Strategic Partner Development Manager - Channels

Join us at Secureframe, a leader in the cybersecurity compliance landscape. We pride ourselves on being recognized as one of the most innovative and trusted providers in the industry. Our cutting-edge technology solutions have earned us accolades from major publications including Forbes’ Next Billion Dollar Startups, TechCrunch, and The Wall Street Journal, showcasing our transformative impact on how businesses achieve and maintain compliance standards.As we continue to expand, our mission is straightforward: to deliver seamless and secure compliance solutions that empower businesses to focus on their core operations. When you join Secureframe, you become part of a vibrant team that prioritizes professional excellence and fosters a culture of continuous learning, creativity, and forward-thinking.Secureframe is supported by top venture capital firms, including Kleiner Perkins, Accomplice, Gradient Ventures (Google’s AI Fund), BoxGroup, Village Global, and others.About the RoleWe are seeking a dynamic and motivated Partner Development Representative (PDR) to enhance our growing Partner Team. In this pivotal role, you will engage with IT Service Providers, Managed Service Providers (MSPs), and consulting firms to onboard them into Secureframe’s Service Partner Program.This position demands high energy and a proactive approach to partner engagement, focusing on both outbound and inbound strategies. You will be instrumental in introducing Secureframe to potential partners, assessing compatibility, and guiding them through the initial stages of our partner ecosystem.

At Secureframe, we are not just a company; we are pioneers in transforming the landscape of cybersecurity compliance. Acknowledged as one of the most innovative and trusted providers in the industry, Secureframe has received numerous accolades for our cutting-edge technology solutions and unwavering commitment to excellence. Our expansive portfolio of products protects thousands of businesses across the globe and has garnered attention from prestigious publications such as Forbes’ next billion dollar startups, TechCrunch, and The Wall Street Journal, highlighting our significant impact on how organizations meet and uphold compliance standards.As our company expands, our mission remains steadfast: to deliver seamless, secure compliance solutions that empower businesses to concentrate on their core competencies. Joining Secureframe means being part of a vibrant team dedicated to professional excellence and ongoing learning in an environment that champions creativity and progressive thinking.Secureframe is proudly supported by leading venture capital firms, including Kleiner Perkins, Accomplice, Gradient Ventures (Google’s AI Fund), BoxGroup, Village Global, and many others.About the RoleWe are a collaborative and impactful team striving for excellence in the realms of security and compliance. Every team member is viewed as an owner, entrusted with significant responsibilities and the opportunity to influence our team and shape our culture.This role is fully remote, with candidates ideally located in New York City, San Francisco, or Toronto.

At Secureframe, we stand at the cutting edge of transforming cybersecurity compliance. As a leading and trusted provider in the industry, our innovative technology solutions have earned us recognition and accolades for excellence. Our comprehensive portfolio protects thousands of businesses globally, with features in prominent publications like Forbes’ Next Billion Dollar Startups, TechCrunch, and The Wall Street Journal, highlighting our significant impact on how companies achieve and maintain compliance standards.As we expand, our mission is straightforward: to deliver seamless and secure compliance solutions that allow businesses to concentrate on their core operations. By joining Secureframe, you will be part of a vibrant team committed to professional excellence and continuous improvement within an environment that fosters creativity and innovative thinking.Secureframe is supported by top venture capital firms, including Kleiner Perkins, Accomplice, Gradient Ventures (Google’s AI Fund), and Village Global, among others.About the RoleAs a Sales Development Representative (SDR), you will embark on an exciting career path in sales. At Secureframe, we cultivate a culture that celebrates performance and encourages growth, providing our SDRs with the tools and confidence necessary to advance their careers. We are committed to extensive training and development, preparing you for future opportunities in sales.In this role, you will gain insights into our products, target market, and customer needs, enabling you to generate a robust sales pipeline efficiently. You will build a solid foundation in effective discovery and qualification techniques. The SDR team is vital to Secureframe’s ongoing success, facilitating team scalability and nurturing a meritocratic culture.This position is a hybrid role based in New York, Washington, DC, or San Francisco.

Join Secureframe as an Account Executive focused on Small and Medium Businesses (SMB). In this dynamic role, you will be instrumental in driving future growth by identifying, qualifying, and nurturing relationships with prospective clients, ultimately transforming them into satisfied Secureframe customers. Your expertise in sales will shine as you engage in both technical and business discussions with stakeholders at various organizational levels, including C-suite and VP-level executives. Your analytical approach will demonstrate how our solutions enhance client business models, positioning Secureframe as a valuable partner. Thrive in a fast-paced environment, collaborate with motivated colleagues, and continuously seek opportunities to add value and elevate our business.

