About the role

We're looking for a Channel Partner Manager with a startup mindset and a builder's instinct. You'll own the full lifecycle of partner relationships end to end — from acquisition through business outcomes — with no hand-offs and no waiting for someone else to figure it out. You'll identify and recruit high-potential partners, onboard them effectively, build joint business and channel plans, develop co-created solutions, and relentlessly measure and drive results. This isn't a maintain-the-program role. It's a build-the-program role — high-impact, high-visibility, and central to DevRev's go-to-market expansion across the United States.

Location: North East (NY, PA, NJ) or Chicago only.

Background and experience

• Currently a solo marketer covering marketing, events, SDR, and pipeline follow-up — broad, high-autonomy scope.

• Mentors junior field marketers and founders on event strategy.

• Previously partnered with Christopher Martin on ~3 sponsored events via Startup Grind, so she comes with an existing tie into DevRev's network.

Business acumen

• Demonstrated strong judgment: turned down a misaligned Dreamforce partnership because the partner was targeting enterprise rather than her ICP — prioritizes pipeline quality over volume.

• Bias to action: when SDRs produced zero invites for an upcoming dinner, she personally stepped in and invited 12 guests.

• Frequently mistaken for the CEO at events — executive-level presence and ownership.

Network

• Self-described "super connector" in the Bay Area startup scene.

• Strong relationships with Startup Grind and similar organizations, which approach her to recruit sponsors rather than the reverse.

Fit for the role

• Comfortable with the dual scope of field marketing plus events and understands how the two connect.

• Bay Area based — aligns with the West Tier-1 city requirement.

• Strong communication and rapport; described her first call with Laura as a "tête-à-tête, not an interview."

Compensation

• Ask: $180K base minimum, explicitly base only (not total comp).

• Current package: $140K base + $10K bonus + $180K in stock options.

• Held firm on $180K base and declined an 80/20 split framing to reach it.

Areas to validate in later rounds

• Metrics rigor: how she attributes events/campaigns to sourced vs. influenced pipeline.

• Handoff discipline: how she passes engagements into sales/SDR follow-up and retargeting so momentum compounds.

• AI and tooling: where she uses AI to speed up research and personalization.

What you'll do

• Drive partner acquisition — Identify, prospect, and recruit high-value channel partners (VARs, resellers, SIs, and technology alliances) aligned with DevRev's ICP and growth strategy.

• Own partner onboarding end to end — Design and execute a structured onboarding experience that gets partners productive fast — including technical readiness, sales alignment, and go-to-market activation.

• Build and drive business plans — Co-develop joint business plans and channel plans with each partner, setting clear revenue targets, pipeline commitments, and milestones.

• Measure and drive business outcomes — Define partner KPIs, track pipeline contribution, revenue attainment, and deal velocity. Hold partners accountable and course-correct when results fall short.

• Develop joint solutions — Work with partners and DevRev's product team to co-create integrated solutions, use cases, and offerings that differentiate in the market and accelerate customer adoption.

• Enable continuously — Deliver ongoing training, certifications, and enablement programs that deepen partner expertise and independence.

• Align with direct sales — Collaborate closely with DevRev's sales organization to coordinate on accounts, avoid channel conflict, and maximize co-sell impact.

• Advocate internally — Be the voice of your partners inside DevRev, working with marketing, product, and customer success to ensure partner needs are met.

• Represent DevRev externally — Attend partner events, QBRs, and industry conferences to strengthen relationships and build brand presence.

What we're looking for

• 4–7 years of experience in channel sales, partner management, or alliances — ideally in SaaS or enterprise software.

• Startup mindset — you operate with urgency, resourcefulness, and zero entitlement. You don't wait for playbooks; you write them.

• Builder at heart — you've created something from scratch before (a partner program, a territory, a team) and you're energized by ambiguity, not paralyzed by it.

• End-to-end owner — you take full accountability from strategy through execution through outcomes. No "that's not my job" in your vocabulary.

• Proven track record of acquiring partners and scaling those relationships into measurable revenue.

• Experience building joint business plans and holding partners to outcome-based metrics.

• Strong understanding of the SaaS go-to-market landscape and partner ecosystem dynamics.

• Excellent communicator — comfortable presenting to C-level stakeholders at partner organizations.

• Based in or willing to work from New York or Texas.

Nice to have

• Experience co-developing joint solutions or integrations with channel partners.

• Background in CRM, customer support, or DevOps tooling.

• Existing relationships with SIs or resellers in the mid-market or enterprise space.

What we offer

• Competitive base salary + commission structure.

• Equity participation.

• Full benefits package.

• Opportunity to shape DevRev's partner program from the ground up.

This role can be based in NY, PA, NJ and Chicago only.