Head of Partnerships

About the role

You will define and own the global partnerships strategy, covering partner segmentation, prioritisation, tiering, commercial model, lifecycle, operating cadence, and go-to-market approach. You will take direct accountability for meeting partnership-sourced and partnership-influenced pipeline and revenue targets while leading and growing strategic partner relationships across technology platforms, agencies, solutions partners, and referral ecosystems globally. You will build joint value propositions and go-to-market plans that drive mutual growth, pipeline, and revenue, developing co-sell and co-marketing motions in close collaboration with Sales, Marketing, Customer Success, and Revenue Operations. You will champion partners internally across Sales, Customer Success, Marketing, and Product, ensuring teams understand where and how partners can help Lokalise win deals and scale efficiently. You will build, own, and continuously improve the partner lifecycle from identification and qualification through onboarding, enablement, activation, and performance management. You will recruit and enable new partners across priority markets, with a primary focus on EMEA and the US, and lead, coach, and develop your team while representing Lokalise at key industry events and ecosystem forums, with occasional travel required.

Key facts

What you'll do

Define and own the global partnerships strategy, covering partner segmentation, prioritisation, tiering, commercial model, lifecycle, operating cadence, and go-to-market approach.

Take direct accountability for meeting partnership-sourced and partnership-influenced pipeline and revenue targets.

Lead and grow strategic partner relationships, including technology platforms, agencies, solutions partners, and referral and ecosystem partners globally.

Build joint value propositions and go-to-market plans that drive mutual growth, pipeline, and revenue; develop co-sell and co-marketing motions in close collaboration with Sales, Marketing, Customer Success, and Revenue Operations.

Champion partners internally across Sales, Customer Success, Marketing, and Product, ensuring teams understand where and how partners can help Lokalise win.

Build, own, and continuously improve the partner lifecycle: from identification and qualification through onboarding, enablement, activation, and performance management.

Recruit and enable new partners across priority markets, with a primary focus on EMEA and the US.

Lead, coach, and develop your team; represent Lokalise at key industry events and ecosystem forums, with occasional travel required.

Collaborate closely with Revenue Operations to define partner metrics, reporting cadence, and insights that drive decisions and optimisation.

Work with Product and Customer Success to identify and prioritise features and capabilities that enhance partner value and competitive differentiation.

Develop and execute enablement programs that equip partners with the content, training, and tools they need to be successful.

Establish clear governance and processes for partner communication, feedback, and escalation to ensure alignment and accountability.

Leverage data and market insights to identify high-potential partner segments and prioritise investment for maximum impact.

Act as the primary point of strategic contact for key partners, ensuring their strategic objectives are aligned with Lokalise's goals.

Drive the adoption of AI-powered localization capabilities within the partner ecosystem, positioning partnerships as a growth lever beyond translation workflows.

Requirements

You must have a proven track record of building and scaling partnerships in a B2B environment, owning the function end-to-end, from strategy and segmentation through to recruitment, enablement, activation, and consistent delivery against commercial targets.

You must have experience building joint go-to-market plans, co-sell motions, and co-marketing activations with cross-functional teams, and a history of achieving or exceeding ambitious pipeline and revenue goals.

You must have deep expertise in partner lifecycle management, including recruitment, onboarding, enablement, performance management, and renewal or expansion strategies.

You must be comfortable operating in a fast-paced, ambiguous environment while managing multiple priorities and stakeholders across regions and time zones.

You must have strong written and verbal communication skills, with the ability to influence and negotiate at senior executive levels both internally and externally.

You must have a demonstrated ability to build and lead high-performing teams, including recruiting, coaching, and developing talent.

You must have a strong understanding of technology and SaaS business models, with experience collaborating closely with Product, Sales, and Customer Success teams.

You must be willing to travel occasionally to industry events, partner meetings, and internal gatherings, as required to maintain strong relationships and represent Lokalise.

Practical notes

This is a full-time, remote position. Please note that we do not engage on a B2B or contractor basis.

We do not partner with search firms.