Partner Development Manager, Strategic Partnerships

Please Note: This is a remote position available in the states listed on this job. Additionally, employment with BambooHR is contingent on passing both a background and credit check.

AI at BambooHR

At BambooHR, we’re all about setting people free to do great work, and we believe AI is a powerful partner in that mission. We’re leaning into intelligent tools to streamline our workflows, giving us more time for high-impact innovation. We look for curious, forward-thinking people who are ready to explore how AI can elevate their work and help us reimagine the future of HR.

Essential Job Duties

We are seeking a highly driven, strategic “hunter” to identify, recruit, and activate new referral and marketplace partners that accelerate revenue growth and expand our ecosystem.

This role sits at the intersection of business development, partnerships, and strategy —owning partner acquisition end-to-end, from sourcing through negotiation, contracting, and activation. The ideal candidate is a strong negotiator , commercially minded, and deeply attuned to market opportunities.

You will:

Partner Sourcing Acquisition (Hunter Motion)

Identify, target, and recruit net-new referral, marketplace, and strategic partners

Build and execute a partner acquisition strategy aligned to revenue and product priorities

Develop a strong pipeline of high-impact partners that drive:

Direct revenue generation

Channel support and distribution

Product ecosystem expansion

Deal Structuring Negotiation

Lead end-to-end deal execution, including:

Commercial terms

Revenue share models

Partnership frameworks

Serve as the primary negotiator for all new partner agreements and renewals

Partner closely with Legal to structure and finalize contracts

Ensure agreements align with company financial and strategic objectives

Pipeline Revenue Ownership

Own partner-sourced pipeline targets and revenue contribution

Track and report on partner performance and ROI

Drive accountability for partners to deliver measurable business impact

Manage and track partner progress utilizing appropriate tools, ensuring clear visibility and communicating impact to all relevant internal stakeholders.

Market Intelligence Strategy

Leverage market insights, competitive intelligence, and customer needs to inform partner strategy

Identify gaps in product, distribution, or capabilities and source partners to fill them

Translate external trends into actionable partnership opportunities

Cross-Functional Collaboration

Partner with Product to align on integrations and ecosystem priorities

Collaborate with Sales and Channel teams to ensure partner-sourced opportunities convert

Work with Marketing to support partner launches and GTM activation

Act as a key liaison between external partners and internal stakeholders

What We’ll Love About You

5–10+ years in partnerships, business development, or channel roles

Proven success in a hunter role (net-new partner acquisition, not just account management)

Exceptional negotiation skills with experience structuring complex deals

Experience owning or influencing contracts, commercial terms, and partner economics

Strong track record of driving pipeline and revenue through partnerships

Ability to operate cross-functionally with Legal, Product, Sales, and Marketing

Experience in HCM, HR tech, payroll, or adjacent SaaS ecosystems preferred

Familiarity with CRM/PRM systems and proficiency in key tools such as Salesforce

Strong strategic thinking with ability to translate market insights into execution

What Will Make Us REALLY Love You

Consistently lands high-value partners that materially impact revenue

Builds a repeatable partner acquisition engine, not just one-off deals

Negotiates favorable, scalable deal structures

Identifies ecosystem gaps early and fills them with smart partnerships

Creates a balanced portfolio of partners (revenue + product + channel leverage)

What You'll Love About Us

A Great Company Culture that has been recognized by multiple organizations like Inc , and Salt Lake Tribune

Comprehensive health, life, and disability insurance

Generous leave policies that include 4 weeks of vacation, 12 company holidays, parental leave, and volunteer time off so you can enjoy quality of life

401k plans with up to 6% company match

$2000 Paid-Paid Vacation bonus

EAP through Headspace

Check out all our benefits that benefit you

About Us

At BambooHR, we're building something different: we're building a people intelligence platform that transforms HR and sets people free to do great work! We're a proven market leader driving innovation while building lasting success through thoughtful, sustainable growth. Here, you'll find a place that champions growth: both professional and personal, both individual and collective.

We invest in potential, giving you the space to stretch your capabilities and turn good ideas into reality while providing the safety net of a supportive, values-driven culture. Our ap…