VP, Partnerships & Alliances
About the Job:
LaunchDarkly is hiring a VP of Partnerships & Alliances to lead and scale partnerships as a measurable growth engine across GSIs and SIs, cloud, VARs, and technology partners. This executive will own the global partner strategy and build the programs, services, and co-sell motions that expand customer reach and accelerate revenue across LaunchDarkly ’s product portfolio.
This is a high-impact executive leadership role for a strategic, hands-on operator who can build and lead a high-performing organization, develop executive partner relationships, and make partnerships part of the core go-to-market motion. As a member of the extended Revenue leadership team, the VP of Partnerships will work closely with Sales, Professional Services, Customer Success, Product, Marketing, Finance, Legal, Enablement, and Revenue Operations.
Responsibilities:
- Set the global partnerships strategy, translating company and Revenue priorities into a 2–4 year roadmap and annual plan.
- Build and lead the Partnerships organization, establishing the operating model, talent strategy, and accountability needed to scale.
- Direct the partnerships budget and investment priorities, driving measurable contribution to partner-sourced pipeline, partner-influenced revenue, and growth.
- Design the global partner program architecture across Services and SI, Resell and VAR, Cloud, and Technology partners.
- Align priority partners to LaunchDarkly ’s go-to-market strategy through account mapping, co-selling, co-marketing, and expansion.
- Establish operating rhythms and executive reporting for partner-sourced and partner-influenced pipeline, revenue, forecasting, and performance.
- Lead the strategy and rollout of a scalable PRM ecosystem integrated with Salesforce, including deal registration, attribution, partner workflows, and data integrity.
- Develop repeatable GSI and SI service offerings with Professional Services, Customer Success, and Product across implementation, modernization, AI, and DevOps transformation.
- Expand referral, co-delivery, subcontracting, and marketplace motions once the underlying economics, delivery models, and customer value are proven.
- Build the partner activation and enablement engine across onboarding, certifications, playbooks, demos, and seller workflows.
- Integrate partnerships into account planning, forecast reviews, QBRs, strategic deals, and the Revenue operating cadence.
- Shape joint solutions, integrations, and priority use cases with Product and Solutions Architecture across DevOps, AI, observability, and experimentation.
- Represent Partnerships in Revenue and company-wide planning, operating reviews, and strategic initiatives.
Qualifications:
- Typically requires 15+ years of experience in B2B SaaS partnerships, alliances, channel, or related revenue roles, including at least 7 years leading partnerships leaders, managers, or directors and significant experience with Services, SI, or GSI partners.
- Proven success leading global partner strategies, building or relaunching partner programs across distinct partner motions, and owning partner-sourced and partner-influenced pipeline and revenue.
- Experience leading and scaling a Partnerships organization with multiple partner segments, programs, and cross-functional dependencies.
- Hands-on experience with PRM, Salesforce, deal registration, partner data, attribution, and revenue reporting.
- Experience creating GSI and SI services and scaling co-delivery, referral, subcontracting, or marketplace motions.
- Experience building co-sell programs with cloud, hyperscaler, technology, or data platform partners.
- Strong cross-functional leadership, executive presence, and commercial judgment across Sales, Product, Professional Services, Finance, Marketing, Legal, and Revenue Operations.
- Experience in DevOps, developer tools, observability, AI and ML, or related technology ecosystems.
- A strategic, data-informed approach to prior