Director - ISV Partnerships at FreshBooks

San Mateo, California, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, Technology, SoftwareIndustries

Requirements

8-10+ years in Strategic Business Development, Partnerships, Corporate Strategy, or Corporate Development, ideally within B2B SaaS
Proven success sourcing, negotiating, and closing complex partnerships with ISVs, OEMs, or enterprise technology providers
Deep understanding of joint GTM execution, co-sell motions, and ecosystem-driven growth strategies
Strong financial modeling and strategic planning skills; able to build compelling business cases and ROI frameworks
Experience aligning and influencing executive-level stakeholders across multiple functions

Responsibilities

Lead strategic business development initiatives across the ISV ecosystem, targeting high-value categories (AI, automation, cloud, collaboration, etc.)
Define and execute a multi-year ISV partner strategy aligned with product and GTM priorities
Build, manage, and prioritize a pipeline of high-impact ISV partnership opportunities
Own the full deal lifecycle — from opportunity identification and qualification to proposal development, executive alignment, negotiation, and close
Structure and negotiate complex commercial agreements, including integrations, co-sell, OEM, and joint solution partnerships
Build data-driven business cases that quantify revenue impact, product differentiation, and customer value
Conduct market analysis, competitive benchmarking, and whitespace mapping to inform partner prioritization and ecosystem strategy
Drive partner planning cycles and influence cross-functional stakeholders through strategic frameworks and ROI-backed proposals
Collaborate with Product, Sales, Marketing, and Customer Success to launch and operationalize joint solutions
Develop scalable onboarding, enablement, and performance tracking processes for ISV partners
Define success metrics and regularly report ecosystem performance and partner impact to executive leadership

Skills

Business Development

Partnerships

ISV

Strategy

Automation

Cloud

Collaboration

GTM

B2B SaaS

Deal Execution

FreshBooks

Cloud-based accounting software for businesses

About FreshBooks

FreshBooks provides cloud-based accounting software aimed at simplifying financial management for small to medium-sized businesses and self-employed professionals. The software allows users to efficiently track expenses, time, and invoices, making it accessible even for those without accounting experience. Users subscribe to the service with various pricing tiers, and they can take advantage of a 30-day money-back guarantee and an 80% discount for the first four months. FreshBooks stands out from competitors by offering a user-friendly interface and mobile accessibility, enabling users to manage their finances on the go. The company's goal is to help business owners and accountants streamline their financial processes, improve organization, and enhance client relationships.

Toronto, CanadaHeadquarters

2003Year Founded

$149.6MTotal Funding

DEBTCompany Stage

Consumer Software, FintechIndustries

201-500Employees

Benefits

Health Insurance

Dental Insurance

401(k) Company Match

Stock Options

Unlimited Paid Time Off

Parental Leave

Home Office Stipend

Professional Development Budget

Risks

Increased competition from market leaders may impact FreshBooks' market share.

Dependency on Stripe's technology could pose risks if Stripe faces issues.

Economic downturns may threaten FreshBooks' subscription-based revenue model.

Differentiation

FreshBooks offers a user-friendly platform for non-accountants, simplifying financial management.

The company provides mobile-friendly solutions, catering to the rise of remote work.

FreshBooks' integration with Shopify enhances e-commerce capabilities for online businesses.

Upsides

FreshBooks' subscription model aligns with industry trends, boosting customer acquisition and retention.

The expansion of Stripe Connect features enhances FreshBooks Payments, improving payment processing.

AI-driven financial analytics tools can provide predictive insights, enhancing decision-making.

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