Join Demandbase as a Partner Development Associate!At Demandbase, we are pioneering the future of account-based go-to-market strategies through our unique pipeline AI platform. Our innovative solution enables B2B companies to optimize growth by providing a comprehensive view of data, insights, and actions. Trusted by thousands of businesses, we help them enhance revenue while minimizing inefficiencies and consolidating their tech stacks into a single powerful platform.We pride ourselves on fostering a culture that is as committed to personal and professional growth as it is to technological advancement. Recognized as one of the Best Places to Work in the San Francisco Bay Area by Fortune and one of the 60 Best Companies to Sell For by Selling Power, Demandbase boasts a vibrant work environment across our offices in San Francisco, New York, Austin, Seattle, India, and the UK.About the RoleAs a Partner Development Associate, you will play a crucial role in expanding Demandbase's Technology Partner ecosystem and Marketplace. Reporting directly to the Partnerships team, you will be responsible for sourcing, recruiting, and launching new ISV partners that enhance the Demandbase platform and deliver added customer value.Your role will involve managing a specific segment of the go-to-market technology ecosystem, guiding partners from initial discussions to successful Marketplace launches. This position is pivotal, sitting at the crossroads of platform strategy, product extensibility, and market execution, and will have a direct impact on how Demandbase scales through strategic technology partnerships.Key ResponsibilitiesDevelop and implement a partner sourcing strategy that aligns with Demandbase's strategic priorities and product roadmap.Identify, research, and prioritize potential ISV partners across various segments, including marketing, sales, RevOps, data, analytics, and AI platforms.Map adjacent and competitive ecosystems to uncover opportunities for impactful integrations.Engage proactively with potential partners through outreach efforts, events, referrals, and relationship-building initiatives within the ecosystem.Assess incoming ISV and Services Partner applications to evaluate ecosystem compatibility and initiate discovery.Partner Discovery, Engagement, & RecruitmentLead effective pitches and recruitment strategies to onboard new partners, ensuring alignment with Demandbase's goals.

Join our dynamic team as a Business Development Representative, where you will play a pivotal role in shaping our sales strategy and driving growth. We are seeking a motivated individual with over 1 year of experience in a BDR role within a fast-paced startup or SaaS environment, ready to elevate their sales career.Your Responsibilities:Conduct proactive outreach through cold calls, emails, and LinkedIn to cultivate new leads.Identify and assess potential prospects, concentrating on small to medium business and mid-market opportunities.Schedule meetings for Account Executives and facilitate early-stage sales activities.Utilize CRM tools to monitor activity and track progress effectively.Collaborate with the sales and marketing teams to refine messaging and enhance conversion rates.Experiment with and adjust outreach strategies to maximize results.

unframe is looking for a Business Development Representative to expand its client base and build lasting relationships. This remote position offers the flexibility to work from anywhere while connecting with potential clients and supporting them through each step of the sales process. What you will do Identify and pursue new business opportunities to drive growth Nurture leads and maintain ongoing communication with prospects Collaborate with the sales team to achieve shared targets Role highlights Remote role based in the United States (San Francisco, California listed as company location) Focus on outreach, lead development, and relationship management Work closely with colleagues to meet business goals

Join Stripe as a Partner Development Manager where you will play a pivotal role in establishing and nurturing strategic partnerships. You will collaborate with cross-functional teams to drive growth initiatives and enhance our partner ecosystem.

About the OpportunityChime is seeking an innovative and results-driven People Development Partner to spearhead the design, facilitation, and expansion of programs that enhance individual, team, managerial, and overall organizational performance. In this pivotal role, you will synergize learning strategy, instructional design, systems thinking, and collaborative stakeholder engagement to create impactful development experiences that empower Chimers to thrive in a dynamic environment.This position uniquely intertwines strategic program development with actionable performance enhancement. You will craft programs and develop or integrate AI-driven tools that seamlessly incorporate learning into daily workflows (such as Slack micro-learning, GPT-based performance support, and self-service resources). Additionally, you will play a critical role in supporting essential performance cycles (annual and mid-year reviews) by producing enablement tools, manager resources, and communication materials that foster clarity and accountability. You will also curate and enhance our People Development presence on Interchange (our intranet), ensuring that content is easily accessible, practical, and regularly updated.This role is perfect for someone who enjoys the balance of creativity and strategy, deeply collaborates across the People Team and business, builds scalable solutions that significantly impact performance, and excels in the tactical execution of performance cycles. You will provide continuous support for individual contributors (ICs), teams, and managers throughout the year, with increased focus during performance review periods.

