VP of Partnerships

Job description

As our VP of Partnerships, you will own the evolution, centralization, and growth of Tellent’s partner ecosystem, a critical engine that already drives a substantial percentage of our total revenue. This is a high-impact, strategic leadership role. You will take our existing regional partnership structures and unite them into a single, high-performing global organization designed to scale our ARR to the next level.

You are a builder and a strategist who understands that ecosystem growth is about depth, not just breadth. You will shift our focus toward high-yield, quality relationships, evolve our mix toward deep ISV and Marketplace integrations, and build a predictable partner pipeline that matches or exceeds our traditional marketing engine.

You will report directly to the Chief Revenue Officer (CRO), lead a dedicated team of 6 across our major geographies, and serve as a core leader in Tellent’s commercial journey.

Your 12-month journey

• First 3 months: Immerse yourself in our current partner ecosystem across the Benelux, France, DACH, and International markets. Understand our existing revenue contribution, historical channel performance, and product integration landscape. Establish strong relationships with your team and GTM peers (Sales, Marketing, RevOps). Begin designing the transition roadmap from a regional setup to a centralized partnership organization.

• First 6 months: Successfully execute the centralization of the Partnerships Org. Implement unified KPIs, operational cadences, and governance models across all regions. Begin shifting the partner mix by prioritizing high-potential ISV and Marketplace operators over low-yield referral networks. Introduce a structured framework to measure and accelerate partner-driven pipeline velocity.

• First 12 months: The centralized Partnerships organization is fully operational and recognized as a predictable, powerhouse engine for Tellent. You have successfully unlocked new revenue streams through strategic marketplace ecosystems, and build a predictable partner funnel pacing toward 20-30%+ of qualified pipeline by month 12, on a path to rival our inbound and outbound engines over time.

What you’ll be doing

• Own the partner-sourced number: You own the partner-sourced ARR and qualified-pipeline targets, driving the strategic growth plan from FY27 through FY30. As the commercial leader for this motion, you will quarterback the partner-sourced forecast in the CRO’s weekly revenue review, ensuring healthy pipeline coverage, velocity, and conversion.

• Ecosystem centralization & leadership: Merge regional partnership efforts into a single, cohesive global strategy. Manage, mentor, and scale the team covering Benelux, France, DACH, and International Markets, fostering a culture of high performance and shared best practices.

• Strategic portfolio optimization: Shift the strategy from volume to value. Audit our current partner network to double down on high-quality, high-potential relationships that maximize revenue funnel and drive sustainable ARR.

• Channel mix evolution: Strategically transition our ecosystem from traditional reseller and referral models toward robust ISV, developer, and Marketplace operator partnerships that deeply integrate with Tellent’s product suite.

• Own data infrastructure & attribution: Design and run the model that credits partner-sourced and partner-influenced revenue. Architect the tracking frameworks for Stage 2 qualified pipeline, and stand up the supporting PRM and reporting stack in our CRM so partner pipeline is forecast with the same rigour as direct sales.

• Funnel generation: Build and scale repeatable co-marketing and demand-generation frameworks with partners to unlock a predictable, qualified lead flow that rivals our inbound/outbound marketing funnels.

• Cross-functional alignment: Partner closely with the CRO, Product, Engineering, and Marketing to ensure our partnership strategy aligns with our product roadmap and broader commercial objectives.

• Commercial execution: Design commercial frameworks, tiering structures, and incentive programs that motivate partners while protecting Tellent’s margins and unit economics.

What you bring

We are looking for a commercial heavyweight who thinks in terms of ecosystem leverage and predictable revenue architecture. You are not just a relationship manager; you are a strategic operator who knows how to operationalize partnerships to scale a B2B SaaS business.

Must-haves

• Deep HR Tech SaaS expertise: Significant experience leading and scaling partnerships specifically within the HR Tech SaaS space. You understand the ecosystem, the key players, and buyer behavior in this vertical.

• Proven leadership in scale-ups: Experience managing international teams and driving organizational change (ideally transitioning from regional to centralized or matrixed structures).

• Marketplace and co-sell execution: Hands-on experience standing up and scaling marketplace listings (Hyperscaler, or major ISV marketplaces) and structured co-sell motions, not just sponsoring them. You know how the listing, attribution, and joint-pipeline mechanics actually work.

• Analytical & commercial sharp: Strong business acumen with a deep understanding of SaaS metrics (ARR, net retention, pipeline velocity, LTV/CAC) and how partnerships directly impact them.

• Mobility & Presence: Willingness and ability to travel regularly across our core European hubs to support your team and key partners.

• Language: C2 level English. Fluency in French, German, or Dutch is a significant advantage.

Nice-to-haves

• Existing relationships with major SaaS marketplaces or enterprise HR platforms.

• Experience working in a multi-hub European model (NL, FR, DE).

• Familiarity with PRM (Partner Relationship Management) tools and setting up partner attribution models within HubSpot.

What we offer*

• Compensation range: €115.000 - €140.000

• OTE: €150.000 - €185.000

• Diverse and international team environment

• €1,500 annual learning budget + 2 dedicated learning days

• Pension scheme

• Access to OpenUp & ClassPass

• 28 holidays + 2 wellness days

• Work from anywhere for up to 4 weeks per year

• Apple MacBook and all the tools you need to succeed

• Home office budget

*Benefits can vary based on location

About Tellent

Tellent is a Talent Management Suite that helps organizations attract, hire, manage, and grow their people. Our platform combines Applicant Tracking, HRIS, and Performance Management solutions used by 7,000+ companies across 100+ countries.

With 250+ employees across Europe, we’re building intuitive and scalable HR technology that helps companies create better employee experiences.

AI in our recruitment process

We use our internally developed AI tools to help streamline our recruitment process. However, technology never makes a decision. Every candidate is personally reviewed by our team. Your journey with us is guided by people, supported by tech. Curious about how it works? Read our  AI Statement , check our  Privacy Policy , or chat with us at  Het emailadres op careers.tellent.com bekijken .

If you require accommodations or support during the recruitment process, please let us know — we’re happy to help.