About the Job:
LaunchDarkly is hiring a player/coach partnerships leader to rebuild and scale our global partner ecosystem across GSIs/SIs, Cloud, VARs, and Technology Partners. This leader will build and launch our Partner Program, stand up and operationalize PRM, and define GSI/SI service offerings that extend the LaunchDarkly platform while working cross‑functionally to maximize impact.
You will:
- Lead a small, high-output partnerships team while personally owning a subset of top partners and initiatives.
- Redesign our partner program (tiers, incentives, give/gets) to reflect our multi-product portfolio and FY27+ growth strategy.
- Drive implementation and adoption of a PRM platform integrated with Salesforce.
- Establish a repeatable model for service packaging with GSIs/SIs (implementation, modernization, AI/DevOps transformations) in partnership with Professional Services.
- Align with Sales, Product, Finance, Marketing, and RevOps so partner motions are embedded in core GTM, not run in parallel.
Responsibilities:
- Lead as a player/coach
- Manage and develop a lean partnerships team while carrying direct executive relationships with a focused set of strategic partners.
- Set operating rhythms: Partner QBRs, joint business plans, pipeline reviews, and internal partner councils.
- Define and report on partner-sourced and partner-influenced pipeline and ARR, by region and segment.
- Restructure / relaunch the partner program and PRM rollout
- Own the redesign of the LaunchDarkly Partner Program for Services/SI, Resell/VAR, Cloud, and Technology/ISV partners.
- Define clear tiers, requirements, benefits, and incentives (discounts/margins, referral fees, MDF, certifications).
- Work with Finance, Legal, and RevOps to codify commercial models, agreements, and governance.
- Partner with Marketing and Enablement to deliver a simple, well-documented program understood by sellers and partners.
- Lead selection (if needed), implementation, and rollout of a PRM platform integrated with Salesforce, Skilljar, Saleshood.
- Partner with RevOps and Sales Enablement to drive training, playbooks, and dashboards that make PRM part of everyday workflows.
- Develop GSI/SI service packages and delivery motions
- In collaboration with Professional Services, Customer Success, and Product, define a small set of standard services offerings for GSIs