Head of B2B & Partnerships

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.

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.

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.

Build the partnership strategy: Define our partner program structure, tiering, incentives, and economics. Identify, recruit, and onboard new partners across CPG, retail, martech, and the Shopify ecosystem.

Grow existing partnerships: 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.

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

Plan and execute joint campaigns, content, webinars, and co-sponsored events with partners.

Travel to industry events, conferences, and partner offices several times a year.

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)

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

Experience in CPG, retail, or the broader commerce ecosystem

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

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

Performance-based bonuses tied to qualified partner referrals

Meaningful equity

Fully paid health insurance for you and your family

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