About the Job:
LaunchDarkly is hiring a VP of Partnerships & Alliances to lead and scale partnerships as a measurable growth engine across GSIs and SIs, cloud, VARs, and technology partners. This executive will own the global partner strategy and build the programs, services, and co-sell motions that expand customer reach and accelerate revenue across LaunchDarkly’s product portfolio.
This is a high-impact executive leadership role for a strategic, hands-on operator who can build and lead a high-performing organization, develop executive partner relationships, and make partnerships part of the core go-to-market motion. As a member of the extended Revenue leadership team, the VP of Partnerships will work closely with Sales, Professional Services, Customer Success, Product, Marketing, Finance, Legal, Enablement, and Revenue Operations.
Responsibilities:
- Set the global partnerships strategy, translating company and Revenue priorities into a 2–4 year roadmap and annual plan.
- Build and lead the Partnerships organization, establishing the operating model, talent strategy, and accountability needed to scale.
- Direct the partnerships budget and investment priorities, driving measurable contribution to partner-sourced pipeline, partner-influenced revenue, and growth.
- Design the global partner program architecture across Services and SI, Resell and VAR, Cloud, and Technology partners.
- Align priority partners to LaunchDarkly’s go-to-market strategy through account mapping, co-selling, co-marketing, and expansion.
- Establish operating rhythms and executive reporting for partner-sourced and partner-influenced pipeline, revenue, forecasting, and performance.
- Lead the strategy and rollout of a scalable PRM ecosystem integrated with Salesforce, including deal registration, attribution, partner workflows, and data integrity.
- Develop repeatable GSI and SI service offerings with Professional Services, Customer Success, and Product across implementation, modernization, AI, and DevOps transformation.
- Expand referral, co-delivery, subcontracting, and marketplace motions once the underlying economics, delivery models, and customer value are proven.
- Build the partner activation and enablement engine across onboarding, certifications, playbooks, demos, and seller workflows.
- Integrate partnerships into account planning, forecast reviews, QBRs, strategic deals, and the Revenue operating cadence.
- Shape joint solutions, integrations, and priority use cases with Product and Solutions Architecture across DevOps, AI, observability, and experimentation.
- Represent Partnerships in Revenue and company-wide planning, operating reviews, and strategic initiatives.
Qualifications:
- Typically requires 15+ years of experience in B2B SaaS partnerships, alliances, channel, or related revenue roles, including at least 7 years leading partnerships leaders, managers, or directors and significant experience with Services, SI, or GSI partners.
- Proven success leading global partner strategies, building or relaunching partner programs across distinct partner motions, and owning partner-sourced and partner-influenced pipeline and revenue.
- Experience leading and scaling a Partnerships organization with multiple partner segments, programs, and cross-functional dependencies.
- Hands-on experience with PRM, Salesforce, deal registration, partner data, attribution, and revenue reporting.
- Experience creating GSI and SI services and scaling co-delivery, referral, subcontracting, or marketplace motions.
- Experience building co-sell programs with cloud, hyperscaler, technology, or data platform partners.
- Strong cross-functional leadership, executive presence, and commercial judgment across Sales, Product, Professional Services, Finance, Marketing, Legal, and Revenue Operations.
- Experience in DevOps, developer tools, observability, AI and ML, or related technology ecosystems.
- A strategic, data-informed approach to prioritization, budget allocation, and operating cadence, with the ability to build structure in a fast-changing environment.
- Experience supporting corporate development initiatives involving strategic partners and influencing company-level decisions.
Pay:
Target pay ranges based on Geographic Zones* for Level E1:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $378,000 - $520,000**
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $340,000 - $468,000**
- Zone 3: All other US locations - $321,000 - $442,000**
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
About LaunchDarkly:
Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations.
The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
- Improving the velocity and stability of software releases, without the fear of end customer outages
- Delivering targeted experiences by easily personalizing features to customer cohorts
- Maximizing the business impact of every feature through the ability to experiment and optimize
- Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
- Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at hr@launchdarkly.com.
Do you need a disability accommodation?
Fill out this accommodations request form and someone from our People Operations team will contact you for assistance.
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