Director, Partnerships

About Veho Veho’s mission is to power the future of commerce by making shopping, shipping and returns seamless for everyone. We are building a modern, end-to-end logistics infrastructure designed entirely for the ever-evolving needs of ecommerce brands and everyday consumers. Powered by next-generation technology and a vertically integrated supply chain, Veho gives brands and their customers unprecedented control over their deliveries and removes the pain from the ecommerce post-purchase experience. We make delivery the ‘extension of the brand’ and leverage it to create deeper loyalty and trust between brands and their customers, driving customer retention and lifetime value. Our rapidly growing client list includes leading consumer brands like Hello Fresh, Zara, Macy’s, Sephora, and more. To truly build an iconic company, we strongly believe that our people and values must be aligned with our mission. As such, we take pride in our championship team, merit-based culture. We seek team players who want to compete, win, make an impact and build a legacy, and we reward performance and impact players with generous equity and incredible career growth opportunities. About the Role This role exists to build Veho’s partnerships function from the ground up. The Director of Partnerships will own two distinct motions: strategic alliance development with technology providers, logistics companies, and marketplace platforms; and the architecture and launch of Veho’s channel partner program, which does not exist today. Veho has meaningful traction with 3PLs, shipping technology providers, and service operators, but no formal channel model, no dedicated owner driving commercial upside from these relationships, and no structured enablement infrastructure. This leader will define the framework, build the program, and own the revenue number. Key Responsibilities Partnership Strategy Define and own Veho’s long-term partnership strategy, aligned with company growth and expansion goals. Develop and maintain a framework for evaluating and prioritizing partnerships — including impact on revenue, customer value, and operational efficiency. Track and report on key partnership metrics; use data to guide investment decisions and organizational alignment. Key metrics: ARR from partnerships, number of active partnerships, pipeline coverage ratio Strategic Partner Development Lead high-impact partnerships that open new verticals, accelerate geographic growth, or enhance product differentiation. Structure and negotiate complex commercial agreements (MSAs, revenue share, co-sell terms) that support long-term strategic outcomes. Collaborate with Finance and Operations to assess the scalability and return of each partnership. Work with Product and Engineering to deliver integrated solutions that improve Veho’s platform connectivity and partner experience. Partner with Sales and Marketing to execute co-selling and co-marketing plans that drive adoption and revenue. Key metrics: Revenue per strategic partner, deal velocity, co-sell pipeline contribution Channel Partner Development Build Veho’s channel partner model from scratch — including partner classification, commercial terms, incentive structure, performance measurement, and enablement. Build and manage a portfolio of channel partners, owning the relationship from onboarding through ongoing performance. Create a scalable enablement program: tools, training, and support that allow partners to succeed with minimal hand-holding. Key metrics: Channel-sourced revenue, partner activation rate, partner retention 3PL & Technical Partner Management Own marketplace certification for 3PLs, ensuring Veho is positioned competitively across key platforms. Maintain and renegotiate commercial agreements with existing technical partners (e.g., EasyPost, Shippo, Shipmas), ensuring integration quality and commercial terms remain aligned with Veho’s strategic direction. Key metrics: Active certifications, technical partner health, renegotiation outcomes Cross-Functional Execution Align internal stakeholders — Sales, Marketing, Product, Engineering, Finance — on the partnerships roadmap and their role in it. Run QBRs with key partners; maintain market-facing materials, training collateral, and partner documentation. Key metrics: Cross-functional satisfaction, QBR completion rate, enablement material adoption Experience Must Have: 7+ years in partnerships, business development, or strategic alliances — with at least 3 years in a senior IC or lead role Demonstrated track record of revenue generation from partnerships (owned a number, hit a number) Experience building a channel partner program — from structure through enablement Background in tech-enabled logistics, shipping tech, or adjacent eCommerce infrastructure (e.g., EasyPost, Shippo, Shipmas, Flexport, DoorDash, Uber Freight) Experience running QBRs and creating partner-facing enablement materials NYC-based or willing to relocate (no remote exceptions) Good to Have: Experience with 3PL marketplace certifications or logistics platform integrations Background at a company that sells to or through eCommerce operators (not paid media) Exposure to both strategic alliances and channel/indirect sales motions Veho is a growth company that looks for team members to grow with it. No matter the location, or the role, every Veho teammate shares one galvanizing mission: driving commerce forward with a customer-centric delivery experience that's built for the modern era. We live by our leadership principles. We're looking for team members who are: obsessed over the customer, first-principles thinkers, builders at heart, intrinsically driven to win, and owners biased toward action. Join us in building the future of ecommerce logistics and in doing the work of our lifetime! All California applicants, please reference our California Applicant Privacy Notice located here. The pay range is subject to the discretion of the Company. Additionally, Veho offers a competitive equity package, comprehensive medical, dental, and vision coverage, and other benefits such as a 401 (k) and unlimited PTO for exempt-level roles. #J-18808-Ljbffr