Partner Development Manager

Join Pigment: The AI Platform Redefining Business Planning Pigment is the AI-powered business planning and performance management platform built for agility and scale. We connect people, data, and processes in one intuitive, feature-rich solution, empowering every team—from Finance to HR—to build, adapt, and align strategic plans in real time. Founded in 2019, Pigment is one of the fastest-growing SaaS companies globally. Industry leaders like Unilever, Snowflake, Siemens, and DPD use Pigment daily to make more informed decisions and confidently navigate any scenario. With a team of 500+ across Paris, London, New York, Toronto, San Francisco and Austin, we've raised nearly $400M from top-tier investors and were named a Visionary in the 2024 Gartner® Magic Quadrant™ for Financial Planning Software. At Pigment, we take smart risks, celebrate bold ideas, and challenge the status quo—all while working as one team. If you're driven by innovation and ready to make an impact at scale, we’d love to hear from you. Our ideal Partner Sales Manager (PSM) is an entrepreneurial self-starter that will define and execute our partner strategy for Enterprise West, collaborate with local market and global leaders, and drive partner sales. You must have experience building and managing trusted relationships with partners as well as possess a track record of developing pipeline and reaching or exceeding quota. This role is remote in the United States with preference for individuals who reside in California or Washington State. This role comes with an expectation of 30% travel. What You Will Do: Develop and execute regional partner business plans to achieve pipeline, revenue, delivery, and certification goals. Recruit, onboard, and manage strategic consulting partners to expand market coverage and delivery capacity. Build and maintain joint business plans with key partners, including regular business reviews and performance tracking. Drive pipeline generation through joint account planning, co-marketing initiatives, opportunity registration, and partner-led sales motions. Partner closely with Sales, Solution Consulting, Services, Marketing, and Partner Excellence teams to accelerate deal execution and customer success. Enable internal field teams on partner capabilities, industry and use-case expertise, and engagement strategies to increase partner influence in sales cycles and overall customer success. Monitor partner health and performance by evaluating partner certifications, customer adoption and expansion, engagement quality, and operational compliance. Facilitate ongoing stakeholder alignment through territory planning, pipeline reviews, partner engagement planning, and executive-level collaboration with regional sales leadership. Who You Are: 6+ years combined experience in alliance management or partner sales, technology sales, business development, or ecosystem consulting services A proven history of recruiting, signing, developing, managing and significantly scaling partnerships between systems integrators and a software/SaaS company Strong interpersonal skills and comfort working with cross-functional teams Strong relationship building skills and excellent listening, probing, questioning and negotiating skills Ability to manage a book of business efficiently and autonomously through people and process management skills Comfort owning and/or supporting partner sales pursuits with multi-disciplinary teams Profound understanding of building and executing partner go-to-market strategies Possesses a deep understanding of the partner ecosystem, including incentive programs, enablement offerings and success measures Strong executive presence, comfort presenting, and ability to manage up Prior experience in the EPM/FP&A space a plus Strategic thinker who is comfortable in a fast-paced, always-on, highly ambiguous start-up environment Ability to adapt to a rapidly changing product and respond strategically to partner needs #LI-SJ We conduct background checks as part of our hiring process, in accordance with applicable laws and regulations in the countries where we operate. This may include verification of employment history, education, and, where legally permitted, criminal records. Any checks will be conducted lawfully prior to formal employment contracts being signed, with candidate consent, and information will be treated confidentially. Pigment is an equal opportunity employer. We believe diversity is a strength and fosters innovation. We are committed to enabling everyone to feel included and valued at the workplace. All qualified applicants will receive consideration for employment without regard to age, color, family, gender identity, marital status, national origin, physical or mental disability, sex (including pregnancy), sexual orientation, social origin, or any other characteristic protected by applicable laws. We may process your personal data in accordance with our HR Data Protection Notice . We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.