Head Of Partnerships

Partnerships is a major growth channel for fonio as it expands into new markets. As Head of Partnerships, you will own the strategy and results across channel partners (resellers, referral partners, small agencies and IT shops) and strategic partners (larger platforms, telcos and ecosystems). The role is hands-on: you will be in the room with partners, running calls and closing deals alongside your team. For fonio, partner activation is a sales motion, and success means partners who bring in revenue.

Responsibilities

Own the partnerships strategy and revenue targets across channel and strategic partners; Design and scale the partner program: partner types, incentives, onboarding and enablement; Build a repeatable playbook from first conversation to first joint deal closed; Adapt the model by market, including DACH, Southern Europe, the UK and the US; Lead and grow the partnerships team: set clear priorities, coach, and hire as the channel scales; Own the numbers: partner-sourced revenue, partners activated, time to first deal, and repeat activation; Work with Sales, Marketing and Product on co-selling, co-marketing and integrations

Requirements

You've led a partnerships or channel team at a SaaS company; You come from a sales background and have carried a number; You've worked with partners in more than one market, ideally including the US and a European region; You've built or scaled a partner program and know how to adapt it to different types of partner; You have a track record of growing quickly into bigger scope and bigger teams; You're fluent in English; You're comfortable travelling regularly to Vienna and to partner events

Nice to have

AI experience; German or Spanish

Benefits

Real ownership of a function that sits at the centre of international growth; A direct line to the CCO; A team of ambitious people, many of them former founders; Significant equity