Head of Partnerships

Job Description

Job Description

Who we are

Subtotal is a fast-growing, seed-stage B2B software startup helping brands take ownership of the customer experience in their largest channel: retail. We connect shoppers, brands, and retailers through a modern data platform that makes retail purchases visible and actionable.

We’re early, building fast, and looking for a Head of Partnerships who can help turn our partner channel into a real revenue engine.

The role

Partnerships are already one of our largest sources of deal flow. You’ll own that channel end-to-end—defining our partner structure, recruiting new partners, deepening relationships with existing ones, and making sure our partners are equipped (and incentivized) to send us deals.

This is a build role. You’ll work closely with the founding team to design how Subtotal partners with agencies, technology platforms, and the broader CPG ecosystem—and you’ll partner with engineering on the integrations that make those relationships valuable.

What you’ll do

• Build the partnership strategy: Define our partner program structure, tiering, incentives, and economics. Decide what kinds of partners (tech, agency, reseller, referral) matter most and why.

• Source new partners: Identify, recruit, and onboard new partners across CPG, retail, martech, and the Shopify ecosystem.

• Grow existing partnerships: Deepen relationships with current partners, design incentives that drive consistent deal flow, and turn warm partners into active referral sources.

• Enable partner sales teams: Train our partners’ sales and CS teams on Subtotal, build enablement materials, and stay close enough to their reps that Subtotal is top of mind on the right deals.

• Drive integrations: Work with engineering and product to scope, prioritize, and ship partner integrations—and turn those integrations into real co-sell motion.

• Run co-marketing: Plan and execute joint campaigns, content, webinars, and co-sponsored events with partners.

• Represent Subtotal in market: Travel to industry events, conferences, and partner offices several times a year.

What we’re looking for

• 4+ years of partnerships, channel, or business development experience, ideally in B2B SaaS

• Track record of building or scaling a partner channel that drove meaningful revenue

• Comfort with both the strategic side (program design, incentives, structure) and the tactical side (working accounts, hosting calls, getting partners to actually send deals)

• Strong relationship instincts—you can build trust quickly with operators, founders, and partner sales teams

• Ability to work cross-functionally with engineering on integrations and with marketing on joint campaigns

• Hungry, self-directed, and comfortable in a fast-paced environment where the playbook is still being written

• Willingness to travel to industry events, conferences, and partner meetings several times a year

• A bias toward action and learning by doing

Nice to have (but not required)

• Experience in CPG, retail, or the broader commerce ecosystem

• Existing network in the Shopify ecosystem (apps, agencies, SIs)

• Experience with modern partner tools

• Experience as an early partnerships hire at a seed- or Series A-stage startup

What we offer

• Base salary $140K - $180K

• Performance-based bonuses tied to qualified partner referrals

• Meaningful equity

• Fully paid health insurance for you and your family

Compensation Range: $140K - $180K