Job description
About the Job:
LaunchDarkly is seeking a highly experienced Partner Development Manager to lead our strategic partnerships with Global System Integrators (GSIs), National System Integrators, and Boutique SIs across the Americas, with an extended influence on our global partner strategy. This expert-level individual contributor will serve as a subject matter expert in SI and GSI partnerships, applying deep domain knowledge and leadership to drive partner engagement, enablement, and joint go-to-market initiatives. You will be responsible for building and executing partnership strategies that align with company-wide objectives, drive substantial revenue impact, and establish LaunchDarkly as a key player within the GSI and AMER SI ecosystem.
This role calls for an independent and strategic thinker with proven experience managing global partnerships, influencing cross-functional stakeholders, and shaping programs that scale across regions and partner types. You will collaborate closely with Sales, Product, Marketing, and Customer Success to develop and execute joint initiatives that expand LaunchDarkly’s reach through world-class service delivery by our GSI partners.
Responsibilities:
- Strategic Partner Leadership
Serve as LaunchDarkly’s primary liaison for SIs in the Americas, with strategic oversight and performance specifically within the region
Lead the development and execution of global partnership strategies with top-tier GSIs (e.g., Accenture, Deloitte, Cognizant, etc.), ensuring alignment with LaunchDarkly’s business objectives and customer success goals.
Act as a trusted advisor to executive stakeholders within SI organizations, building long-term relationships and joint value propositions across our product suite
Develop tri-party solutions around other strategic partnerships such as Amazon Web Services and Snowflake
- Global Program Development
Partner with internal teams to define global standards for SI engagement, enablement, and performance measurement.
Influence the evolution of LaunchDarkly’s partner program, ensuring scalability for global partnerships and adaptability for SI-specific needs.
Collaborate with regional counterparts to share best practices, align priorities, and support consistent partner experiences worldwide.
- Revenue and Growth Ownership
Drive partner-sourced and partner-influenced revenue by co-developing business plans with GSIs that include pipeline generation, joint marketing, and co-sell motions.
Set performance targets and lead regular reviews to ensure accountability for both partner and internal stakeholders.
Leverage your strategic insight to guide internal GTM teams on how to maximize the value of GSI partnerships in enterprise deals.
- Thought Leadership and Market Influence
Represent LaunchDarkly at industry events, partner forums, and executive briefings, positioning the company as a preferred technology partner for global service delivery.
Stay ahead of trends in cloud adoption, DevOps, and digital transformation to ensure our GSI strategy remains differentiated and relevant.
Contribute to the definition of corporate goals related to SI partnerships and GTM alliances; serve as a strategic voice in quarterly and annual planning.
- Sample KPIs
Enabled and Active Partners
Win Rates with Partners
Sales Cycle Length with Partners
Average Deal Size with Partners
Partner-Sourced Pipeline
About You:
Builder: You get energy from coming in and building from scratch. You are excited about an open playing field and like moving within a world that may feel ambiguous at times.
Product-minded, Revenue-focused : This role is responsible for diving deep with product teams and leading the way for revenue teams.
Startup Mentality: You thrive in a fast-paced, high-intensity environment where you balance multiple projects and can prioritize your work both short and long term.
Driven: You want to win and you are excited about joining a team that strives for high performance.
Interesting and Interested: You are joining a growing team that likes to lean in, be curious, work hard, and have fun. You like learning from your peers and collaborating with them on partnerships.
Work Hard, Play Hard: You bring your full self to teams and enjoy finding moments to celebrate in both individual and collective success.
Qualifications:
8+ years of experience in partnerships, alliances, or business development, with a focus on enterprise software and systems integrator partnerships.
Deep understanding of SI business models, sales cycles, and global delivery capabilities.
Demonstrated success leading global or regional strategic partnerships with multi-million-dollar impact.
Exceptional ability to influence across internal functions (Sales, Marketing, Product) and build executive-level relationships externally.
Strategic, data-driven mindset with experience in defining and tracking KPIs that drive decision-making and continuous improvement.
Excellent communication and presentation skills; ability to adapt messaging for technical, business, and executive audiences.
Proven experience operating independently and leading cross-functional initiatives with high complexity and visibility.
Strong alignment with LaunchDarkly’s culture of innovation, teamwork, and customer-first thinking.
Pay:
Target pay ranges based on Geographic Zones* for Level P5:
Zone 1: San Francisco/Bay Area or New York City Metropolitan Area (if not Bay area specific role): Zone 1: $234,000 - $322,000** (OTE) includes base pay and commission
Zone 2: Boston, DC, Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Seattle: $211,00 - $290,000** (OTE) includes base pay and commission
Zone 3: All other US locations: $199,000 - $274,000** (OTE) includes base pay and commission
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
About LaunchDarkly:
Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare “big-bang” technology migrations.
The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
- Improving the velocity and stability of software releases, without the fear of end customer outages
- Delivering targeted experiences by easily personalizing features to customer cohorts
- Maximizing the business impact of every feature through the ability to experiment and optimize
- Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
- Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
At LaunchDarkly, we believe in the power of teams. We’re building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at [email protected].
Do you need a disability accommodation?
Fill out this accommodations request form and someone from our People Operations team will contact you for assistance.
