Head of Partnerships

About the Job: LaunchDarkly is hiring a player/coach partnerships leader to rebuild and scale our global partner ecosystem across GSIs/SIs, Cloud, VARs, and Technology Partners. This leader will build and launch our Partner Program, stand up and operationalize PRM, and define GSI/SI service offerings that extend the LaunchDarkly platform while working cross‑functionally to maximize impact. You will: Lead a small, high-output partnerships team while personally owning a subset of top partners and initiatives. Redesign our partner program (tiers, incentives, give/gets) to reflect our multi-product portfolio and FY27+ growth strategy. Drive implementation and adoption of a PRM platform integrated with Salesforce. Establish a repeatable model for service packaging with GSIs/SIs (implementation, modernization, AI/DevOps transformations) in partnership with Professional Services. Align with Sales, Product, Finance, Marketing, and RevOps so partner motions are embedded in core GTM, not run in parallel. Responsibilities: Lead as a player/coach Manage and develop a lean partnerships team while carrying direct executive relationships with a focused set of strategic partners. Set operating rhythms: Partner QBRs, joint business plans, pipeline reviews, and internal partner councils. Define and report on partner-sourced and partner-influenced pipeline and ARR, by region and segment. Restructure / relaunch the partner program and PRM rollout Own the redesign of the LaunchDarkly Partner Program for Services/SI, Resell/VAR, Cloud, and Technology/ISV partners. Define clear tiers, requirements, benefits, and incentives (discounts/margins, referral fees, MDF, certifications). Work with Finance, Legal, and RevOps to codify commercial models, agreements, and governance. Partner with Marketing and Enablement to deliver a simple, well-documented program understood by sellers and partners. Lead selection (if needed), implementation, and rollout of a PRM platform integrated with Salesforce, Skilljar, Saleshood. Partner with RevOps and Sales Enablement to drive training, playbooks, and dashboards that make PRM part of everyday workflows. Develop GSI/SI service packages and delivery motions In collaboration with Professional Services, Customer Success, and Product, define a small set of standard services offerings for GSIs/SIs (e.g., release modernization, feature flag adoption, experimentation on Snowflake, AI/GenAI SDLC, observability/Guardian). Co-design and pilot offerings with a shortlist of priority GSIs/regional SIs, validate pricing and scope, and codify repeatable GTM plays. Clarify subcontracting vs. referral motions, including economics, sales compensation impacts, and customer experience guidelines. Build a partner enablement path (certifications, playbooks, demo access) so partners can independently sell and deliver LaunchDarkly-based services. Drive cross-functional alignment with constrained resources Work directly with Sales Leaders to embed partners across LaunchDarkly’s account base, maintaining a consistent cadence across leadership forecasts, sales QBRs and other engagement opportunities. Collaborate with Product and Solutions/Architects on joint solutions, integrations, and specialization areas (DevOps, AI, observability, experimentation). Work with Finance and Deal Desk on partner economics, marketplace transactions, and approvals that balance growth and margin. Coordinate with Marketing, Field Events, and Partner Marketing on a focused calendar of high-impact co-marketing and field plays, not a long tail of one-offs. Use clear prioritization frameworks (Tier A accounts, top partners, highest ROI plays) to protect the team from fragmentation. Qualifications: 15+ years in B2B SaaS partnerships, including meaningful experience with Services / SI / GSI partners. 7+ years leading partnerships teams with a proven player/coach profile (hands-on partner ownership plus people leadership). Demonstrated succe ... (truncated, view full listing at source)