Director of Partner Management

The Opportunity

Ivo is hiring a Director of Partner Management to build and lead our partner engine, turning strategic relationships into a scalable, revenue-generating growth channel at a pivotal moment for the company. Reporting to our VP of Partnerships, you'll have high visibility across the organization and the autonomy to define and execute our partnership strategy-owning end-to-end ecosystem development across legal tech, enterprise software, and AI-driven markets.

You will be a strategic builder and operator: mapping the legal and procurement ecosystem, prioritizing high-leverage partner types (SIs, advisory firms, technology integrations, channel/reseller programs, and trusted advisor networks), activating key relationships, and creating repeatable motions that drive qualified pipeline, adoption, and ARR with low CAC.

What You'll Do

• Define & Execute Partner Strategy: Own Ivo's end-to-end partner engine alongside leadership-map the legal tech ecosystem, prioritize high-leverage partner types, and build repeatable motions that drive scalable ARR.
• Build Channel & Revenue Partnerships: Launch and scale referral, reseller, and co-sell programs; design incentive structures, attribution models, and co-selling frameworks that generate qualified pipeline and predictable revenue.
• Develop VC & Trusted Advisor Channels: Manage bespoke high-trust referral channels-VC-led warm intros, Big Four advisory relationships, law firm alliance teams-with quality-focused metrics (conversion, time-to-value, repeat referrals) that protect credibility.
• Drive Ecosystem & Integration Partnerships: Identify and activate strategic tech integrations that embed Ivo into legal and procurement workflows; collaborate with Product and Engineering to prioritize features that boost retention and position Ivo as core infrastructure.
• Enable Partners & Build Operations: In partnership with Sales, RevOps, and Marketing, create onboarding, certification, enablement, and co-marketing programs; establish KPIs (pipeline influence, partner-sourced revenue, ROI) and own partner performance end to end.
• Hire, Develop & Coach the Team: Set the standard for what great looks like, build the playbooks others run, and develop Partner Managers who can own increasingly complex relationships independently.
• Use AI as a Force Multiplier: Power user of tools like Claude, ChatGPT, Clay, Gong, and similar-applied to account planning, partner outreach, meeting prep, and data enrichment workflows.
• Demo Ivo Credibly: Present Ivo Intelligence, Review, and Assistant to partner sellers, SAs, and end-customer legal and procurement audiences after a short ramp.
• Feed Market Intelligence Back In: Monitor legal tech and AI trends, represent Ivo in ecosystem events, and bring structured signal to Product, Sales, and Leadership to shape roadmap and GTM positioning.

What We're Looking for

• 7-10 years in partnerships, business development, channel sales, or alliances at a B2B SaaS company, with at least 3 years leading partner programs or teams in high-growth environments.
• Proven success building and scaling partner motions (channel/revenue, integrations, strategic alliances) that deliver measurable pipeline and ARR.
• Track record sourcing, negotiating, onboarding, and managing partners-resellers, ISVs, advisory firms, VCs-to drive qualified leads, adoption, and retention.
• Experience designing incentive structures, enablement programs, attribution models, and performance reporting to create predictable, data-driven partner channels.
• Sharp commercial instincts and a clean forecast; you know what is real, what is not, and how to call it.
• Strong executive presence and communication; you write the QBR deck, run the QBR, and follow it up with a one-pager that drives action.
• Comfortable in CRM and partner ecosystem tooling (Salesforce, Crossbeam, Reveal, partner portals).
• You write crisp, structured prose and translate complex ideas for technical and non-technical stakeholders alike.

Nice to Haves

• Experience selling into or partnering with legal, procurement, or finance buyers (GC/CLO/legal ops).
• Background in high-trust referral channels-VC networks, trusted advisor communities.
• Prior early-stage or scale-up experience where you built process from scratch.
• Familiarity with PRM tools and methodologies for measuring partner ROI.

Ivo Might Be a Good Fit for You If You

• Would describe yourself as being relentlessly resourceful.
• You have a strong internal sense of urgency. You have a bias towards doing things today, rather than tomorrow.
• Experience working in a startup environment is preferred but not required.
• Are excited about the adventure of building a company!

What We Offer

• Competitive Compensation: Final offer details are determined based on experience, expertise, and overall fit.
• Equity: Meaningful ownership in a company that's scaling fast
• Health & Wellness: Comprehensive medical, dental, and vision plans to suit the needs of you and your family.
• Flexible Spending & Insurance: Access to HSA and FSA accounts, plus life insurance coverage.
• 401(k) Program: Save for the future with our 401(k) program.
• Commuter Benefits: We help make getting to and from the office easier and more convenient.
• Unlimited PTO: So you can take the time you need to recharge, stay healthy, and bring your best self to work.
• Office Perks: Enjoy a vibrant Downtown San Francisco office with catered lunch five days a week, premium snacks and coffee, an in-building gym, and a dog-friendly environment.

FAQ

• What stage of growth is Ivo at?: We recently raised our Series B after growing 6x in 12 months.
• Is this a chill gig?: Startups are very hard, especially if they’re growing fast. You’ll have a ton of responsibility, and there’s always an enormous amount of stuff to do. It’s hard work but the payoff is uncapped.