• Develop and own a partner sourcing strategy aligned to Demandbase’s strategic priorities, customer use cases, and product roadmap • Identify, research, and prioritize net-new ISV partners across the GTM technology ecosystem, including marketing, sales, RevOps, data, analytics, and AI platforms • Map adjacent and competitive ecosystems to identify whitespace opportunities and high-impact integration opportunities • Proactively source prospective partners through outbound outreach, events, referrals, and ecosystem-driven relationship building • Evaluate and qualify inbound ISV and Services Partner applications to assess ecosystem fit and initiate partner discovery • Lead early-stage partner conversations with founders, product leaders, and partnerships teams • Clearly articulate the strategic, technical, and go-to-market value of building on the Demandbase platform and joining the Demandbase Marketplace • Conduct structured discovery to understand partner goals, technical requirements, customer overlap, and success criteria • Qualify partners based on technical feasibility, customer value, market opportunity, and long-term strategic alignment • Partner with Product, Engineering, Sales, and Marketing to move integrations from concept through build and Marketplace launch • Coordinate partner onboarding, technical alignment, and internal readiness to support successful launches • Support joint go-to-market initiatives, partner announcements, and targeted marketing campaigns • Act as the internal advocate for partners, translating partner feedback into actionable insights for product and platform teams • Maintain working knowledge of Demandbase APIs, data models, and platform capabilities to support effective partner conversations • Own partner recruitment and launch targets tied to Marketplace growth and customer adoption • Track partner progress from agreement through build and launch, identifying blockers and opportunities to improve time-to-value • Analyze partner funnel and launch metrics to refine sourcing strategies, qualification criteria, and messaging • Contribute to the evolution of Demandbase’s Technology Partner Program, Marketplace experience, and ecosystem strategy