About UsOliv.AI is a pioneering SalesTech startup based in San Francisco, leading the way with the world's first team of AI Agents dedicated to enhancing sales processes. After securing $5.2M in Seed funding, we address a critical challenge faced by revenue teams: unreliable deal data. Our innovative platform captures Deal Intelligence from every interaction—meetings, calls, and emails—without requiring input from sales representatives. This results in comprehensive scorecards informed by trusted methodologies like MEDDICC, BANT, and SPICED, allowing sales teams to refocus on strategy and productive conversations.About The Role:We are looking for enthusiastic Sales Development Representatives who are self-driven, adaptable, and capable of thriving in a dynamic environment. In this key position, your outstanding phone and email communication skills, alongside the ability to quickly identify customer opportunities, will be essential to your success. You will undergo a comprehensive SaaS sales training program and embark on developmental pathways to elevate your sales career. Prior experience in lead generation or sales prospecting, coupled with a college degree, will significantly enhance your application. If you thrive in a fast-paced, innovative environment, we would love to discuss this exciting opportunity with you. This position is fully remote but applicants must be based in India.What You’ll Do:Generate revenue by qualifying and creating new outbound opportunities.Devise effective sales strategies to attract potential customers.Initiate contact through cold-calling and responding to inquiries from advertisements.Guide strong leads through the marketing funnel, connecting them with sales personnel, and facilitating meetings and communications.Deliver product information to customers after assessing their needs.Build and nurture relationships with customers to identify their needs and qualify their interests, driving sales.What We Need:A minimum of 2 years of experience in cold calling and lead generation within the North American market, with a proven track record of developing sales skills through boot camps, certifications, internships, or previous sales positions.A proactive self-starter who can hit the ground running and work with minimal supervision.

Join DigitalOcean as a Strategic Partner Development Manager, where you will play a pivotal role in driving our partner ecosystem forward. You will be responsible for identifying, nurturing, and developing relationships with key strategic partners to enhance our offerings and expand our market reach.Your expertise will help us create mutually beneficial partnerships that align with our business goals. If you are passionate about technology and thrive in a collaborative environment, we want to hear from you!

Who is Sonar? At Sonar, we empower developers by addressing code quality and security challenges before they impact production. Our innovative solutions enhance productivity through AI assistance and streamline workflows for an improved developer experience. By analyzing all code—whether created by internal teams, AI, or third parties—we ensure more secure, reliable, and maintainable applications. With roots in the open-source community, Sonar supports over 30 programming languages, frameworks, and infrastructure technologies. Today, our platform is utilized by over 7 million developers and 400,000 organizations globally, including prestigious clients like the Department of Defense, Microsoft, NASA, MasterCard, Siemens, and T-Mobile. We are dedicated to creating exceptional products backed by passionate internal teams and a strong company culture. We are deeply committed to our mission and obsessed with our users, each other, and our open-source community. We maintain high standards and hold ourselves accountable to act with positivity, dedication, thoughtfulness, empathy, and passion every day. Our decision-making process is deliberate, with a strong clarity of intention, while also acting with urgency and speed. Finally, we pride ourselves on being effective and operationally efficient, collaborating as One Team to achieve our objectives. At Sonar, CODE is more than just an acronym – it's a mindset that shapes our daily operations. Why You Should Apply: Join our dynamic team of talented professionals dedicated to helping developers build better and faster. Sonar continuously enhances code quality and security while minimizing developer toil, allowing them to focus on what they love. Our solutions tackle the root causes of issues, ensuring that all code—be it developer-written, AI-generated, or sourced from third parties—is managed effectively.

