Lorikeet The Partnerships Lead at Lorikeet will design and scale the partner program to drive pipeline growth across multiple regions. This role involves owning the partner program end to end, from design to signed partners to sourced revenue.
Responsibilities
Partners already bring Lorikeet deals. Zendesk referrals, helpdesk and CCaaS platforms, and PE/VC portfolio networks have all brought us customers. But the program is still early: there's no tiering, no playbook, and no repeatable engine behind what's working. You'll turn those early wins into a partner channel that drives a real share of our pipeline, starting in the US and scaling across EMEA and APAC.
You'll report to our CRO and work closely with our AEs, Marketing and Forward Deployed teams. You'll own the partner program end to end, from design to signed partners to sourced revenue.
Design the program. Define partner tiers across referral partners, helpdesk and CCaaS platforms, consultancies and SIs, and PE/VC portfolio networks. Set what each tier gets and owes: referral fees or margins, enablement, co-marketing and certification.
Double down on what's working. Turn our Zendesk referral motion, platform partners and investor portfolio networks into repeatable channels. Build the data to show which partners add value, and wind down the ones that don't.
Make marketplaces a growth lever. Own our presence on the Zendesk, Salesforce and HubSpot marketplaces, including listings, reviews and co-marketing, so buyers find Lorikeet where they already shop for support tools.
Co-sell with our AEs. Set the rules of engagement for deal registration, account mapping and handoffs, so partner deals speed up our sales cycle instead of slowing it down.
Build the engine and own the number. Stand up the playbook, contracts, enablement kit and CRM attribution. Own a partner-sourced pipeline target of $2M–$3M in your first 12 months, and report on it to leadership every month.
You might be a fit if you:
Bring 5+ years in partnerships, channel or alliances at B2B SaaS companies, including at least 2 years owning a partner program or a partner-sourced revenue target
Have built a partnerships program from the ground up
Thrive at early-stage companies, and would rather build the system yourself than inherit a big partner team at an established software company
Know the customer support ecosystem, including helpdesks, CCaaS platforms, SIs, BPOs and marketplaces, or have partnered on AI products and want to go deeper
Qualification
You're a builderKnowledge of helpdesk
Required
You're a builder. You've stood up a partner program before, with tiers, terms, recruitment and attribution, at a company where nobody handed you a playbook. You have strong commercial instincts. You can tell a partner that will drive deals from one that just wants a logo swap, and you'd rather go deep with five good partners than collect fifty.
Preferred
Experience with AI or customer support and CX tech
Knowledge of helpdesk, CCaaS, SI and BPO landscape
