Head of Partnerships

About the Role

Lead the strategy and growth of Airtable's global partner ecosystem, driving customer success and business transformation through strategic alliances and consulting partners.

Responsibilities

• Build and scale a global ecosystem of consulting partners and System Integrators (SIs) to drive enterprise customer projects.
• Develop and nurture strategic alliances with key ISVs and Hyperscalers.
• Define and communicate the long-term vision and strategy for the partner & alliance organization.
• Develop systematic, AI-centric processes for partner identification, qualification, enablement, certification, and success.
• Create regional partner plans based on customer needs, capabilities, and Airtable capacity.
• Collaborate with Marketing to promote customer engagements and consulting/alliance partners.
• Partner closely with Sales, Customer Success, and Services to align the right partner for specific engagements.
• Oversee partner consultant delivery, subcontracting, and engagement models.
• Maintain quality assurance for partner technical builds.
• Develop and refine partner tiering structures, certification programs, and co-selling initiatives.
• Lead and manage a team of regional partner managers to ensure consistent global strategy execution.
• Inform partner onboarding and enablement initiatives, including training, certifications, and QA.

Requirements

• 5-10+ years of leadership experience in partnerships or professional services, with an emphasis on managing services/solutions/alliance partnerships across B2B SaaS and/or AI-native platforms.
• Experience managing a global partner ecosystem for companies with at least $100M ARR.
• Ability to think strategically while executing operationally in a fast-paced environment.
• Proven ability to navigate highly strategic and complex partnerships and drive co-selling with internal teams.
• Strong track record of cross-functional coordination and alignment.
• Ability to prioritize based on quantitative and qualitative analysis.
• Experience fostering and implementing strategic SI partnerships within Big-5 consulting firms.
• Systems thinker who leverages AI to develop end-to-end processes for optimal outcomes.

Nice-to-Haves

• Experience with no-code or low-code platforms.
• Deep understanding of AI-centric business processes and their enablement through partners.