Welcome to Demandbase:Demandbase stands as the premier pipeline AI platform, empowering go-to-market (GTM) teams to automate growth on a grand scale. With a consolidated perspective of data, insights, actions, and results, B2B enterprises can effortlessly align and execute their account-based GTM strategies with assurance. Numerous organizations rely on Demandbase to optimize revenue, reduce inefficiencies, and unify their data and technology ecosystems—all within a single platform.We are equally dedicated to nurturing careers as we are to developing exceptional technology. We invest significantly in our people, corporate culture, and surrounding community. Recognized as one of the Best Places to Work in the San Francisco Bay Area by Fortune and listed as one of the 60 Best Companies to Sell For by Selling Power, our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.Role Overview:The Senior Sales Development Representative in the Partner Team is tasked with transforming account intelligence and genuine buying signals into a qualified sales pipeline. This role demands meticulous research, strategic outreach, and the ability to engage multiple stakeholders with pertinent business context rather than scripted dialogues. Success will be gauged by the quality and consistency of the opportunities generated and advanced, as well as the effectiveness of collaboration with Account Executives to shape early pipeline strategies and facilitate deal progression.At Demandbase, our SDR environment leverages cutting-edge account data, intent signals, and insights into buying groups to inform outbound efforts. High achievers will cultivate robust outbound and account-development skills, gain insights into intricate B2B buying cycles, and establish a foundation that directly translates into future Account Executive or GTM leadership roles within a transformative sales organization.Key Responsibilities:Acquire in-depth knowledge of Demandbase’s data solutions and their impact on customer growth and go-to-market strategies.Act as a key collaborator with the Partner Team on target account lists, strategies, messaging, and follow-up plans.Generate qualified sales opportunities from a specified set of target accounts aligned with Demandbase’s Ideal Customer Profile (ICP).Research accounts and buying groups to customize outreach based on business objectives, intent signals, and GTM context.Initiate first-time conversations via email, phone, and social media channels with relevance and accuracy.

Join Casap, a dynamic Series A startup headquartered in San Francisco, founded by industry leaders from Robinhood and Chime. Our mission is to revolutionize the banking sector by developing an autonomous banking platform from scratch. We are initially focusing on automating dispute and chargeback resolutions, a solution that has already garnered praise from customers and industry experts. Casap is proudly backed by Lightspeed Ventures, Primary Ventures, and a range of strategic investors and partners.As a Growth Associate, you will play a crucial role in fostering relationships and identifying sales opportunities with leaders in Banking, Credit Unions, and Fintech.In this position, you will collaborate closely with a Senior Account Executive to penetrate a targeted list of strategic accounts. Your focus will be on generating high-quality opportunities through diligent research, meaningful outreach, and establishing authentic relationships that translate into a strong sales pipeline.There's a significant demand for Casap's innovative product, and your efforts will help ensure we are the go-to solution when potential clients are ready to evaluate their options.Key Responsibilities:Work in tandem with a Senior Account Executive to devise and implement outreach campaigns for a focused list of strategic accounts.Engage in disciplined and personalized prospecting through calls, emails, and LinkedIn—eschewing robotic or bulk messaging.Conduct comprehensive research on accounts, identify key contacts, and formulate tailored engagement strategies.Participate in mock calls and practice sessions to refine messaging and delivery continuously.Contribute to account planning, territory strategy, and relationship development throughout extended sales cycles.Attend industry conferences, trade shows, and networking events to connect with prospects and drive pipeline growth.Assist in organizing and hosting smaller events (e.g., dinners, roundtables, briefings) to engage with executives in target accounts.Consistently and accurately track activities and pipeline development in the CRM.

Join the Team at CheckAt Check, we simplify the process of paying employees. As pioneers of embedded payroll, we are not merely creating our own business; we are collaborating with our partners to establish and elevate payroll solutions. Our innovative approach is reshaping how payroll is executed, making it more accessible for businesses to launch, expand, and thrive.Check offers more than just API infrastructure; we provide a launching pad for payroll enterprises.About Our TeamThe payroll landscape is in need of reform. Join a passionate team at Check where your creative problem-solving and critical thinking skills will drive meaningful change. We view challenges as opportunities for contribution, breaking free from traditional role definitions to leverage the unique strengths of each team member in pursuit of our mission.If you're enthusiastic about transforming payroll and making a significant impact, we invite you to help us simplify complexities and forge a brighter future for all businesses.At Check, we refer to our clients as "partners" to highlight the strong relationships and shared goals we cultivate with those who utilize our software. Our Partner Engineering team is committed to empowering partners to unlock the full capabilities of their payroll solutions through proactive strategic and technical support. This commitment encourages product adoption, broadens partnerships, and drives growth.About the Partner Engineering TeamThe Partner Engineering team plays a pivotal role in boosting revenue by leveraging deep technical knowledge, both as consultants and hands-on engineers, to enhance business outcomes for our partners. Our team guides partners through the entire journey, from initial discussions to the successful implementation of embedded payroll solutions. We develop code, construct systems, and deliver features in collaboration with Check's core engineering team. Additionally, we partner with cross-functional teams—sales, engineering, and product management—to ensure partners can seamlessly integrate and derive maximum value from our platform. Partner Engineers also spearhead Check's AI initiatives, integrating advanced capabilities across our products and internal tools.

