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Ethena · 3 days ago

Partnerships Lead

United States

Full-time

Remote

Senior Level

$170K/yr - $240K/yr

Ethena is a compliance training company that customizes its services using AI to enhance training for organizations. The Partnerships Lead will be responsible for driving partnerships strategy, strengthening existing relationships, and identifying new opportunities to increase revenue through partnerships.

ComplianceE-LearningHuman ResourcesSaaS

No H1B

Responsibilities

Own our partnerships strategy: define where we play, how we win, and how we scale the partnership motion

Grow and deepen revenue-driving partnerships: expand existing relationships through joint planning, co-selling, partner enablement, and new initiatives

Identify new partnership opportunities: pursue high-potential partners aligned to our customer base, product value, and growth strategy

Create repeatable processes: build the playbooks, partner tiers, engagement models, and internal workflows that make partnerships scalable

Drive cross-functional execution: collaborate with Marketing, Sales, and Product to launch and run programs that increase partner-sourced and partner-influenced ARR

Measure what matters: define success metrics, track performance, and continuously optimize based on what’s working

Bring new ideas: we don’t want 'same-old partnership playbook.' We want thoughtful experimentation, sharp prioritization, and relentless execution

Qualification

Enterprise partnershipsBusiness developmentStrategic growthB2B SaaS experienceAnalytical skillsRelationship-buildingNegotiation skillsSelf-starterCreative thinkingTeam collaboration

Required

Experience in enterprise partnerships, business development, or strategic growth roles, ideally in B2B SaaS (or similarly complex, high-growth environments)

Proven experience growing partnerships that drive revenue, especially building partnerships from early-stage to scale

Strong strategic thinking and strong execution (you can build the strategy and run the play)

Confidence operating independently: you don't need someone telling you what to do every day (but you do love teammates)

Excellent relationship-building and negotiation skills, with strong commercial instincts

Strong analytical skills: you're comfortable using data to prioritize, forecast impact, track pipeline, and prove ROI

A self-starter who thrives in a hands-off management environment — someone who takes ownership of their work with a 'roll up your sleeves mentality', is comfortable with ambiguity, proactively identifies problems and solutions, and drives their work forward with minimal oversight

Passion for what we're building here at Ethena and a strong alignment with our core values (which includes an impeccable sense of humor)