VP, Partnerships & Alliances

About the Job: LaunchDarkly is hiring a VP of Partnerships & Alliances to lead and scale partnerships as a measurable growth engine across GSIs and SIs, cloud, VARs, and technology partners. This executive will own the global partner strategy and build the programs, services, and co-sell motions that expand customer reach and accelerate revenue across LaunchDarkly’s product portfolio. This is a high-impact executive leadership role for a strategic, hands-on operator who can build and lead a high-performing organization, develop executive partner relationships, and make partnerships part of the core go-to-market motion. As a member of the extended Revenue leadership team, the VP of Partnerships will work closely with Sales, Professional Services, Customer Success, Product, Marketing, Finance, Legal, Enablement, and Revenue Operations. This is an exciting opportunity to play a leading role in scaling partner-led adoption of LaunchDarkly’s AI Runtime Control, creating differentiated joint value and accelerating growth through strategic alliances. Responsibilities: - Set the global partnerships strategy, translating company and Revenue priorities into a 2–4 year roadmap and annual plan. - Build and lead the Partnerships organization, establishing the operating model, talent strategy, and accountability needed to scale. - Direct the partnerships budget and investment priorities, driving measurable contribution to partner-sourced pipeline, partner-influenced revenue, and growth. - Design the global partner program architecture across Services and SI, Resell and VAR, Cloud, and Technology partners. - Align priority partners to LaunchDarkly’s go-to-market strategy through account mapping, co-selling, co-marketing, and expansion. - Establish operating rhythms and executive reporting for partner-sourced and partner-influenced pipeline, revenue, forecasting, and performance. - Lead the strategy and rollout of a scalable PRM ecosystem integrated with Salesforce, including deal registration, attribution, partner workflows, and data integrity.

- Develop repeatable GSI and SI service offerings with Professional Services, Customer Success, and Product across implementation, modernization, AI, and DevOps transformation. - Expand referral, co-delivery, subcontracting, and marketplace motions once the underlying economics, delivery models, and customer value are proven. - Build the partner activation and enablement engine across onboarding, certifications, playbooks, demos, and seller workflows. - Integrate partnerships into account planning, forecast reviews, QBRs, strategic deals, and the Revenue operating cadence. - Shape joint solutions, integrations, and priority use cases with Product and Solutions Architecture across DevOps, AI, observability, and experimentation. - Represent Partnerships in Revenue and company-wide planning, operating reviews, and strategic initiatives. Qualifications: - Typically requires 15+ years of experience in B2B SaaS partnerships, alliances, channel, or related revenue roles, including at least 7 years leading partnerships leaders, managers, or directors and significant experience with Services, SI, or GSI partners. - Proven success leading global partner strategies, building or relaunching partner programs across distinct partner motions, and owning partner-sourced and partner-influenced pipeline and revenue. - Experience leading and scaling a Partnerships organization with multiple partner segments, programs, and cross-functional dependencies. - Hands-on experience with PRM, Salesforce, deal registration, partner data, attribution, and revenue reporting. - Experience creating GSI and SI services and scaling co-delivery, referral, subcontracting, or marketplace motions. - Experience building co-sell programs with cloud, hyperscaler, technology, or data platform partners.