Vice President Partnerships

Tripleseat is the leading web-based event management and sales platform designed for restaurants, hotels, and unique venues. Our mission is to simplify and streamline the event planning process, allowing our clients to focus on delivering exceptional customer experiences. We pride ourselves on fostering a collaborative, innovative work environment that encourages growth and development.

We are seeking a strategic and results-driven Vice President Partnerships to lead and scale our partner ecosystem that drives meaningful revenue growth for Tripleseat. This leader will own the vision, strategy, and execution of our partnerships program across referral, technology, channel and strategic alliance motions. The mandate is to turn partnerships into a measurable growth engine by building a partner-sourced, partner-influenced pipeline and identifying new routes to market aligned with Tripleseat’s strategic priorities.

You will manage and develop a small, high-impact team while overseeing a network of 45+ existing partners. Your focus will be on deepening high-value relationships, recruiting and launching new partnerships, and putting in place the operating discipline, enablement programs, and cross-functional alignment required to make partnerships a predictable, scalable part of our go-to-market engine. 

Location:

• This position is open to remote candidates eligible to work in the United States.

• A hybrid work schedule will be offered if the ideal candidate is based near our Concord, MA office.

Travel Expectations:

• Onboarding will take place in person at our Concord, MA office.

• Remote candidates should expect quarterly travel to Concord and occasional travel for partner events, trade shows, or trainings (15–20%).

Core Responsibilities:

• Own Partnerships Strategy

  • Define and execute a scalable partnerships strategy aligned with company revenue goals and strategic priorities

  • Identify, prioritize, and pursue new partnership opportunities across referral, technology, channel, and strategic alliances

  • Build the partner portfolio framework, including partner thesis, segmentation and investment criteria to determine where Tripleseat should deepen, expand or exit relationships

• Drive Revenue Through Partners

  • Build and scale programs that generate consistent partner-sourced and partner-influenced pipeline

  • Establish KPIs, attribution models, and accountability around partner-driven pipeline, bookings and ROI

  • Collaborate closely with Sales to define referral, co-sell, and handoff motions that convert partner referrals into closed business

  • Support expansion and attach opportunities within the customer base where partners can increase value and revenue impact

• Manage & Grow Partner Ecosystem

  • Strengthen and expand relationships with Tripleseat’s highest-value existing partners

  • Evaluate partner performance against strategic fit, revenue contribution, and long-term potential; optimize the portfolio accordingly

  • Recruit and onboard net-new partners that align with Tripleseat’s customer, product, and go-to-market priorities

  • Negotiate and structure partnership agreements, business terms, and joint operating plans

  • Establish a regular business review cadence with top partners to assess performance, pipeline and shared priorities

• Build Partner Programs, Enablement, and Operating Discipline

  • Design and implement scalable partner programs, processes, and policies that support recruitment, onboarding, activation, and growth

  • Develop partner enablement materials, training, and playbooks to improve partner effectiveness and consistency

  • Create rules of engagement and collaboration models between partners and internal teams, especially Sales and Customer Success

  • Build a forecast and pipeline inspection process for partner-driven opportunities, integrated into the broader revenue operating cadence

  • Establish certification, readiness, or accreditation standards where appropriate for priority partner types

• Lead & Develop the Team

  • Manage and mentor a small but high-performing partnership team

  • Create clear goals, processes, and accountability frameworks tied to pipeline, revenue, and strategic outcomes

  • Foster a high-performance, data-driven culture

• Cross-Functional Leadership

  • Partner with Marketing on co-marketing campaigns and join content and event strategies

  • Work with Product and Engineering to prioritize  partner integrations and partner related roadmap needs

  • Collaborate with Customer Success and Account Management to identify parter-led expansion opportunities and improve customer outcomes

  • Align with Sales leadership to align on target accounts, referral and co-sell motions, pipeline conversion, and field execution

  • Partner with RevOps and Finance to define attribution, pipeline measurement, forecast standards, and investment ROI

What Success Looks Like: 

• Define and operationalize a focused partnerships strategy aligned with Tripleseat’s growth priorities

• Evaluate and segment the current partner portfolio, doubling down on the relationships with the highest strategic and revenue potential

• Build a repeatable partner-sourced and partner-influenced pipeline engine with clear attribution, KPIs, and forecast visibility

• Launch joint go-to-market plans with priority partners, including co-selling, co-marketing, and referral motions

• Improve cross-functional coordination across Sales, Marketing, Product, Customer Success, and RevOps to support partner execution

• Deliver measurable impact on new logo pipeline, expansion opportunities, and overall partner contribution to revenue

Knowledge, Skills, and Abilities Required:

• 8-12+years of experience in partnerships, business development, or channel sales

• Experience building a partner program from early-stage or mid-stage to scaled, measurable contribution

• Proven track record of driving measurable revenue through partnerships

• Strong leadership experience leading a small high-output team and working cross-functionally at the exec level

• Strong commerical acumen, including experience with revenue modeling, pipeline forecasting, and partnership business cases

• Ability to think strategically and execute tactically

• Excellent relationship-building,negotiation and deal-structuring background

• Data-driven mindset with experience tracking pipeline and ROI from partners

Preferred Experience:

• Experience in SaaS, hospitality tech, or vertical software

• Experience building partner programs in markets that rely on referrals, integrations, agencies, consultants, or other ecosystem-driven growth motions

• Background in the hospitality or event management industry is a plus.

• Experience working in a company scaling from founder-led or early-stage partnerships into a more mature, repeatable go-to-market motion

The compensation range for this role is $200,000 to $240,000 annually. Compensation is determined based on relevant experience, skill set, geographic location, and alignment with our internal compensation framework. This role is also eligible for additional benefits and incentives.

Tripleseat truly values its employees and places a high emphasis on their well-being and happiness. We understand that our people are the driving force behind our success and strive to create a positive and supportive work environment. We love what we do and who we get to do it with!

Benefits are subject to change and may vary based on role and location. Here are some of the awesome benefits that Tripleseat offers to its employees:

* Competitive Medical, Dental, and Vision Insurance: Comprehensive coverage to support health and well-being.

* Company Paid Life Insurance, Short- and Long-Term