Head of Partnerships

After a successful transformation phase, Partoo is entering a new chapter: acceleration. We are a profitable, fast-growing European scale‑up (French Tech 120, B Corp) on a mission to become the reference for local customer experience for multi-location businesses. Our platform helps brands and retail networks manage their visibility, reputation and customer conversations across search engines, maps, social networks and AI search. Founded in 2014, ~330 employees, ~€38M ARR, growing across Europe, MENA and LATAM.

WHY THIS ROLE, WHY NOW

Partnerships are a top strategic priority. In France, the partner ecosystem is rich but largely unstructured; in MENA and LATAM, we mostly sell direct. Our next chapter: conquer Europe and scale through indirect channels, alongside our direct sales motion. As Head of Partnerships, you will define, execute, and scale our partnership strategy across EMEA.

TEAM

• You report to Xavier Artiguebieille, Chief Revenue Officer, within the Revenue department.
• You start with one Partner Manager: this is first and foremost a hands‑on role.
• You work hand in hand with Sales, AM, CS, RevOps, Product and Marketing.

MISSIONS

• Strategy & channel ownership
• Value-Added Resellers (VARs), ~60% of your focus: build and scale reseller agreements with digital marketing agencies, consulting firms, CX and insights firms, IT solution providers, and integrators who bundle or resell Partoo to their client base.
• Technology Partners (ISVs & SaaS integrations), ~30%: work with software partners (CRM, POS, ERP, reputation/survey platforms, AI tech) to build joint integrations, increase product stickiness, and launch co‑marketing initiatives.
• Referral Partners, ~10%: set up business introducer models (referral fees) with consultants, industry advisors and complementary vendors to generate qualified leads and co‑selling opportunities.
• Partner lifecycle & ecosystem growth
• Sourcing & closing: identify, pitch, negotiate and close high‑value partnership agreements in our target markets.
• Enablement & success: design training, certification, sales collateral and co‑marketing programs so partners become autonomous and perform.
• Relationship management: be the executive contact for our key partners, run quarterly business reviews (QBRs) and joint pipeline reviews.
• Cross‑functional alignment
• Sales, AM/CS & RevOps: build clear rules of engagement, joint pitch flows and attribution tracking for partner‑led and co‑sold ARR.
• Product & Tech: prioritize partner integrations with Product and Engineering leadership, based on strategic value and client demand.
• Marketing: co‑build partner campaigns, webinars, events and partner portal content.
• Performance & governance
• Set up the KPIs and dashboards that steer the channel (partner‑driven ARR, deal flow, conversion rates, integration health).
• Your success will mainly be measured on partner‑influenced ARR and pipeline.

Experiences And Skills

• Revenue‑driven: proven track record of generating indirect ARR and pipeline through partners. Our number one criterion.
• 8 to 10+ years of experience, including 5+ years in B2B SaaS partnerships, channel sales or business development.
• Experience negotiating VAR, referral and tech integration contracts, including commission schemes.
• Knowledge of digital marketing, local SEO/GEO, MarTech, CX or SaaS ecosystems.
• Strategic and hands‑on: you set the vision and build the operations yourself.
• Fluent English; French is a strong plus, as are Spanish, Italian or Arabic. Regular international travel.

HIRING PROCESS

• Step 1: TA interview with Julien Maillot, Head of Talent
• Step 2: Hiring manager interview with Xavier Artiguebieille, CRO
• Step 3: Business case
• Step 4: Business case debrief with Xavier and Stakeholders
• Step 5: Final round with Thibault Levi-Martin, CEO, or Thibault Renouf CEO

Compensation

• OTE between €110K and €125K: fixed between €90K and €100K plus quarterly variable, with overachievement.
• Fair pay grids built with Figures, quarterly feedback and annual review.

Work Environment And Benefits

• Work environment : Eco‑responsible offices in Paris 18, accessible to people with disabilities (RQTH).
• Committed company: B Corp certified, ranked French Tech 120, Disability Agreement (Accord Agréé Handicap), ISO 27001 standard, 2 volunteer days/year offered, internal groups such as Women@Partoo.
• Health & well‑being: Health insurance and mental health prevention support with Alan, coaching sessions with Moka.care, partnership with Gymlib (4,500 gyms, 300 activities).
• Daily life: Worklife card with meal vouchers, sustainable