Head of Partnerships

Osano is hiring a hands-on, strategic Head of Partnerships to lead and scale the next phase of our partner ecosystem. This role reports directly to the VP of Sales and calls for an entrepreneurial builder who thrives at the intersection of relationship development and revenue generation. This is someone who can dive deep into partner relationships, drive measurable pipeline growth, and build a world-class partnership program that accelerates our go-to-market strategy.

You will own and activate a diverse ecosystem spanning tech partners, resellers, referral partners, and integration partnerships. You'll transform low-producing relationships into revenue engines, forge new strategic alliances, and a playbook that scales. Working cross-functionally with Sales, Marketing, Product, and the CEO, you'll ensure partnerships become a core driver of our growth, from pipeline generation to customer success.

Sound like you? Keep reading!

Osano is an Austin-area, venture-backed startup focused on creating transparency in data privacy. Osano is a B-corp (public benefit corp), which means that, although we are a for-profit company, we are mission-oriented, and we wake up every morning with the goal of tp do well by doing good.

The Role

Build and Scale the Partner Ecosystem

• Develop and execute a comprehensive partnership strategy across four key channels: tech partners, resellers, referral partners (such as law firms and consultants), and integration partnerships

• Transform existing partner relationships into active revenue generators through strategic activation and enablement

• Identify, recruit, cultivate, and onboard new strategic partners that align with our ideal customer profile and growth objectives

• Create scalable processes and playbooks for partner recruitment, onboarding, enablement, and management

Drive Revenue Through Partners

• Own partner-sourced pipeline targets and work hands-on with each partner to drive lead generation activities

• Develop and track partner-specific pipeline goals, ensuring each relationship delivers measurable ROI

• Create joint go-to-market strategies with key partners, including co-selling motions and account mapping

• Work directly with Sales to ensure smooth handoffs and maximize close rates on partner-sourced opportunities

Execute Partner Programs and Activities

• Plan and execute partner events, from intimate executive dinners to conference activations

• Develop co-marketing campaigns and content that amplify both brands

• Build comprehensive partner enablement programs, including training, certification, and sales tools

• Align partner and Osano GTM teams through regular business reviews, joint planning sessions, and shared success metrics

• Manage co-ownership of strategic accounts with partners to maximize expansion opportunities

Own the Technical and Integration Strategy

• Collaborate with Product and Engineering teams to prioritize and launch strategic integrations

• Understand the technical landscape to identify integration opportunities and articulate value propositions

• Work with tech partners to ensure our integrations deliver mutual customer value

Lead Through Influence

• While operating as a team of one initially, you will work collaboratively within the broader GTM organization, partner closely with Marketing to create partner-focused content and campaigns, and collaborate with Sales leadership to ensure partner opportunities receive appropriate support

• Present partnership strategy and results to the executive team and board as needed

About You

• You have 5+ years of B2B SaaS partnership experience, with deep expertise across channel, referral, and technical partnerships

• You've successfully built and scaled partner programs, ideally at venture-backed companies in growth stage (Series B/C)

• You're exceptionally hands-on, comfortable doing everything from drafting partner contracts to manning a booth at a partner event

• You balance strategic thinking with tactical execution, knowing when to zoom out for strategy and when to dive into the details

• You have experience with modern partner tech stack (Crossbeam, HubSpot) and are excited about leveraging AI to scale partner operations

• You're data-driven, setting clear KPIs for each partner and ruthlessly prioritizing based on ROI

• You excel at relationship building, whether with C-level executives, partner managers, or technical teams

• You have a basic understanding of APIs and integrations, enough to have intelligent conversations with technical stakeholders

• Experience in privacy, GRC, compliance, or security sectors is a plus but not required

• You thrive in remote-first environments and can build strong relationships virtually

Must-Have Qualities

• Hands-On Builder — You love to roll up your sleeves. You will own and manage key relationships, create enablement materials, and attend partner events.
• Strategic Orchestrator — You see the big picture and can create strategies that align partnerships with company objectives while managing day-to-day execution.
• Revenue Driver — You understand that partnerships exist to drive growth. Every activity ties back to the pipeline and revenue.
• Relationship Master — You build authentic relationships that create mutual value, turning partners into true advocates.
• Get Sh*t Done Mentality — You bias toward action, iterate quickly, and deliver results without waiting for perfect conditions.

Compensation

Total annual compensation: $175,000 - $200,000 OTE, which includes base salary plus variable compensation based on performance.
We want everyone at Osano to have a stake in our success, so you'll also receive stock options upon joining the company.

Benefits

• Fair-pay compensation (provided below) + ownership interest for early stake in our success!
• Unlimited paid time off with a requirement to take at least two weeks off per year. Plus, we offer paid parental leave, sick time off, and volunteering time to use outside of unlimited PTO.
• We're continuously a Best Place for Working Parents and offer paid parental leave for all new parents + believe that family, however you define it, comes first. 
• Osano sponsors individual premiums at 100% and dependent premiums at 50% for Medical, Dental, and Vision Insurance via Aetna. 
• A fully, permanently remote company so you can work from anywhere in the U.S. 
• Receive a Macbook + $600 to craft your home workspace. Plus, a $50/month internet reimbursement.
• Annual $300 learning & development stipend to fuel your career and growth. 
• Annual company trip designed to foster connection, creativity, and having fun together! 
• Mental health benefits with free memberships to mindfulness + talk therapy services.