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…