Join Our TeamAt Hinge Health, we are on a mission to revolutionize musculoskeletal care by creating outstanding health solutions. We are looking for a dynamic and compassionate People Business Partner (PBP) to enhance employee engagement, foster talent development, and cultivate an enriching organizational culture. You will collaborate closely with our Operations leadership team, executing people programs that meet both employee aspirations and organizational objectives. This role presents a thrilling chance to make a significant impact within a fast-paced, high-achieving team, ensuring that our clinical and operational staff are equipped to excel in their roles.Your ImpactFirst 3 Months: Establish trust with your client group of Operations leaders while gaining insights into their distinct business challenges. You will evaluate current team health metrics and competently handle day-to-day employee relations cases with direction.First 6 Months: Propel the implementation of vital people programs, such as performance reviews and engagement surveys, guaranteeing high completion rates and impactful discussions. You will independently address complex employee relations matters and partner with Centers of Excellence (CoEs) to provide data-driven HR solutions.First Year: Emerge as a strategic advisor for your client group, leveraging data to influence long-term talent planning and organizational architecture. You will spearhead cross-functional project management initiatives to improve consistency and efficiency in our people policies, directly impacting retention and engagement metrics.Who You AreA Trusted Advisor: You cultivate strong relationships with both managers and employees, serving as a valued sounding board and a fair mediator. Your discretion, empathy, and ability to navigate challenging conversations are well recognized.A Data-Driven Problem Solver: You analyze trends in attrition, engagement, and performance to derive insights that prompt action. You utilize data to craft compelling narratives that influence decision-making.A Resilient Operator: You thrive in fast-paced and ambiguous settings, adept at balancing urgent employee needs with long-term strategic initiatives while prioritizing compliance and fairness.A Continuous Learner: You remain informed about HR best practices and employment regulations, constantly seeking avenues to enhance internal policies and processes for a better workplace.

Join Reddit as a Senior Client Partner in our App Development division, where you will play a pivotal role in leading enterprise-level projects. You will collaborate closely with clients to understand their needs and deliver innovative mobile and web solutions. This is an exciting opportunity to leverage your expertise in application development while building strong client relationships that drive business success.

Join our dynamic team as a Business Development Representative, where you will serve as a vital connection between our Marketing and Sales departments. Your primary responsibility will be to identify and cultivate new business opportunities by reaching out to potential customers and establishing lasting relationships.To excel in this position, you should possess a proven track record of generating leads from marketing initiatives and achieving sales targets. Your exceptional communication skills will be instrumental in nurturing strong customer relationships from initial contact through to closing deals, while also ensuring a seamless after-sales experience. If you are driven, results-oriented, and thrive in a collaborative team setting, we would love to hear from you.Ultimately, your efforts will contribute significantly to boosting our sales and supporting our long-term business objectives.

Who Are We?Postman is the premier API platform trusted by over 45 million developers and 500,000 organizations, including an impressive 98% of the Fortune 500. We empower developers and professionals worldwide to innovate in an API-first world by simplifying every stage of the API lifecycle and enhancing collaboration—helping users build better APIs, more efficiently.Headquartered in San Francisco, Postman also has offices in Boston, New York, Austin, Tokyo, London, and Bangalore—where it all began. As a privately held company, we have secured funding from notable investors such as Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Discover more at postman.com or connect with us on X via @getpostman.P.S: We highly recommend reading The "API-First World" graphic novel to grasp our vision and the broader context of our mission at Postman.The OpportunityAs an Account Development Representative, you will play a crucial role in identifying and addressing the business needs of our Strategic and Enterprise Accounts, all while building a robust pipeline for our sales organization. You will partner with marketing, sales enablement, and management teams to craft campaigns and prospect effectively, setting the stage for a seamless handoff to Sales. Your approach to engaging prospects should foster a superior customer experience, laying the groundwork for future product sales at Postman.What You’ll DoCollaborate with the Account Development Manager and cross-functional teams to devise strategic targets aimed at identifying and generating new and expansion business opportunities.Achieve or surpass strategic objectives and committed targets by engaging with qualified leads and facilitating the next steps in the sales cycle.Assess opportunities by comprehending business challenges while educating prospects on the value of our product.Conduct thorough research within targeted accounts to pinpoint key contacts and essential account information.Identify and pursue strategic new prospects that will drive territory growth.Select and engage with prospects identified through marketing efforts.Become proficient in sales prospecting platforms and tools.Utilize identified customer challenges to recommend relevant campaigns and events that promote engagement.Foster excellent customer service relationships with prospects.Self-audit activities to ensure accuracy and identify areas for improvement.