This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more.

Role Description

The Head of Partnerships will be responsible for designing, building, and scaling a world-class global partner ecosystem from the ground up for a market-leading enterprise SaaS company delivering mission-critical eDiscovery and FOIA solutions to the U.S. Federal Government, Department of Defense, and Fortune-class North American enterprises.

This role is ideal for a strategic operator who thrives in ambiguity and complexity—someone who can unify loosely connected partner relationships with various partner types inherited through mergers into a cohesive, scalable, and revenue-driving partner program.

You will own partner strategy end-to-end, spanning:

• Technology & integration partners
• Go-to-market resellers and distributors
• Systems integrators and service providers

You will establish new partnerships and transform existing partnerships into a single defined system that delivers a predictable growth engine while maintaining compliance with government procurement requirements, internal rules of engagement, and the rigor expected in highly regulated environments. This role also owns the ongoing operational activities with each partner to ensure the highest level of success and partner satisfaction.

Qualifications

• 7+ years of experience in partnerships, alliances, or channel leadership within enterprise SaaS.
• Proven experience building a partner program from scratch in a complex, multi-segment environment.
• Strong background working with Federal Government, DoD, and/or regulated enterprise customers.
• Deep understanding of reseller, distributor, SI, ISV, and services partner models.
• Experience operating in post-merger environments with fragmented partner ecosystems.
• Demonstrated success driving material partner-sourced and partner-influenced revenue.
• Strong executive presence and ability to influence across Sales, Product, Legal, Finance, and Security.

Requirements

• Design and launch a comprehensive global partner strategy aligned with enterprise, federal, and defense market motions.
• Evaluate potential partners that are strategic to the Casepoint business and with a strong reputation consistent with our core values.
• Build a tiered partner program (e.g., referral, reseller, distributor, SI, ISV) with clear value propositions, incentives, enablement paths, and performance expectations.
• Define partner segmentation, coverage models, and rules of engagement across commercial and public-sector markets.
• Establish scalable partner governance, contracts, pricing, deal registration, and conflict resolution processes.
• Assess and rationalize existing partner relationships inherited through the merger of Casepoint, Opexus & mLINQS, identifying strategic, tactical, and sunset candidates.
• Consolidate overlapping partners and normalize disparate partner agreements, operating models, and expectations.
• Onboard each partner into the Casepoint partnership framework.
• Manage the day-to-day operations of the partnership program to drive partner satisfaction and new ARR growth objectives.
• Drive partner-sourced and partner-influenced revenue across federal, defense, and enterprise segments.
• Build joint go-to-market plans with top partners, including pipeline development, account mapping, and co-selling motions.
• Partner closely with Casepoint Sales, Customer Success, and Marketing to embed partners into demand generation and capture pursuit strategies.
• Support complex government procurements, including GSA schedules, IDIQs, BPA structures, and defense contracting vehicles.
• Develop strategic alliances with complementary providers who can help drive net new ARR bookings for Casepoint.
• Define integration priorities and partner technical requirements in collaboration with Product and Engineering.
• Build partner onboarding, certification, training, and enablement frameworks.
• Implement partner performance metrics, dashboards, and reporting tied to revenue, pipeline, and customer outcomes.
• Select and operationalize partner tools (PRM, CRM integrations, deal registration workflows).
• Recruit, mentor, and scale a high-performing partnerships organization over time.
• Act as an executive spokesperson for the company’s partner ecosystem.
• Cultivate C-level relationships across strategic partners.
• Represent the company at industry events, partner summits, and government-focused forums.

Benefits

• New ARR bookings quota that is Partner-sourced and partner-influenced.
• Number and quality of strategic partners onboarded and activated.
• Partner contribution to federal and enterprise pipeline.
• Time-to-productivity for new partners.
• Partner satisfaction and retention.
• Integration adoption and co-sell effectiveness.

Why This Role Matters

This is a foundational leadership role with direct impact on revenue growth, market expansion, and long-term platform strategy. You will have the autonomy to define the future of partnerships at a company operating at the intersection of technology, national security, compliance, and enterprise scale.

Work Location & Flexibility

We are headquartered in Washington, D.C., and this role is eligible for remote work from the following states: AR, AZ, CA, CO, CT, DC, DE, FL, GA, IL, IN, KS, KY, LA, MA, MD, MI, MN, NC, NH, NJ, NM, NV, NY, OH, OK, OR, PA, TX, VA, WA, WI, WV, WY. If you live outside these states, unfortunately we’re not able to consider your application at this time.