Director / Senior Director, Technology & Referral Partnerships

Paragraph format summary of the position

As Phaedon's first dedicated partnerships leader, you'll have the opportunity to make your mark by building our technology and referral partner program from the ground up and scaling it into an enterprise-grade engine for growth.

We're seeking a builder who has done this before in the loyalty space with someone who has stood up a partner organization at a loyalty or commerce platform, signed and launched the integrations enterprise buyers expect, and turned those relationships into sourced and influenced pipeline. You'll design the program, own the integration roadmap alongside Product, and sell side by side with our new-business team on deals that typically exceed $1.5M in total contract value.

This position reports to the VP of Sales and is a key member of a collaborative Growth team spanning sales, marketing, proposals, analyst relations, and business development. You'll work closely with Product, Engineering, Client Services, and leadership to make sure every partnership earns its place: by closing a gap for our clients, opening a door for our sellers, or both.

At Phaedon, we recognize that exceptional talent comes with diverse experiences. This position offers the flexibility to be filled at either the Director or Senior Director level. The final title and compensation will be thoughtfully determined using factors including but not limited to relevant work experience, skills, certifications and competencies that align to the specified role.

At Phaedon, we recognize that exceptional talent comes with diverse experiences. This position offers the flexibility to be filled at either the Director or Sr Director level. The final title and compensation will be thoughtfully determined using factors including but not limited to relevant work experience, skills, certifications and competencies that align to the specified role.

Essential Duties/Responsibilities

Design and launch the partner program

• Own the strategy. Define Phaedon's partnership thesis, partner taxonomy, and tiering across technology, referral, agency, and systems-integrator partners, tied directly to our new-logo goals in travel and hospitality, specialty retail, and eCommerce.
• Build the commercial framework. Create the partner agreement suite (referral, reseller, co-sell, technology/integration, and white-label or data terms), pricing and incentive models, and the governance to run them.
• Stand up the operating system. Partner intake and scoring, onboarding, enablement, certification, and a partner portal or hub, plus clean attribution in HubSpot so sourced and influenced revenue is measured from day one.

Own the integration ecosystem

• Close the parity gap. Prioritize and land the integrations Tally needs to win head-to-head against established loyalty platforms: CDP, ESP and messaging, CRM, POS, payments, e-commerce, online ordering, PMS and booking engines, and mobile/app partners.
• Run integration as a product. Partner with Product and Engineering on a standard intake, SOW, and certification process; build the integration roadmap; and track adoption and attach rates once integrations ship.
• Keep the cost of integration in check. Negotiate partner terms, rev-share, and marketplace listings that are mutually beneficial and scale without adding headcount.

Drive partner-sourced and influenced revenue

• Co-sell with the new business team. Map partner accounts against our target list, run joint account plans, and bring partners into active pursuits and RFPs where their presence changes the outcome.
• Build the agency and SI channel. Develop relationships with the digital agencies, consultancies, and systems integrators that shape loyalty platform decisions, and earn a place on their shortlists.
• Amplify the Phaedon brand. Use joint marketing, co-hosted events, partner content, and industry conference presence (CRMC, Loyalty360, and similar) to grow awareness of Phaedon and Tally in the market.

Scale the team and the motion

• Prove the model, then scale it. Start as a hands-on individual leader and build the case, hiring plan, and playbooks for a partnerships team as the program grows. Mentor Growth team members, providing guidance on partnership strategy and execution.
• Report on what matters. Own partner-sourced pipeline, influenced bookings, integration delivery, and partner health metrics, and present them to leadership on a regular cadence.
• Own the ongoing partner relationships. Serve as the primary liaison between Phaedon and its strategic partners, ensuring partnerships are well-managed, mutually beneficial, and aligned with company growth goals.

Location

This role may be based out of our office in the Designer's Guild building in the heart of Minneapolis' North Loop neighborhood. We embrace a hybrid model with two in-office days per week to ensure a mix of collaboration and flexibility to support our employees' success.

• We are also open to fully remote candidates for this position. Note that remote employees may occasionally be asked to travel to our Minneapolis HQ for company events.
• This role should expect regular travel to partner meetings, client pursuits, and industry events.

Basic Qualifications

• 7+ years in partnerships or business development, including at least 5 years building technology, integration, or referral partner programs at a B2B SaaS platform.
• Bachelor's degree in Business, Marketing, or a related field, or equivalent professional experience.
• Direct experience in the loyalty, CRM, martech, or commerce platform ecosystem. You know the vendors, the agencies, and how enterprise brands buy loyalty technology.
• A track record of building a partner program from zero, with measurable results: partners that sourced or influenced a meaningful share of new-logo revenue.
• Hands-on experience launching integrations across categories like CDP, ESP, POS, payments, and digital ordering, and working with Product and Engineering to scope, certify, and ship them.
• Strong commercial and contract negotiation skills, including partnership agreements, rev-share structures, and vendor terms.
• Credibility in front of enterprise buyers. You've co-sold on complex, multi-stakeholder deals and know how to make a partner relevant to a live opportunity.
• A builder's mindset. You're comfortable with ambiguity, can design the process and run it yourself, and know when it's time to add structure and people.
• Excellent communication skills, with the ability to move between executive conversations and technical integration detail.

Preferred Skills

• Experience expanding a loyalty or commerce platform into a new vertical, especially travel, hospitality, eCommerce, or specialty retail.
• Experience integrating partner ecosystems after an acquisition or across multiple product lines.
• An active network across leading loyalty-adjacent technology partners and digital agencies.
• Familiarity with HubSpot, partner relationship management (PRM) tools, and MEDDPICC or a similar enterprise sales methodology.
• Operator experience on the brand side of travel, hospitality, eCommerce, or specialty retail.

Additional information

Please note that the company does not offer sponsorship of employment visas for this role (e.g., H1B, 0-1, TN, CPT, OPT, etc.). To be considered for this opportunity, candidates must be currently authorized to work in the United States on a permanent, unrestricted basis.

What we Offer

We value our employees and demonstrate this through our comprehensive benefits offering including medical/dental/vision coverage, comprehensive paid time off, paid holidays, paid parental leave, retirement savings plans, and more.

Pay Range

The base salary pay range for this position is estimated to be: $150,000 - $200,000 per year.

This role is also eligible for variable compensation tied to partner-sourced revenue.

There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position.

The statements contained in this job description reflect general details as necessary to describe the principal functions of this job, the level of knowledge and skill typically required and the scope of responsibility. It should not be considered an all-inclusive listing of work requirements. Individuals may perform other duties as assigned, including work in other functional areas to cover absences, to equalize peak work periods, or to otherwise balance organizational workload.