Head of Partnerships
You will lead partner strategy across revenue growth, ecosystem development, and partner enablement. You will develop strategic alliances, negotiate commercial agreements, manage ecosystem relationships, coordinate integrations, support joint go-to-market initiatives, and build a partner certification and enablement programme.
Responsibilities
- Develop and expand strategic alliances and indirect distribution channels, including reseller and OEM partnership structures
- Identify, negotiate, and manage referral agreements
- Structure and negotiate revenue-sharing agreements with liquidity providers
- Drive partner-led revenue generation initiatives and joint go-to-market strategies
- Ensure partnership-influenced ARR contributes to annual growth targets
- Own and strengthen relationships with ecosystem partners
- Conduct strategic reviews and collaboration sessions with partners
- Evaluate and develop new partnership opportunities
- Coordinate technical integrations with internal and external teams
- Maximise partnership value through joint press releases, events, webinars, and co-branding initiatives
- Align with the Product team on connector roadmap, integration prioritisation, and ecosystem-driven product development
- Launch and build the Wyden Academy certification and enablement programme
- Enable partners to develop repeatable implementation capabilities
- Identify and onboard strategic consulting and system integrator partners
- Develop and expand training content and certification materials
- Define and manage the commercial framework for Wyden Academy
Requirements
- 7+ years of experience in partnerships, business development, or channel management
- Knowledge of the institutional digital asset ecosystem
- Track record of building and commercializing partner channels
- Experience structuring and negotiating complex commercial and revenue-sharing agreements
- Understanding of SaaS revenue models, ARR mechanics, and partnership-influenced pipeline attribution
- Experience launching or operating partner enablement or certification programmes is an advantage
- Ability to lead cross-functional workstreams across Product, Engineering, Marketing, and Commercial teams
- Fluent English
Benefits
- Stock options
- Benefits package
- Flexible working policies