Openprise · 1 day ago
Director, Channel and Marketplace Strategy
San Mateo, CA
Full-time
Hybrid
Director/Executive
$280K/yr - $300K/yr
8+ years expOpenprise is an AI and automation platform that unifies data silos and simplifies data management for Revenue Operations. The Director of Channel & Marketplace Strategy will create and expand the partner ecosystem and marketplace presence, driving distribution and revenue through various marketplaces while managing a small team and collaborating cross-functionally.
Big DataBusiness Process Automation (BPA)CRMData IntegrationData ManagementMarketing AutomationSaaSSales Automation
Responsibilities
Design and own a partner program focused on SalesOps, MarketingOps, and RevOps agencies, including tiers, incentives, rules of engagement, and success metrics
Define clear partner motions (referral, co-sell, resale, services-led, subcontracting where applicable)
Recruit, onboard, and activate high-value agency partners aligned to ICPs and use cases
Build partner enablement programs, including training, certification, playbooks, sales kits, and demo workflows
Own end-to-end strategy and execution for listings on AWS Marketplace, Adobe Exchange, and Salesforce AppExchange
Lead packaging, pricing, and SKU strategy for marketplace offerings
Navigate marketplace technical, legal, and commercial requirements (contracts, compliance, billing, reporting)
Own the design and rollout of a partner certification and technical enablement program that ensures agencies can confidently position, sell, and deliver our RevOps Automation solutions
Partner closely with the Customer Success team to leverage product expertise, implementation best practices, and real-world customer use cases in training content
Define certification levels (e.g., Sales, Technical, Advanced / Solution Specialist) aligned to partner roles and GTM motions
Build and maintain enablement assets including technical documentation, solution architectures, implementation guides, demo environments, and playbooks
Qualification
Required
8–12+ years experience in B2B SaaS, with senior ownership of channels, alliances, or partner ecosystems
Proven experience launching and managing listings on AWS Marketplace, Salesforce AppExchange, and/or Adobe Exchange
Strong understanding of RevOps, SalesOps, and MarketingOps buyers and agencies
Demonstrated success building partner programs from scratch or scaling them meaningfully
Experience managing small, high-leverage teams
Strong cross-functional leadership skills and executive presence
Company
Openprise
Openprise provides a RevOps data automation cloud, assisting businesses in converting their data into actionable insights.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$58.27MKey Investors
Morgan Stanley Expansion CapitalSIG China (SIG Asia Investments)Foothill Ventures
2024-03-05Series B· $25M
2021-10-20Series A· $16M
2020-04-22Seed· $4M
Leadership Team
Ed King
Founder and CEO
Mario Lim
Founder and CTO
Recent News
2025-03-29
Company data provided by crunchbase