Director, Partnerships

Job Description:

Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.

Services partners are a critical part of the Airtable customer journey, helping clients drive business transformation through discovery, solution design, implementation, change management, and ongoing support. As the Director of Partnerships, you will guide delivery partner strategy, lead a partnership team, and oversee the global partner ecosystem to unlock the full potential of the Airtable platform.

What you'll do

• Build and scale a global consulting partner ecosystem - Develop comprehensive global partner strategies, establishing relationships with systems integrators, boutique AI firms, and channel partners while transforming the ecosystem to become AI-native with deep expertise in secure, compliant AI deployments
• Drive end-to-end partnership operations - Lead cross-functional partner projects with Legal, Operations, Sales, and other teams while developing regional partner plans, recruitment strategies, tiering structures, certification programs, and co-selling initiatives aligned with Airtable's product roadmap
• Manage partner delivery and quality assurance - Oversee partner consultant delivery, subcontracting, engagement models, and maintain quality oversight to ensure successful technical builds and customer outcomes through data-driven approaches
• Lead and develop the partnership organization - Guide a team of regional partner managers, establish functional OKRs, collaborate with Marketing on customer engagements, and implement AI tools to enhance partnership workflows including partner discovery, contract analysis, and performance reporting

Who you are

• Experienced partnerships leader - 10+ years in partnerships or professional services with emphasis on managing services/solutions partnerships across B2B SaaS platforms, including experience with global partner ecosystems generating $25M+ in revenue
• Strategic operator with executive presence - Demonstrated ability to influence stakeholders at all levels, navigate complex strategic partnerships, drive co-selling initiatives, and execute operationally in fast-paced environments with strong cross-functional coordination skills
• Tech & AI fluency- Proven experience building meaningful AI-powered tools or automations (custom GPTs, automated workflows, data analysis scripts) with specific examples of improved work efficiency and outcomes, plus understanding of PRM, CRM, AI, and PSA systems that drive partner programs

Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances. Learn more about your EEO rights as an applicant.

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If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Form and let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.

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Compensation awarded to successful candidates will vary based on their work location, relevant skills, and experience.

Our total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation. To learn more about our comprehensive benefit offerings, please check out Life at Airtable.

For work locations in the San Francisco Bay Area, Seattle, New York City, and Los Angeles, the base salary range for this role is:

$276,000 - $391,000 USD

For all other work locations (including remote), the base salary range for this role is:

$249,000 - $352,000 USD

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