Director of Partnerships
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About the Role
As Linnworks accelerates growth across Europe and beyond, we are seeking a commercially driven, strategically minded partnerships leader to own and scale the EMEA partner ecosystem. This is a senior, high-visibility role at the heart of our go-to-market strategy — one that requires executive presence, a strong EMEA network, and the credibility to represent Linnworks at the highest levels of the industry.As Partnerships Director, you will carry full accountability for the regional partner channel — owning revenue contribution, strategic alliance development, and the overall health and performance of the EMEA partner portfolio. You will attend and represent Linnworks at key industry events, shape the regional partnerships strategy, and lead a team that includes a Senior Partner Manager and an Associate Partner Manager focused on agency relationships, while also providing strategic oversight to the Head of Partnerships NORAM and Head of Ecosystems.
What You'll Own
PARTNERSHIP STRATEGY & REVENUE
- Design and execute a compelling commercial partnership strategy for EMEA, aligned to Linnworks' market position and growth ambitions
- Identify, negotiate, and close high-value partnership agreements that drive meaningful MRR contribution from the region
- Build and manage a diverse partner portfolio spanning marketplaces, platforms, agencies, technology partners, and consultancies
- Create revenue-centric partner programmes and go-to-market propositions that generate measurable pipeline
REGIONAL PRESENCE & REPRESENTATION
- Attend and represent Linnworks at key EMEA industry events, conferences, and partner forums
- Build and maintain senior-level relationships with strategic partners across the region
- Act as the authoritative voice of the EMEA partner ecosystem internally, informing product, marketing, and sales strategy
TEAM LEADERSHIP & DEVELOPMENT
- Lead, develop, and coach the partnerships function — with direct management of the Head of Partnerships NORAM, Head of Ecosystems, and the EMEA team comprising a Senior Partner Manager and an Associate Partner Manager
- Set clear targets and performance expectations, creating a high-accountability, high-support environment
- Set strategic direction for and provide leadership to the Head of Partnerships NORAM and Head of Ecosystems, ensuring alignment across all partnership functions globally
CROSS-FUNCTIONAL COLLABORATION
- Partner with sales, marketing, customer success, and product to develop and execute joint go-to-market campaigns
- Ensure partner-sourced leads are managed efficiently and converted at the highest possible rate
- Lead initiatives that unlock upsell and expansion opportunities within the existing Linnworks customer base
PERFORMANCE & REPORTING
- Monitor and report on partnership performance metrics, continuously optimising programme investment
- Provide regular senior-level visibility on pipeline contribution, partner health, and strategic development
What You'll Bring
- 7+ years of experience in partnerships, business development, or commercial leadership with significant EMEA exposure
- A track record of building and scaling partner ecosystems that have driven measurable revenue growth
- Deep understanding of the eCommerce or retail technology landscape and an established EMEA network within it
- Executive presence — credible, confident, and compelling in senior stakeholder and industry settings
- Experience leading and developing partnerships teams
- Outstanding communication, negotiation, and influencing skills — able to operate from individual contributor to C-suite
- Strong commercial acumen, with fluency in pipeline economics, partner ROI, and programme investment decisions
Performance Indicators
- MRR and pipeline contribution from EMEA partner channel
- Partner satisfaction and engagement scores (CSAT/NPS)
- Partner-sourced closed-won revenue
- New strategic partnership agreements signed
- Team performance and development metrics
Why us?
- Remote-first culture with flexibility and autonomyOpportunity to grow your instructional design and SaaS learning expertise
- Collaborative, supportive environment where ideas are encouraged
- Chance to directly impact customer experience and product adoption
Benefits
- Remote & flexible working – with hybrid options in London or Chichester
- Fantastic team culture based on trust and belonging.
- Laptop & home office budget – £500 to set up your ideal workspace.
- Private Medical Insurance with Aviva, including Dental & Optical.
- Group Life Insurance & Yulife Wellbeing & Rewards.
- Mental well-being support – Access therapy, mental health sessions, and yoga through a free premium subscription to Headspace.
- EAP confidential benefit – 24/7 access to compassionate guidance & expert advice
- 25 days holiday + bank holidaysTraining, support, and personal development