Partnerships Lead

Job Title: Partnerships Lead, EMEA (Senior IC, short path to leading a team)

Industry: B2B SaaS, sales intelligence and go-to-market platform (product-led growth)

Funding Journey: Series D

No of Employees: 500+ (EMEA team doubling from 20 to 40)

Locations: London, UK, covering the full EMEA region

Summary: Be the first EMEA partnerships hire at a profitable, product-led go-to-market platform at $250m ARR, building the agency partner programme from a blank canvas.

Job Summary

A Series D, profitable go-to-market platform is investing heavily in partnerships over the next six months to two years, and this is the first dedicated partnerships role in EMEA. There is no agency programme in the region today, so you build it from scratch.

The focus is a programmatic, one-to-many agency ecosystem rather than a few large systems integrators. The first priority is RevOps and go-to-market agencies already working in the HubSpot and Salesforce ecosystems, with a possible technology alliances element where European language skills help.

You start as a hands-on IC who also sets the EMEA partnerships strategy, with a short path to building and leading a London-based team. The timing depends on your seniority and ambition, and the wider EMEA team is doubling from 20 to 40.

Experience Required

Built a programmatic, one-to-many agency partner programme, not a one-to-few GSI model

Built and managed a referral network of agencies, ideally RevOps and go-to-market agencies in the HubSpot and Salesforce ecosystems

Product-led growth background, with a clear grasp of customers who find and use the product without direct sales contact

Senior enough to own EMEA partnerships strategy, and happy to do the hands-on work at the start

The ambition and capability to build and lead a team in the short term

Entrepreneurial, and excited by a blank canvas and a role that evolves from IC to leader

Technology alliances exposure and European languages are a plus

Based in, or able to be based in, London

The Application Process

Recruiter screen: 30 minute video call with Unicorn

Hiring manager interview: 45 minute conversation with the Head of Partnerships

Team interview: meeting with a member of the team, on Zoom or face to face

Presentation: prepare and deliver a short presentation

Final interviews: conversations with the US-based Technology Alliances Partner and a recent hire on the partnerships team