Director, Partner GTM Strategy

Today, we live in a world where everything has become convenient. Now you can get a ride anywhere, buy anything, answer any question with just a couple clicks on your phone. Convenience isn’t a luxury, it’s an expectation.
So why not renting? It’s still a chore to get utilities set up, buy renters insurance, get air filters changed, handle pest control, and more.
That’s why we’ve built the world’s first Resident Experience Platform that makes resident onboarding, resident services, and ancillary revenue effortless for property managers.
We’re passionate about turning friction into triple win experiences for residents, property managers, and investors. That way renting can be easy and rewarding for everyone.
And now you can join us. Apply today to join 250+ passionate, creative people who strive to make a difference each day so residents, property managers, and investors all win; creating the ultimate Triple Win! 🔥🔥🔥

Second Nature is seeking a Director of Partner GTM Strategy to own the go-to-market motion for our most strategic partnerships. This leader will be responsible for ensuring that Second Nature and our partners deliver on the joint revenue, pipeline, and activity commitments that underpin our partnerships.
This role is about driving joint go-to-market outcomes, not just campaigns. You’ll hold both organizations accountable to the GTM plan—from outbound activity and lead generation through to pipeline creation—and ensure execution across sales, marketing, and enablement teams on both sides of the partnerships.
The ideal candidate combines strategic acumen with operational rigor. You thrive at aligning cross-functional teams, setting clear targets, and mobilizing resources across organizations without direct authority. You know how to measure what matters, escalate where needed, and keep both sides moving toward revenue impact.

• Joint GTM Planning & Execution

  • Co-develop annual GTM plans with partner leadership to drive sourced pipeline and revenue.

  • Define joint targets for:

    • Partner outbound activity & activity per rep

    • Partner-sourced MQLs, SALs, and opportunities that reach Discovery stage

  • Coordinate enablement, marketing, and sales resources to activate plans consistently.

  • Oversee execution of partner marketing campaigns, including:

    • Campaign planning and calendar management

    • Audience segmentation and persona development

    • Messaging and value prop design

    • Channel strategy and activation

    • Content development, co-branding, and approvals

• Measurement, Accountability, & Performance

  • Define, monitor, and report on KPIs including activity levels, sourced leads, pipeline contribution, and revenue impact.

  • Deliver transparent reporting to Second Nature leadership and partner executives, ensuring alignment on progress and outcomes.

  • Track GTM execution against partner commitments, identify gaps in activity or conversion rates, and drive corrective actions.

  • Regularly review pipeline health with partner and internal leadership, using insights to refine joint strategy and execution.

• Cross-Functional Leadership

  • Partner with Second Nature sales, marketing, and enablement teams to align motions with partner teams.

  • Act as the central point of accountability across organizations, ensuring clarity on roles, responsibilities, and deliverables.

  • Influence partner-side sales and marketing leaders to prioritize joint GTM motions.

• Strategic Relationship Management: Build credibility with internal teams, leadership, and partner stakeholders.

• Cross-Functional Leadership Without Authority: Proven ability to influence and mobilize people who do not report directly to them.

• Joint GTM Planning & Execution: Skilled in building co-marketing plans that drive pipeline, with deep knowledge of referral, reseller, and digital-led GTM motions.

• Integrated Campaign Management: Experienced in planning and executing full-funnel B2B campaigns, with sound judgment on when to lead directly or coordinate execution with partner teams.

• GTM Performance Analysis & Reporting: Able to define, track, and report on KPIs (leads, engagement, pipeline contribution, ARR).

• Content & Messaging Quality Control: High standards for brand alignment, co-branded asset development, and campaign messaging.

• Executive Communication & Stakeholder Alignment: Present insights and progress in a clear, structured way to senior stakeholders.

• Customer-Centric Thinking: Center messaging and campaign strategies around property manager and resident needs.

• 7–10+ years of experience in B2B SaaS GTM, with a strong track record in partner GTM strategy.

• Proven ability to influence cross-functional teams and partner stakeholders without direct authority.

• Deep understanding of effective B2B GTM campaign execution—from strategy through measurement.

• Skilled in developing audience personas, mapping customer journeys, crafting messaging and executing upon campaigns.

• Experience developing integrated marketing plans that drive measurable pipeline impact.

• Strong organizational and project management skills—able to juggle multiple moving parts while delivering against deadlines.

• Comfort operating in a fast-paced, collaborative environment with evolving priorities.

• Familiarity with marketing automation tools (e.g. Hubspot), CRM platforms (e.g., Salesforce), and campaign analytics tools.

• Partner Outbound Activity

• Partner Outbound Activity per Rep

• Partner Sourced MQLs

• Partner Sourced SALs

• Partner Sourced Opp creation

• Partner Sourced Closed Wons

• Partner Sourced Closed Won Doors

• Partner Sourced Bookings

🩺 Health First: Medical, Dental, Vision, Life Insurance, & 401K Plan

📍Location: Work remotely from anywhere in the US

📆 Flexibility: Open PTO and sick days

🤩 The Product: Beyond the awards and 5-star reviews, our clients and customers love what they can do with a fully managed RBP

🤗 Diverse, Inclusive Culture: We embrace employees from all backgrounds with openness and respect

💻 Training: A supportive team to help you grow your career and unlock your full potential

🚀 Growth: The opportunity to get in on the ground floor of a fast-growing startup that’s designing and developing an exciting category

We get it. Requirements can sometimes hold people back from applying to a job, but don’t let that be the case here. If you believe you have the skills it takes to elevate this role, team, and company, we encourage you to apply for this role.

Second Nature is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. We take action to ensure equal employment opportunities for all candidates and employees and to provide employees with a workplace free of discrimination and harassment. Our hiring decisions are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, family or parental status, or any other status protected by federal and/or state law.
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