Regional Partnerships Leader - EMEA

Who are we?

Founded in 2014 by Khadim Batti and Vara Kumar, Whatfix is a leading global B2B SaaS provider and the largest pure-play enterprise digital adoption platform (DAP). Whatfix empowers companies to maximize the ROI of their digital investments across the application lifecycle, from ideation to training to the deployment of software. Driving user productivity, ensuring process compliance, and improving user experience of internal and customer-facing applications.

Spearheading the category with serial innovation and unmatched customer-centricity, Whatfix is the only DAP innovating beyond the category, positioning itself as a comprehensive suite for GenAI-powered digital adoption, analytics, and application simulation. Whatfix product suite consists of 3 products - DAP, Product Analytics, and Mirror. This product suite helps businesses accelerate ROI on digital investments by streamlining application deployment across its lifecycle.

Whatfix has seven offices across the US, India, UK, Germany, Singapore, and Australia and a presence across 40+ countries.

Customers: 700+ enterprise customers, including over 80 Fortune 500 companies such as Shell, Microsoft, Schneider Electric, and UPS Supply Chain Solutions.

Investors: Raised a total of ~$270 million. Most recently Series E round of $125 Million led by Warburg Pincus with participation from existing investor SoftBank Vision Fund 2. Other investors include Cisco Investments, Eight Roads Ventures (A division of Fidelity Investments), Dragoneer Investments, Peak XV Partners, and Stellaris Venture Partners.

• With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the “Top 50 Indian Software Companies” as per G2 Best Software Awards.
• Recognized as a “Leader” in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.
• The only vendor recognized as a Customers’ Choice in the 2024 Gartner® Voice of the Customer for Digital Adoption Platforms has once again earned the Customers’ Choice distinction in 2025. We also boast a star rating of 4.6 on G2 Crowd, 4.5 on Gartner Peer Insights, and a high CSAT of 99.8%
• Highest-Ranking DAP on 2023 Deloitte Technology Fast 500™ North America for Fourth Consecutive Year
• Won the Silver for Stevie's Employer of the Year 2023 – Computer Software category and also recognized as Great Place to Work 2022-2023
• Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal
• On the G2 peer review platform, Whatfix has received 77 Leader badges across all market segments, including Small, Medium, and Enterprise, in 2024, among numerous other industry recognitions

Be one of the key Leaders in this awesome journey of building a billion-dollar company!

About the Role

We are seeking a Regional Partnerships Leader - EMEA to lead our Services alliance efforts in the region, working out of our London EMEA HQ. This is a player-coach role that will directly manage a portfolio of high-value Services partnerships while also leading and mentoring a small EMEA alliances POD. This position will operate in close alignment with our regional sales leadership and global partner teams to scale impact across top-tier accounts.

You’ll be directly accountable for critical partnerships, driving new business opportunities, shaping regional GTM motions, and elevating our presence within the Services Partnerships ecosystem. You will also coach and enable the regional partnerships team to meet their goals, while being hands-on in driving strategic deals and engagements.

The ideal candidate brings a combination of strong partnership DNA, the ability to work at CXO levels, and experience influencing cross-functional stakeholders in a fast-paced SaaS environment.

Responsibilities

• Lead by example as a senior IC while managing and mentoring a high-performing regional partnerships team, ensuring alignment with regional and global partner goals
• Develop and own the EMEA plan for the “alliance partner” in collaboration with stakeholders across the organization, with a focus on priority offerings and country-level execution
• Build joint executive relationships and drive long-term partner programs across top Global Services accounts
• Influence Sales leadership to jointly drive near- and long-term revenue growth from partnerships, while deepening cross-functional trust across regions
• Partner with the global alliances team to ensure visibility and consistency across pipeline, GTM motions, and deal structuring
• Coach the team on identifying strategic opportunities, shaping proposals, and closing deals. Step in to directly lead engagements at key accounts or with executive stakeholders as needed
• Drive regional enablement and GTM alignment between Whatfix and Global Services partners, ensuring our value proposition is well understood and represented
• Support and lead joint field marketing efforts and co-sell motions with Global Services partners
• Maintain governance and drive accountability across active Global Services engagements—both sales- and post-sales
• Represent EMEA partner priorities and insights into global partner strategy conversations
• Own team OKRs and reporting metrics related to pipeline, sourced revenue, and partner-influenced deals

Requirements

• MBA Degree or equivalent business experience
• 8–12 years of total experience, with at least 2–3 years managing or mentoring partner/alliance teams in a B2B SaaS environment
• 5–7 years of experience in Global Services alliances, preferably in a SaaS/ISV ecosystem
• Proven experience navigating complex Global Services relationships across regions
• Strong track record of sourcing and closing large co-sell deals
• Experience in GTM campaign execution involving cross-functional teams across sales, marketing, and partner functions
• Executive presence and comfort engaging C-level stakeholders
• Excellent communicator and team coach with a high sense of ownership
• Multilingual skills preferred — German and English proficiency strongly preferred; other European languages a plus
• Willingness and ability to travel 50% or more across the region
• Passion for mentoring, leading from the front, and scaling high-impact teams in fast-growth environments

Perks / Benefits

• Mac shop, work with the newest technologies
• 25 days of PTO for the calendar year and 8-10 public & bank holidays
• Equity Plan
• Paid paternal/maternal leave
• Monthly cell phone & internet stipend
• Paid UberEats lunches daily
• Private medical insurance & health cash plan
• Pension plan
• Group Life Insurance plan
• Team and company outings
• Learning and Development benefits

At Whatfix, we value collaboration, innovation, and human connection. We believe that working together in the office five days a week fosters open communication, strengthens our community, and drives innovation, helping us achieve our goals more effectively.

This role requires onsite work at our London office, located at 1 Kingdom Street, Paddington Central, London, W2 6BD. Relocation assistance is available.

We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust is the foundation; and Do it as you own it.

Whatfix is an Equal Opportunity Employer and an E-Verify participant. All activities must comply with our Equal Opportunity Laws, ADA, and other regulations, as appropriate.

We are an equal opportunity employer and value diverse people because of and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status.

Due to the global nature of our company and our hiring committee spanning different time zones, the interviews for this role will be recorded for those not in attendance to review.