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Director, Partners EMEA



London, UK
Posted on Tuesday, June 27, 2023

Team Description

The Partnerships team at Pendo is responsible for acquiring, onboarding, and growing a global ecosystem of Services, Sales, and Technology Partners. Pendo is on a mission to improve the world's experience with software, extending Pendo’s reach through partnership will allow our product and go-to-market (‘GTM’) teams to scale efficiently while becoming the go-to solution for Partners and Customers across the globe. This highly cross-functional and collaborative team leverages our network of Partners to support the company’s customer acquisition, activation, and retention goals.

We are looking for a Partnerships Director to help build and manage Pendo’s partner ecosystem in Europe, the Middle East, and Africa (‘EMEA’). This ecosystem of partners will be increasingly integral to customer acquisition and retention, as well as to augmenting awareness of our capabilities in the marketplace. You’ll operate as the relationship owner and subject matter expert on Pendo’s existing Technology Partners, and will define and execute joint solution development and go-to-market initiatives. You will also have the opportunity to identify and establish new types of partnerships that have the potential to accelerate Pendo’s growth and our customers' success.


  • Evaluate and manage strategic technology/product partnerships, channel opportunities, and alliances
  • Work with each partner to define joint value proposition and develop go-to-market (“GTM”) plan, including:
    • Defining mutually agreed outcomes, messaging and investment
    • Secure partner commitment in areas ranging from product development, marketing, sales, and service delivery
    • Develop & nurture relationships with executives and product managers at key partners that lead to longer-term opportunities
  • Facilitate engagement between Pendo’s field sales to properly leverage our partners for account access/introductions and expansion
  • Collaborating with product management and marketing teams to develop and execute Pendo’s GTM/marketing strategy
  • Evangelising Pendo within our partner community, at seminars, customer briefings, and industry events
  • Support resolution of day-to-day product and technical requests, operations, and issues between internal teams and platform partners
  • Monitor and report on key partnership activities to support individual and team metrics

Minimum Qualifications

  • 5-7 years of relevant experience
  • Significant understanding of SaaS revenue organisations and focus on revenue generation through partnerships
  • An entrepreneurial mindset with experience building and scaling partnership programs and ecosystems.
  • The ability to builds trust with partners and persuades with high integrity through date-driven analytics
  • Hands-on with the ability to combine strong execution and strategic thinking and collaborate cross-functionally.
  • Strong analytical, conceptual, and problem-solving abilities

Preferred Qualifications

  • Familiarity with Product analytics and Digital Adoption ecosystem and Pendo’s technology platform
  • Management consulting experience
  • French or German language

Pendo Description:

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software.

Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.


We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.


Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.


Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected salary range for this role to be performed in London is £90,00 - £115,000.

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.