Alliances Director, Technology Partnerships

Remote / Toronto Alliances and Growth – Partnerships Team / Full-time / Remote CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance. Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.

About the Role

We are seeking a senior individual contributor to serve as Alliances Director, Technology Partnerships, with primary responsibility for our strategic ISV/platform relationships. In this role, you will own the strategy and day0to0day execution of these partnerships0defining joint go0to0market motions, driving certified integrations, and turning ecosystem presence into tangible pipeline and revenue. Reporting to the VP, Alliances & Growth, you will operate as a highly autonomous, senior IC who can set direction, influence cross0functional stakeholders, and execute hands0on work across sales, product, marketing, and customer teams. This is a foundational role in our technology ecosystem strategy, focused on opening new routes to market, expanding TAM through platform integrations, and making technology partners a repeatable source of sourced and influenced opportunities.

Responsibilities

• Own the overall strategy and roadmap for our current Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motions.
• Define clear partner tiers, focus areas, and success metrics (pipeline, influenced revenue,... attach rates,... integration adoption) for each platform.
• Build multi0year joint business plans with Workday and NetSuite that align product roadmap,... sales coverage,... marketing investments.
• Partner with Product and Engineering to identify additional certified integrations... joint solutions compelling to CaptivateIQ customers.
• Ensure current/future integrations meet technical requirements & go0to0market readiness (documentation,... enablement materials,... positioning,... reference customers).
• Establish feedback loops from partners/customers back into product roadmap to strengthen ecosystem differentiation.
• Design/execute joint GTM motions (co-sell plays,... target account lists,... campaigns) with Workday/NetSuite field teams & partner organizations.
• Drive sourced/influenced pipeline through account mapping,... opportunity identification,... structured co-selling with sales organization & partner reps.
• Collaborate with Marketing for co-branded campaigns/events/content increasing awareness/demand within tech partner ecosystem.
• Serve as primary contact for partner alliances teams; maintain strong relationships across sales,... alliances,... product,... marketing stakeholders.
• Lead regular business reviews (QBRs/PBRs) aligning on pipeline/integration priorities/mutual success metrics.
• Navigate/resolve conflicts or ambiguity around rules of engagement/deal alignment/roadmap expectations.
• Act as internal champion for Workday/NetSuite; educate sales/solution consulting/partner success/customer teams on how/when to bring partners into deals.
• Build simple/repeatable playbooks & enablement assets for internal teams & partners (how to co-sell,... when to engage messaging integration value props).
• Work closely with Partner Operations ensuring scalable/visible partner processes (deal registration lead sharing reporting) enabling tracking of performance & ROI.
• Define & track KPIs for Workday & NetSuite partnerships including sourced/influenced pipeline win rates/integration adoption/marketplace activity/partner NPS where applicable.
• Provide clear data-backed updates to leadership on performance risks & investment recommendations across tech partner portfolio.

Requirements

• 10+ years in alliances business development or technology partnerships within B2B SaaS with strong track record driving revenue through strategic ISV/platform partners.
• Direct experience working with Workday &/or NetSuite in alliances sales or technology partner capacity including co-sell motions & certified integrations.
• Existing relationships within Workday &/or NetSuite alliances & field organizations.
• Proven ability building from 0→1: comfortable operating in ambiguity designing new programs iterating quickly with limited historical precedent.
• Demonstrated success owning pipeline revenue adoption goals tied to partner motions (sourced/influenced ARR attach rates integration usage etc.).
• Strong executive presence influencing skills—can earn trust/alignment with VP+ stakeholders internally/externally even without direct authority.
• Excellent cross-functional collaborator able working effectively with Sales/Product/Marketing/RevOps/Customer teams aligning on partner strategy execution.
• Comfortable combining strategic thinking/hands-on execution—from crafting multi-year alliance strategy running point on individual co-sell opportunities or events.
• Highly organized data-driven experience using CRM (e.g., Salesforce)/reporting tools managing partner performance communicating outcomes.
• Periodic travel for partner meetings/conferences/internal planning (estimated 25%+ travel).

Benefits

• (US ONLY) Comprehensive Healthcare: 100% coverage medical/dental/vision all FTEs roughly 75% coverage dependents.
• Flexible Time Off: Flexible vacation days plus quarterly mental health days.
• Annual Stipends: Dedicated funds professional development caretaking needs.
• Work Anniversary Bonuses: Annual bonuses celebrating milestones contributions growing tenure.
• Retirement Savings (US Only): 401(k) plan.
• Premium Tools: Latest Apple hardware.
• Inclusive Community: Active Employee Resource Groups supporting DEI goals fostering diverse talent.

Notice for Prospective Candidates

Only emails from @captivateiq.com should be trusted. We are aware of active recruitment scams using CaptivateIQ name where individuals pose as recruiters posting fake remote jobs making fake offers online. We will never:

• Use free web-based accounts (@gmail.com @yahoo.com @hotmail.com etc.) correspondence.
• Make employment offers without multiple rounds face-to-face interviews via secure video conferencing.
• Ask candidates cash checks buy equipment behalf CaptivateIQ.
• Ask candidates payment considered.
• Request early personal info such DOB passport credit card bank SSN etc.—only after offer during background checks.

$200000 - $250000 a year OTE range represents minimum maximum across North America depending proficiency performance location. OTE component CaptivateIQ's competitive total rewards package. CaptivateIQ participates E Verify web-based system confirming employee eligibility US. May use AI tools supporting hiring process reviewing applications analyzing resumes assessing responses identifying inconsistencies verification signals based available info; assist recruitment but not replace human judgment; final hiring decisions made humans.