Director of Partnerships

Hybrid - Berlin, Germany

Full-time

Permanent employee

Your mission

As part of deskbird, a fast-growing workplace tech company backed by a $23M Series B and trusted by leading global brands, you’ll work alongside an ambitious, high-performing teams with a proven product and a clear strategy.

We are building a revenue-driven GTM organization where partnerships are a core growth channel, not a side initiative.

The Director of Partnerships will own the end-to-end partner strategy, including:

Acquisition of high-value strategic partners
Growth and monetization of existing partners
Using partnerships as a key lever for international expansion

This role is responsible for turning partnerships into a predictable, scalable source of pipeline and ARR.

In this role you will

1. Own Global Partner Strategy & Revenue Contribution

Define and execute the global partnerships strategy aligned with company revenue goals.
Build partnerships into a meaningful, measurable revenue channel
Define: Target partner types (e.g. resellers, channel, strategic, tech, ecosystem), revenue contribution targets & market-specific partnership strategies.
Ensure partnerships are not measured by volume, but by: Pipeline generated, revenue closed & long-term partner value.

2. Acquire High-Impact Strategic Partners

Identify and prioritize partners that: Provide access to target ICPs, accelerate entry into key markets & complement our product and positioning.
Lead end-to-end partner acquisition: Sourcing, negotiation, structuring agreements & onboarding.
Focus on quality over quantity: Fewer, high-performing partners & clear monetization potential from day one.

3. Drive Partner Growth & Monetization

Own ongoing performance and growth of existing partners.
Ensure partners: Actively generate pipeline, are enabled to sell effectively & are integrated into GTM motion.
Build structured partner growth programs: Joint GTM initiative, co-marketing campaigns, account mapping and co-selling & performance tracking and reviews.
Move the organization from: “We have partners” → “Partners generate meaningful ARR”

4. Use Partnerships as a Market Expansion Lever

Leverage partnerships to: Enter new geographic markets (especially where direct presence is limited) & accelerate market penetration in strategic regions.
Identify partners with: Strong local presence, established customer relationships & distribution or influence in key markets.
Build region-specific partner strategies aligned with POD structure.

5. Partner Closely with Demand Gen & Sales

Work with Demand Gen to: Build co-marketing campaigns, activate partner-driven pipeline & support regional GTM initiatives.
Align with Sales to: Enable co-selling, support strategic deals & integrate partners into account strategies.

6. Partner Enablement & Program Development

Define and build: Partner onboarding processes, enablement materials (with PMM and GTM Ops), incentive structures & partner tiers and programs.
Ensure partners: Understand our value proposition, can position and sell effectively & are motivated to prioritize our solution.

7. Partner Performance Tracking & Accountability

Define and track: Pipeline generated by partners, revenue contribution, partner activation rates & time-to-first-deal.
Partner with GTM Ops to: Ensure visibility into partner-sourced and influenced revenue & build clear reporting and attribution.
Regularly evaluate: Which partners to scale, which partners to fix & which partners to exit.

What you need to be successful

8–12+ years in partnerships, business development, or channel roles in B2B SaaS
Proven track record of: Building and scaling partnership programs & driving measurable revenue through partners.
Experience in: Partner acquisition and negotiation, partner growth and monetization & international or multi-region partnerships.
Strong commercial mindset, thinks in pipeline and revenue, not relationships.
Strategic thinker, understands how partnerships fit into GTM.
Strong operator, can build structure, process, and programs.
Excellent communicator and negotiator.
Based in Europe.

Bonus

Experience in European and/or US markets.
Experience in both early-stage and scaling environments.
Familiarity with SaaS partner ecosystems (resellers, integrators, tech partners).

What’s in it for you?

Grow fast: Join Europe’s leading workplace management software company and accelerate your career development.
Annual company summit: Meet the whole team at our yearly summit in inspiring locations across Europe (check out the video from our last summit).
Team “Bursts”: Unlimited opportunities to collaborate with your team in person.
Home office support: Financial contribution to set up a comfortable, productive home office.
Learning & development: Annual budget for coaching, certifications, and conferences.
Hub visit: Yearly sponsored trip to one of our hubs.
Generous annual leave: Plenty of time off to recharge.
Joy budget: Annual budget to spend on activities that spark joy, connection, and shared energy.

About us

At deskbird, we empower companies worldwide to navigate the complexities of hybrid work. Our people-centric software enables employees to easily coordinate office schedules, book desks, and collaborate more effectively. For admins, we provide powerful insights and analytics to optimise office operations. As one of the fastest-growing SaaS startups, we are a team of diverse talent from 22 nationalities, with vibrant hubs in Berlin, Munich, Barcelona, Paris, Pfäffikon, Bucharest, Belgrade, Sofia, and Skopje.

If our mission and this role resonate with you, we encourage you to apply, even if you don't meet every single requirement. At deskbird, we value the unique perspectives and contributions that each individual brings. We believe in the potential for growth and the impact we can achieve together. Whether you see yourself as an 80% fit or more, your passion and enthusiasm are what truly matter. Take that step - let’s uncover your potential and shape the future together.

We are an equal-opportunity employer and celebrate diversity, recognising that diverse perspectives and backgrounds enrich our teams and strengthen our organisation. We approach diversity and inclusion seriously and thoughtfully. We do not discriminate on the basis of race, ethnicity, religion, colour, place of birth, sex, gender identity or expression, sexual orientation, age, marital status, military service status, or disability status.