CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.About The RoleWe are seeking a senior individual contributor to serve as Alliances Director, Technology Partnerships, with primary responsibility for our strategic ISV/platform relationships. In this role, you will own the strategy and day‐to‐day execution of these partnerships—defining joint go‐to‐market motions, driving certified integrations, and turning ecosystem presence into tangible pipeline and revenue.Reporting to the VP, Alliances & Growth, you will operate as a highly autonomous, senior IC who can set direction, influence cross‐functional stakeholders, and execute hands‐on work across sales, product, marketing, and customer teams.This is a foundational role in our technology ecosystem strategy, focused on opening new routes to market, expanding TAM through platform integrations, and making technology partners a repeatable source of sourced and influenced opportunities.ResponsibilitiesOwn the overall strategy and roadmap for our current Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motionsDefine clear partner tiers, focus areas, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platformBuild multi‐year joint business plans with Workday and NetSuite that align product roadmap, sales coverage, and marketing investmentsPartner with Product and Engineering to identify additional certified integrations and joint solutions that are compelling to CaptivateIQ customersEnsure current and future integrations meet both technical requirements and go‐to‐market readiness (documentation, enablement materials, positioning, and reference customers)Establish feedback loops from partners and customers back into the product roadmap to strengthen ecosystem differentiationDesign and execute joint GTM motions (co‐sell plays, target account lists, campaigns) with Workday and NetSuite field teams and partner organizationsDrive sourced and influenced pipeline through account mapping, opportunity identification, and structured co‐selling with our sales organization and partner repsCollaborate with Marketing to deliver co‐branded campaigns, events,



and content that increase awareness and demand within the technology partner ecosystemServe as the primary point of contact for partner alliances teams, maintaining strong relationships across sales, alliances, product, and marketing stakeholdersLead regular business reviews (QBRs/PBRs) to align on pipeline, integration priorities, and mutual success metricsNavigate and resolve conflicts or ambiguity around rules of engagement, deal alignment, and roadmap expectationsAct as the internal champion for Workday and NetSuite, educating sales, solution consulting, partner success, and customer teams on how and when to bring these partners into dealsBuild simple, repeatable playbooks and enablement assets for internal teams and partners (how to co‐sell, when to engage, messaging, integration value props)Work closely with Partner Operations to ensure partner processes (deal registration, lead sharing, reporting) are scalable and visible, enabling you to track performance and ROIDefine and track KPIs for the Workday and NetSuite partnerships, including sourced and influenced pipeline, win rates, integration adoption, marketplace activity, and partner NPS where applicableProvide transparent, data‐backed updates to leadership on performance, risks, and investment recommendations across the tech partner portfolioRequirements10+ years in alliances, business development, or technology partnerships within B2B SaaS, with a strong track record of driving revenue through strategic ISV or platform partnersDirect experience working with Workday and/or NetSuite in an alliances, sales or technology partner capacity, including co‐sell motions and certified integrationsExisting relationships within Workday and/or NetSuite alliances and field organizationsProven ability to build from 0→1: you're comfortable operating in ambiguity, designing new programs, and iterating quickly with limited historical precedentDemonstrated success owning pipeline, revenue, and adoption goals tied to partner motions (sourced/influenced ARR, attach rates, integration usage, etc.)Strong executive presence and influencing skills—you can earn trust and alignment with VP+ stakeholders internally and externally, even without direct authorityExcellent cross‐functional collaborator, able to work effectively with Sales, Product, Marketing, RevOps, and Customer teams to align on partner strategy and executionComfortable combining strategic thinking with hands‐on execution—from crafting multi‐year alliance strategy to running point on individual co‐sell opportunities or eventsHighly organized and data‐driven, with experience using CRM (e.G., Salesforce)



and reporting tools to manage partner performance and communicate outcomesPeriodic travel for partner meetings, conferences, and internal planning (estimated 25%+ travel)Benefits(US-ONLY) Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependentsFlexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to rechargeAnnual Stipends: Dedicated funds for your professional development and caretaking needsWork Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure doesRetirement Savings (US-Only): A 401(k) plan to help you invest in and secure your futurePremium Tools: The latest Apple hardware to empower you to do your best workInclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrivesNotice for Prospective CandidatesOnly emails from @captivateiq.Com should be trustedWe are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following:Attempt to correspond with a candidate using a free web‐based account, such as an email address that ends in @gmail.Com, @yahoo.Com, @hotmail.Com, etc.Make an offer of employment without conducting multiple rounds of interviews face‐to‐face using secure video‐conferencing technologyAsk candidates to cash checks to buy equipment on behalf of CaptivateIQAsk candidates to make a payment in order to be considered for a positionMake early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etcPlease note that we'll only ask for more sensitive personal information in connection with background checks after an offer is madeCaptivateIQ participates in E‐Verify, web‐based system that allows enrolled employers to confirm the eligibility of their employees to work in the United StatesWe may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.The OTE range represents the minimum and maximum for this position across North America. The OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our OTE is just one component of CaptivateIQ's competitive total rewards package. #J-18808-Ljbffr

📌 Alliances Director, Technology Partnerships (Toronto)
🏢 CaptivateIQ
📍 Toronto