Director of Product Management - App Marketplace

Role Description

You will own who builds on HighLevel and what that ecosystem is worth. The HighLevel App Marketplace connects third party software companies with more than 1 million businesses. Your job is to bring the right companies into that marketplace, from large platforms with millions of users to specialist tools that serve a single industry well, and then make those launches commercially successful.

This is a partnerships and commercial role, not a product role. You will spend your time in front of partners:

• Sourcing them
• Negotiating terms
• Getting them live
• Growing what they earn and what we earn

You will also decide where the gaps are. If agencies in the home services vertical have no good scheduling app, you find one or recruit one.

You will report into the Marketplace organization and work daily with GTM, Product, Engineering, Partnerships, Legal and Finance. You will own the number: marketplace GMV and the revenue it generates.

What you'll do

• Bring partners in
  • Build and own a pipeline of target partners, from major platforms to boutique tools that serve specific verticals.
  • Own the full cycle: first conversation, business case, commercial terms, technical scoping with our platform team, launch, and the relationship after launch.
  • Negotiate commercial agreements covering revenue share, payouts, exclusivity and support commitments, working with Legal and Finance.
  • Be the senior relationship owner for our largest partners, including executive level relationships that outlast any single launch.
• Set the ecosystem strategy
  • Decide which categories we grow and in what order.
  • Build a view of the marketplace by domain, for example CRM, payments, scheduling, creative, telephony and AI, and know where we are strong and where we are exposed.
  • Run regular gap analysis using install data, search queries, support tickets and agency feedback to identify what apps our customers need and cannot find.
  • Turn those gaps into a target list and then into signed partners.
  • Set the standard for what a good partner looks like, so we are not just adding apps but adding apps people use.
• Own GMV and revenue
  • Own marketplace GMV and the revenue we generate from it.
  • Set the targets, forecast them, and report on them to leadership.
  • Find new revenue levers beyond simple listing fees, including revenue share models, paid placement, bundles and referral flows in both directions.
  • Track the health of the ecosystem, not just the top line: installs, active usage, partner retention, revenue per partner and revenue retention from marketplace apps.
  • Work with Finance on multi currency payouts, tax handling and partner billing as we grow across regions.
• Drive go to market
  • Partner with our GTM and Marketing teams on how each launch reaches customers: announcements, in app placement, agency communications, webinars and co-marketing with the partner.
  • Build a repeatable launch playbook so the tenth partner launch is faster and better than the first.
  • Open up the reverse channel. Our partners have audiences too, and those audiences should hear about HighLevel.
  • Work with Sales and Customer Success so the marketplace becomes a reason customers stay and expand, not just a directory.
• Lead across teams
  • Bring partner and market feedback into the product roadmap.
  • Represent HighLevel to the developer and partner community at events and in one to one executive conversations.
  • Mentor and, over time, build a small team of partner managers as the ecosystem scales.

Qualifications

• 12+ years of experience in partnerships, business development, alliances or ecosystem roles in software, with clear growth in scope over that time.
• 4+ years working directly on an app marketplace, developer ecosystem or platform partnerships program in a SaaS company.
• A track record of closing partnerships with well known software companies and getting them live, not just signed.
• Commercial ownership of a number. You have carried a GMV, revenue or pipeline target and hit it.
• Comfort with commercial structures common to marketplaces: revenue share, payouts, referral fees, co-selling agreements.
• Enough technical fluency to hold a credible conversation about APIs, webhooks, OAuth and integration scope.
• Strong analytical habits. You can look at install and usage data and tell the difference between a partner that looks good and a partner that performs.
• Excellent communication and executive presence. You will be the face of HighLevel to partners and the voice of partners inside HighLevel.

Great to have

• Experience at a B2B SaaS platform with a marketplace, such as CRM, marketing automation, communication platforms or e-commerce.
• Experience with the agency or reseller model, where your customer serves their own customers.
• A technical background, whether a CS degree or time spent as a developer or solutions engineer.
• Experience launching partnerships across multiple regions, including the practical side of multi currency and tax compliance.
• Experience building a partner program from an early stage rather than inheriting a mature one.

What you'll get

• Strategic impact. The marketplace is a growth pillar with visibility at the top of the company, and you will own it.
• Real ownership. This is not a coordination role. You set the strategy, sign the deals and carry the number.
• Strong partners internally. You will work with experienced engineering, product, data and GTM teams who move quickly.
• Room to build. As the ecosystem grows, so does the team around it.