Partnerships Lead

At Workwize, we’re helping IT teams to easily equip their remote and global teams with all necessary IT equipment. Our automated SaaS platform simplifies hardware deployment, management, and retrieval with fast, reliable deliveries in 100+ countries.

With 50.000 users and 120.000 devices under management, we’re solving hybrid work challenges like laptop deliveries, returns and equipment tracking, allowing IT teams to focus less on manual hassles and more on strategic initiatives.

Join our team to help shape the future of global collaboration. At Workwize, your work will make a real impact in building smarter, more connected workplaces worldwide.

LinkedIn has also recognized Workwize as one of the Top 10 Startups for 2025 in the Netherlands!

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About the Role

We are looking for a Partnerships Lead to build and scale Workwize’s partnerships function from the ground up. This role is focused on identifying high-value partnership opportunities, building strong commercial relationships, and turning integrations and agreements into measurable revenue growth.

You will own the full partnerships motion from strategy through execution. This includes opening and qualifying partner conversations, building business cases, coordinating with Product and Revenue teams, and driving integrations and commercial agreements to launch.

This is a high-ownership role with direct responsibility for partnership ARR targets. You will start as an individual contributor, build the foundation of the function, and grow the team as the impact and revenue scale.

Key Responsibilities

Partnerships Strategy & Execution

• Build and scale the partnerships function from the ground up.
• Identify and prioritise high-potential partnership opportunities across HRIS, EOR, MSP, VAR, ITAM, ITSM, and adjacent ecosystems.
• Own outbound partner acquisition and relationship management from first contact through signed agreement and go-live.
• Evaluate and qualify partnership opportunities quickly based on commercial potential and strategic fit.
• Develop clear business cases for integrations, co-sell agreements, referral models, and revenue-sharing structures.
• Work closely with Product, Engineering, and Revenue to align on integration priorities, timelines, and feasibility.
• Track partnership pipeline performance, ARR contribution, and forecasting.
• Build repeatable partner acquisition and onboarding playbooks.
• Make clear recommendations on where to invest further and where to deprioritise based on commercial impact.

Required Skills & Experience

• Experience building a partnerships or channel function from the ground up in a B2B SaaS environment.
• Experience structuring and closing integration partnerships, including API-based commercial models.
• Strong commercial thinking with the ability to build and communicate clear business cases internally and externally.
• Experience owning partnership pipeline targets or ARR goals, with accountability for outcomes.
• Ability to navigate multi-stakeholder environments and maintain momentum across internal and external teams.
• Experience working with Product and Engineering teams to scope and launch integrations.
• Strong execution mindset with comfort operating in ambiguous environments.
• Strong communication and relationship-building skills.

Bonus Skills

• Experience in HRTech, IT procurement, device management, or adjacent SaaS ecosystems.
• Experience scaling a partnerships team after establishing initial commercial traction.
• Familiarity with co-sell motions, reseller partnerships, and marketplace ecosystems.

The Right Mindset

• High ownership and accountability for outcomes.
• Comfortable building from zero without a predefined playbook.
• Fast-moving, with strong commercial judgement.
• Clear thinker who can prioritise based on impact.
• Strong relationship builder across internal and external stakeholders.
• Comfortable working with ambiguity and evolving information.
• Focused on measurable business impact over activity.
• Collaborative and aligned with cross-functional teams.

What Doesn’t Work

• Only having contributed to partnerships without owning strategy or revenue impact.
• Experience limited to referral or marketing partnerships without integration or API-based deals.
• Strong strategic thinking without execution or closing ability.
• Needing fully defined structure or playbooks before taking action.
• Inability to build a business case from incomplete information.
• No direct ownership of ARR or revenue targets.
• …