Director of Partnerships

Employment Type: [Not Specified] Location Type: Remote

Position Overview

Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.

Services partners are a critical part of the Airtable customer journey, helping clients drive business transformation through discovery, solution design, implementation, change management, and ongoing support. As the Director of Partnerships, you will guide delivery partner strategy, lead a partnership team, and oversee the global partner ecosystem to unlock the full potential of the Airtable platform.

Responsibilities

• Build and scale a global consulting partner ecosystem:
  • Develop comprehensive global partner strategies.
  • Establish relationships with systems integrators, boutique AI firms, and channel partners.
  • Transform the ecosystem to become AI-native with deep expertise in secure, compliant AI deployments.
• Drive end-to-end partnership operations:
  • Lead cross-functional partner projects with Legal, Operations, Sales, and other teams.
  • Develop regional partner plans, recruitment strategies, tiering structures, certification programs, and co-selling initiatives aligned with Airtable's product roadmap.
• Manage partner delivery and quality assurance:
  • Oversee partner consultant delivery, subcontracting, and engagement models.
  • Maintain quality oversight to ensure successful technical builds and customer outcomes through data-driven approaches.
• Lead and develop the partnership organization:
  • Guide a team of regional partner managers.
  • Establish functional OKRs.
  • Collaborate with Marketing on customer engagements.
  • Implement AI tools to enhance partnership workflows, including partner discovery, contract analysis, and performance reporting.

Requirements

• Experienced partnerships leader:
  • 10+ years in partnerships or professional services with an emphasis on managing services/solutions partnerships across B2B SaaS platforms.
  • Experience with global partner ecosystems generating $25M+ in revenue.
• Strategic operator with executive presence:
  • Demonstrated ability to influence stakeholders at all levels.
  • Ability to navigate complex strategic partnerships and drive co-selling initiatives.
  • Proven ability to execute operationally in fast-paced environments with strong cross-functional coordination skills.
• Tech & AI fluency:
  • Proven experience building meaningful AI-powered tools or automations (custom GPTs, automated workflows, data analysis scripts) with specific examples of improved work efficiency and outcomes.
  • Understanding of PRM, CRM, AI, and PSA systems that drive partner programs.

Company Information

Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances. Learn more about your EEO rights as an applicant.

VEVRAA-Federal Contractor

If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Form and let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.

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Compensation & Benefits

Compensation awarded to successful candidates will vary based on their work location, relevant skills, and experience. Our total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation.

Application Instructions

[Not Specified]