Alliances Director, Technology Partnerships

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 day‑to‑day execution of these partnerships-defining joint go‑to‑market 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 cross‑functional stakeholders, and execute hands‑on 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. CaptivateIQ participates in E-Verify, web-based system that allows enrolled employers to confirm the eligibility of their employees to work in the United States

Requirements

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

Additional Information

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.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at captivateiq? Share your experience