Head of Partnerships

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