different: we're building a people intelligence platform that transforms HR and sets people free to do great work! We're a proven market leader driving innovation while building lasting success through thoughtful, sustainable growth. Here, you'll find a place that champions growth: both professional and personal, both individual and collective.

We invest in potential, giving you the space to stretch your capabilities and turn good ideas into reality while providing the safety net of a supportive, values-driven culture. Our approach combines meaningful work with meaningful lives, offering competitive benefits, professional development, and the flexibility to thrive both in and outside the office.

What sets us apart isn't just what we do, but how we do it: with openness, integrity, and a shared commitment to doing the right thing. Join us in creating HR software that makes work better for everyone, while we make work better for you.

BambooHR is committed to the full inclusion of all qualified individuals and will ensure that persons with disabilities are provided reasonable accommodations throughout the hiring process. If you would like to request accommodations, please let your recruiter know.

BambooHR is An Equal Opportunity Employer--M/F/D/V
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