Lead design and execution of a referral and partner alliances program for consultancies and technology partners. Recruit and manage partner relationships, drive pipeline through referral channels, create partner enablement and GTM programs, align Sales/Customer Success/Product, track KPIs and pipeline, and represent the company at industry events.
Who We Are
At Firstup, our mission is to improve the employee experience at every moment that matters, large and small. As the communication pipeline for the world's workforce, we now serve 40 of the Fortune 100 companies, reaching and connecting more than 17 million employees daily.
Our employees are experts in the employee experience, workforce communications and technology.
Joining Firstup means joining a movement to make work better for every worker. As the world’s first intelligent communication platform, Firstup meaningfully engages employees at every moment from hire to retire, and delivers engagement insights to help companies support, promote and retain their talent. Our movement has taken root and is evident in our world-class customer base. Now we need your help. Ready to make a difference in the world?
Position Overview
The Director, Partner Alliances will play a pivotal role in expanding Firstup’s ecosystem of strategic partnerships and accelerating pipeline creation through referral and technology partner channels. Reporting to the Chief Revenue Officer, this leader will design and execute a consultancy referral program that drives qualified opportunities and strengthens Firstup’s brand across the communications and employee experience landscape.
Responsibilities
- Design, launch, and manage a high-impact referral program targeting top consultancies and advisors in the communications and employee engagement space.
- Identify, recruit, and actively develop new business relationships with leading consulting firms and agencies, driving referral partnerships that deliver measurable pipeline growth and mutual business value.
- Build and manage a repeatable process for opportunity registration, pipeline review, and performance tracking to ensure transparency and accountability.
- Partner with Marketing to create compelling partner enablement materials, case studies, and a coordinated events and content calendar that elevates Firstup’s visibility within the partner ecosystem.
- Develop and execute go-to-market motions with top strategic technology partners (e.g., Workday, Dayforce, Box, UKG), creating joint value propositions and demand-generation activities.
- Collaborate with Sales, Customer Success, and Product teams to ensure alignment on partner-sourced opportunities, co-selling, and customer success initiatives.
- Establish KPIs and reporting cadence to measure partner engagement, sourced pipeline, and revenue contribution.
- Represent Firstup externally at industry and partner events, showcasing our mission to make work better for every worker and our leadership in workforce communication technology.
Minimum Qualifications
- Bachelor’s degree in Business, Marketing, Communications, or related field, or commensurate professional experience.
- 10+ years of experience in strategic partner alliance programs or channel sales within enterprise SaaS or B2B technology environments.
- Demonstrated success designing, implementing, and scaling referral or channel programs that deliver measurable pipeline impact.
- Demonstrated experience with business planning sessions with key partners in pursuit of key business outcomes.
- Proven ability to engage and influence senior leaders at consulting firms and technology partners.
- Strong understanding of partner marketing, GTM planning, and co-selling motions.
- Excellent organizational and process-building skills, with experience managing multiple external stakeholders and internal workstreams.
- Exceptional communication, presentation, and relationship-building abilities.
- Entrepreneurial mindset with a track record of building programs and partnerships from the ground up.
Firstup expects the base salary for this role to be between $130,000-$300,000. The starting rate of pay may vary based on factors including, but not limited to, position offered, location, education, training, and/or experience.
Why Firstup?
Because you care - about people, the work you do, and the connections you make. Work is such a large part of life; it only makes sense to make it awesome.
If you want to engage brilliant minds in a high-growth and inclusive environment where ideas are rewarded regardless of who they come from, join us. This is a rapidly changing space so if you thrive on ambiguity, are hungry for a challenge, and have the guts to speak your mind, you could be a perfect fit.
We offer an excellent PTO program, great health benefits, a casual and friendly environment, remote work, and a leadership team who truly believes in your growth – both personally and professionally.
Firstup is committed to providing equal employment opportunities to all applicants for employment and to all employees, without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, protected disability, veteran status, or any other protected status in accordance with applicable federal, state or local laws.
#LI-TM1
#LI-Remote
Similar Jobs
Artificial Intelligence • Software • Automation
Lead Americas partner ecosystem to drive and scale partner-sourced and influenced revenue. Manage and develop Partner Account Managers, build repeatable partner-led GTM plays, monetize strategic technology alliances, and align cross-functional teams to embed partners into sales motions and accelerate enterprise deals.
Top Skills:
AIComputer VisionIbmIdpIntelligent AutomationLow-Code/No-Code Idp PlatformMachine LearningNatural Language ProcessingRpaServicenow
Cloud • Information Technology
The Director of Alliances will build strategic partnerships, manage relationships, drive business growth through alliances, and collaborate internally to maximize productivity.
Top Skills:
GCP
Cloud • Software
The IHV Alliance Sales Director will manage IHV partnerships, grow market share, lead business interactions, and drive revenue through strategic relationships in EMEA or APAC regions.
Top Skills:
Cloud TechnologiesContainersLinuxVirtualization
What you need to know about the NYC Tech Scene
As the undisputed financial capital of the world, New York City is an epicenter of startup funding activity. The city has a thriving fintech scene and is a major player in verticals ranging from AI to biotech, cybersecurity and digital media. It also has universities like NYU, Columbia and Cornell Tech attracting students and researchers from across the globe, providing the ecosystem with a constant influx of world-class talent. And its East Coast location and three international airports make it a perfect spot for European companies establishing a foothold in the United States.
Key Facts About NYC Tech
- Number of Tech Workers: 549,200; 6% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Capgemini, Bloomberg, IBM, Spotify
- Key Industries: Artificial intelligence, Fintech
- Funding Landscape: $25.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Greycroft, Thrive Capital, Union Square Ventures, FirstMark Capital, Tiger Global Management, Tribeca Venture Partners, Insight Partners, Two Sigma Ventures
- Research Centers and Universities: Columbia University, New York University, Fordham University, CUNY, AI Now Institute, Flatiron Institute, C.N. Yang Institute for Theoretical Physics, NASA Space Radiation Laboratory
