Nametag - Partner Development Manager
Requirements
• Business development track record. Experience in business development, partnerships, alliances, or product partnerships in B2B SaaS, with a track record of sourcing, negotiating, and closing partner agreements; experience in security, identity, infrastructure, or enterprise software is strongly preferred. • Business development track record. • Deals taken to the finish line. A track record of taking technology or integration partnerships from first conversation through signed agreement, launch, and commercial activation. • Deals taken to the finish line. • Commercial judgment and negotiation skill. The ability to build a credible business case and structure agreements that create mutual value. • Commercial judgment and negotiation skill. • Co-sell and channel experience. Experience driving co-sell, marketplace, referral, or OEM/embedded motions and connecting partner activity to pipeline and revenue. • Technical fluency. Enough technical fluency to work effectively with product and engineering teams on APIs, integrations, solution design, and technical tradeoffs. • Technical fluency. • Program management. Excellent program management: you create clarity across owners, milestones, dependencies, risks, and decisions without losing momentum. • Program management. • Communication. Clear written and verbal communication, including the ability to manage partner stakeholders and produce concise executive updates. • Communication. • Operating style. A low-ego, high-accountability operating style and the ability to influence cross-functional teams without direct authority. • Operating style. • Startup comfort. Comfort operating in a fast-moving startup where priorities evolve and building the playbook is part of the job. • Startup comfort. • How this role works with the Strategic Partnership Lead • The Strategic Partnership Lead owns Nametag's partner strategy, portfolio-level investment decisions, executive alignment, team performance, and the operating model across functions. The PDM translates that strategy into results within an assigned partner portfolio, owning partner plans, relationships, execution, launches, adoption, and commercial outcomes. The two roles share accountability for partner performance, with clear escalation when priorities, resources, or cross-functional decisions require leadership action. • What We Value • Intellectual horsepower. Quickly grasping complex technical and business concepts. • Intellectual horsepower. • Kindness and integrity. Earning trust is central to how we build relationships with customers and colleagues. • Kindness and integrity. • Bias for action. We move quickly to deliver impact and protect our customers against fast-moving threats. • Bias for action. • Ownership mindset. You care about uptime and stability the way a founder cares about the product. • Ownership mindset.
Responsibilities
• Partner sourcing and deal-making. Identify and prioritize new partners aligned to Nametag's strategy, lead outreach, and negotiate agreements that create clear value for both sides. • Partner sourcing and deal-making. • Partner portfolio management. Own a portfolio of strategic integration partners, with clear priorities, relationship maps, mutual plans, milestones, and measurable outcomes. • Partner portfolio management. • Opportunity qualification. Assess new opportunities against customer demand, strategic fit, revenue potential, market reach, technical feasibility, and partner commitment; make clear recommendations on where Nametag should invest. • Opportunity qualification. • Co-sell and pipeline development. Activate partner sellers and Nametag account teams around shared opportunities; identify, track, and advance partner-sourced and partner-influenced pipeline. • Co-sell and pipeline development. • End-to-end integration execution. Coordinate partner and internal teams from discovery and solution design through agreement, build, testing, launch, and post-launch optimization. • End-to-end integration execution. • Mutual business plans. Build and run joint plans that define the value proposition, target customers, integration roadmap, go-to-market (GTM) motion, owners, timelines, dependencies, and success metrics. • Mutual business plans. • Partner relationships. Develop trusted working relationships across partner product, engineering, alliances, sales, marketplace, and executive teams; maintain alignment and resolve issues quickly. • Partner relationships. • Launch and enablement. Partner with Marketing and GTM teams on positioning, launch plans, field enablement, marketplace listings, sales plays, and customer-facing materials. • Launch and enablement. • Adoption, performance, and reporting. Track integration usage, customer adoption, pipeline, and revenue; maintain accurate partner plans and status reporting; prepare business reviews and executive updates. • Adoption, performance, and reporting. • Core Objectives • Core Objectives • These outcomes define how progress is measured. • Launch integrations that matter. Move priority partnerships from qualified opportunity to a live, adopted integration on a clear timeline. • Launch integrations that matter. • Create measurable partner-sourced growth. Generate and advance qualified pipeline through co-sell, marketplace, referral, and OEM motions (embedding Nametag into a partner's product). • Create measurable partner-sourced growth. • Drive customer adoption and retention. Make launched integrations easy to discover, buy, deploy, and use, and connect adoption to customer outcomes. • Drive customer adoption and retention. • Build durable partner relationships. Establish mutual accountability, productive operating rhythms, and executive alignment with priority partners. • Build durable partner relationships. • Improve execution quality. Surface dependencies and risks early, maintain clear ownership, and consistently deliver against mutual commitments. • Improve execution quality.
Benefits
• Competitive salary • Meaningful equity ownership • Comprehensive health benefits (medical, dental, vision) • Flexible paid time off • Quarterly team off-sites and travel support • New computer hardware and equipment • An inclusive environment where your voice has impact and your work drives change
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