Why This Job is Featured on The SaaS Jobs
This Director, Ecosystem and Technology Partnerships role sits at a core SaaS lever: extending product value through integrations and partner-led distribution. The remit spans AI, cloud, DevOps and adjacent ops domains, signalling a platform-oriented enterprise software context where ecosystems influence adoption as much as direct sales. It is also notable for combining strategy with execution, reflecting how partnership functions in SaaS increasingly operate as a product and go-to-market multiplier rather than a standalone business development lane.
From a SaaS career perspective, the role builds durable expertise in designing partner programs, shaping joint solutions, and translating technical capabilities into customer outcomes. Ownership of KPIs such as partner-influenced revenue, active integrations, and launches aligns with how modern SaaS companies evaluate ecosystem impact. The cross-functional interface with product, engineering, marketing, and sales mirrors the operating model of scaled SaaS organizations and develops fluency in internal alignment across the full lifecycle.
This position fits professionals who enjoy navigating ambiguity, earning influence across stakeholders, and balancing executive relationship work with operational follow-through. It will suit someone comfortable discussing technical concepts with varied audiences and motivated by measurable outcomes in partner ecosystems.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Position Overview:
Leading strategic partnership initiatives to expand and strengthen our enterprise software ecosystem through meaningful collaborations with technology partners, startups, and industry leaders. This role combines strategic thinking with hands-on execution to drive mutual growth opportunities and create compelling solutions for enterprise customers.
Key Responsibilities:
The Director of Ecosystem Partnerships will own the vision and execution of our ecosystem strategy, aligned with corporate goals, to expand our market, drive growth and accelerate product adoption and innovation. The responsibility includes developing ecosystem strategy & plan, identifying, developing, and managing strategic technology partnerships that enhance our platform's value proposition across AI, Cloud, DevOps, ITOps, SecOps and BizOps. They will serve as the primary liaison between partners and internal stakeholders, driving joint go-to-market initiatives, solutions and technical integrations.
Core responsibilities include; developing and executing the ecosystem strategy, building and maintaining relationships with key ecosystem players, identifying market opportunities, and driving joint use-case, customer value / stories, increasing awareness through joint partner initiatives and enabling partner-influenced growth. The role requires close collaboration with product management, engineering, marketing, and sales teams to ensure alignment and successful execution of partnership initiatives. Regular travel may be required to attend industry events, meet with partners, and participate in strategic planning sessions.
Required Qualifications:
- 10+ years of experience in leading enterprise software partnerships, ecosystem management, product development, product marketing, and/or business development within the enterprise software industry
- Proven track record leading successful ecosystem or partner programs in DevOps, ITOps, developer tools, enterprise software or IT operational environments
- Deep understanding of enterprise infrastructure, operations, software development, and application software landscapes with the ability to clearly articulate technical concepts to various audiences
- Strong technical acumen and business insight to identify and capitalize on market opportunities and position
- Demonstrated experience in building and scaling strategic partnerships, and managing multiple stakeholders across customers, partners, and internal teams.
- Strong established network within the enterprise software ecosystem, including executive and strategic relationships with multiple enterprise software vendors, startups & developer ecosystem.
- Successfully drives complex cross-functional initiatives with planning, execution and accountability
- Bachelors Degree/MBA preferred
Essential Skills and Characteristics:
The successful candidate will demonstrate a combination of strategic thinking and tactical execution capabilities, with an entrepreneurial mindset and the ability to operate in a fast-paced environment. They should be a self-starter with excellent communication skills, able to influence without direct authority, and capable of building consensus across diverse stakeholder groups. The role requires someone who is results-oriented, data-driven, and able to balance multiple priorities while maintaining attention to detail. They should be comfortable with ambiguity, able to create a structured path and thesis with a bias to action.
Impact and Success Metrics:
Success in this role will be measured by the growth and effectiveness of partnership programs, including partner-influenced revenue, number of active integrations, partner launches, joint marketing, and strategic value created through ecosystem initiatives. The director will be expected to develop and track relevant KPIs to demonstrate program success and partner engagement.
The base salary range for this position is 147,000 - 246,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.
Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.
Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.
