Strategic Partnerships Associate

About the role

Workstream is hiring a Strategic Partnerships Associate to source, negotiate, and manage partner relationships that generate revenue and expand the platform's reach in the restaurant industry. You will own the full partner lifecycle from prospecting through ongoing enablement and co-selling. This position sits on the Strategic Partnerships team at a Series B HR, payroll, and hiring platform built for hourly workers.

Key facts

What you'll do

• Source and evaluate potential partners, then negotiate and finalize partnership agreements
• Oversee technical onboarding, sales enablement, training, and go-to-market alignment for each partner
• Serve as the main contact for a portfolio of strategic partners, building relationships at executive and operational levels
• Collaborate with Sales on co-sell motions, track shared pipeline, and ensure partners contribute to quarterly and annual revenue targets
• Partner with Marketing and Product to develop joint value propositions, co-branded assets, case studies, and joint webinars or events
• Design and lead recurring training sessions so partner sales teams can effectively position and sell Workstream solutions
• Define and report on partnership KPIs such as pipeline generation, deal registration, influenced revenue, and joint customer wins
• Act as the internal advocate for partners, coordinating with Product, Engineering, Sales, Customer Success, and Legal

Requirements

• 3 to 5 years of professional experience in Sales or Partnerships within B2B SaaS
• 1 to 3 years of direct Partnerships experience with a track record of building and managing a revenue-generating partner channel
• Strong grasp of the SaaS ecosystem, including co-sell and referral models
• Ability to structure complex deals, negotiate terms, and communicate the financial and strategic value of alliances
• Demonstrated success working cross-functionally with Marketing, Sales, Product, Customer Success, and Legal teams
• Excellent verbal and written communication skills with the ability to present to senior stakeholders
• Highly organized and results-driven, able to juggle multiple partners and priorities at once

Nice to have

• Background in HR Tech, Payroll, or Restaurant Tech

Skills & tools

• Partnership development and negotiation
• Co-sell and referral program management
• Sales enablement and partner training
• Pipeline tracking and performance reporting
• Cross-functional coordination

Practical notes

• Salary range is $90,000 to $100,000 OTE in San Francisco; does not include discretionary bonus or equity
• Competitive equity package included
• Medical, dental, and vision coverage with 95% of premiums paid for employees and 85% for dependents
• 401K plan, pre-tax commuter benefits, learning and development stipend, flexible PTO
• In-office amenities and stocked kitchen
• Series B startup with over $120M in funding, backed by Founders Fund, BOND, and Coatue
• Opportunity to work directly with the founding team and industry veterans
• Customers include Burger King, Carl's Jr./Hardee's, IHOP, KFC, and Culvers