Head of Partnerships

The Opportunity

We're hiring a Head of Partnerships to own and scale our EHR partner channel - both reseller and white-label motions. You'll manage existing alliances end-to-end (enablement, co-selling, implementation alignment, marketing, quota setting, forecasting, and deal support) while sourcing and closing new partnerships.

This role starts as an individual contributor and can grow into building and leading a team as business demand warrants - a great fit for an entrepreneurial operator who thrives on complex systems and rapid expansion.

What You'll Own

• Partner strategy & growth. Build and execute the partnership strategy across reseller and white-label motions with EHR vendors; source, negotiate, and launch new partnerships, and manage existing ones toward mutually identified goals.
• Relationship ownership. Develop executive-level relationships with EHR leadership and build ties with field sales, operations, and CS teams; run regular governance, QBRs, and joint account planning.
• Revenue & forecasting. Set partner targets and quotas, drive pipeline creation and deal progression, and maintain accurate partner-sourced and partner-influenced forecasts.
• Enablement & co-marketing. Stand up repeatable playbooks, pricing and packaging, demo scripts, objection handling, and implementation guides; develop co-marketing plans like webinars and case studies.
• Solution leadership. Master the product to confidently demo to partner prospects, and translate partner/market feedback into product requirements alongside Product and Engineering.
• Operational excellence. Coordinate with Legal and RevOps on partner agreements, pricing, and reporting hygiene; remove blockers so partners can sell, support, and implement successfully.
• Team building. Define the operating model and KPIs for the partnerships function, and build the case to scale headcount as milestones are met.

What We're Looking For

• Ecosystem Fluency. You understand behavioral health provider workflows and the EHR vendor landscape well enough to build a joint business case.
• Executive Presence. You can influence the C-suite while also enabling field sales reps day-to-day.
• Sales Acumen. You've run full-cycle partnership selling - target setting, pipeline creation, co-selling, negotiation, and closing.
• Operational Rigor. You keep forecasts accurate and pipelines clean, and you're comfortable working in HubSpot with RevOps best practices.
• Technical Fluency. You can credibly discuss integrations (APIs, SSO, data flows) and security basics (HIPAA, SOC2, BAAs).
• Program Management. You build scalable playbooks and partner certifications, and drive execution across Sales, Marketing, Product, CS, Legal, and Finance.
• Builder's Mindset. You're comfortable as an IC today, with the ability to design, hire, and lead the function as it scales.
• AI Competency. You use AI in your own day-to-day workflow and can speak to it credibly with partner organizations.

Required Qualifications

• 7-10+ years in partnerships/alliances, channel sales, direct sales, or business development for SaaS or health tech.
• Proven success with reseller/white-label motions; EHR ecosystem experience strongly preferred.
• Full-cycle partnership sales experience, from target setting through closing.
• Willingness to travel ~20-30% for partner meetings, conferences, and market development.

Preferred Qualifications

• Prior experience with EHRs such as Credible, SmartCare, Netsmart, Qualifacts, NextGen, or similar.
• Startup or scale-up experience standing up partner programs from zero to one.
• Familiarity with compliance frameworks relevant to behavioral health.

Success Metrics

• Partner-sourced and partner-influenced ARR (new and expansion)
• Time-to-first-deal and time-to-productivity for new partners
• Forecast accuracy and pipeline coverage (e.g., 3-4x)
• Partner enablement completion/certification and attach rates
• Co-marketing outputs (webinars, case studies) and sourced leads
• Partner satisfaction/NPS and implementation readiness scores

Compensation & Benefits

• OTE: $150,000-$175,000 base plus commission based on partner-generated revenue.
• We offer equity (stock options), unlimited PTO, medical/dental/vision coverage, and a 401(k) with company match and Roth option.