Director, Partnerships

The simple task of buying software, services, or tools at work has become hopelessly complicated at even the most innovative companies in the world. Today, enterprises spend $120T+ per year globally (>30 times larger than annual consumer e-commerce spend) and rely on vendors more than ever before to run their businesses.

Our cofounders started Zip in 2020 to address this seemingly intractable problem with a purpose-built procurement platform that provides a simple, consumer-grade user experience. Within the last 4 years, Zip has created a new category and developed the leading solution in this $50B+ TAM space. Today, the world’s leading companies like OpenAI, Snowflake, Anthropic, Coinbase, and Prudential rely on Zip to manage billions of dollars in spend.

We have a world-class team coming from category-defining companies like Airbnb, Meta, Stripe, Salesforce, Apple, and Google. With a $2.2 billion valuation and $370 million in funding from Y Combinator, Tiger Global, BOND, DST Global, and CRV, we’re focused on developing cutting-edge technology, expanding into new global markets, and—above all–driving incredible value for our customers. Join us!

Your Role

Responsible for owning and accelerating strategic relationships with Zip's Global System Integrator (GSI) partners, with a primary focus on building out meaningful Zip practices within these firms that drive transformational outcomes for customers. This role requires developing and executing comprehensive joint go-to-market strategies, enabling partners to successfully sell and deliver Zip implementations, and driving mutual revenue growth through deep collaboration. The ideal candidate will possess a proven track record of building revenue-generating practices with GSI partners, a deep understanding of the enterprise SaaS ecosystem and partner dynamics, a strong ability to collaborate cross-functionally, and the ability to operate at both a strategic and tactical level.

You Will

• Strategic Partnership Leadership: Own the end-to-end relationship strategy and execution for a portfolio of strategic GSI partners; develop and maintain strong, executive-level relationships with partner leadership; define partnership goals, establish QBR cadence, and drive accountability to shared objectives.

• Sales Organization Leadership: Operate as an embedded leader within the Enterprise sales organization on strategic partnership deals; work directly with AEs throughout sales cycles to position partners, facilitate stakeholder engagement, and drive joint wins; develop repeatable playbooks from deal execution and translate partner feedback into product and GTM insights.

• Cross-Functional Coordination: Collaborate with Marketing, Product, Legal, and Customer Success teams to execute partnership initiatives and ensure seamless delivery of joint value propositions.

• Practice Development: Build out meaningful Zip practices within GSI firms across advisory, implementation, and managed services offerings

• Revenue Generation & Pipeline Growth: Develop and execute comprehensive joint GTM plans that drive mutual value, including partner-sourced opportunities for Zip and services revenue for partners; collaborate with Zip's Enterprise sales team to identify and attach partners to strategic opportunities; design co-selling playbooks and engagement models.

• Performance Management & Reporting: Identify and track relevant metrics of success to measure partnership health and business impact; provide regular updates to senior leadership on partnership status, pipeline, closed business, and strategic initiatives; analyze the competitive landscape to identify opportunities and refine strategy.

The OTE range for this role is $220,000-300,000. The OTE for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.

Perks & Benefits

At Zip, we’re committed to providing our employees with everything they need to do their best work.

• 📈 Start-up equity

• 🦷 Full health, vision & dental coverage

• 🍽️ Catered lunches & dinners for SF employees

• 🚍 Commuter benefit

• 🚠 Team building events & happy hours

• 🌴 Flexible PTO

• 💻 Apple equipment plus home office budget

• 💸 401k plan