Head of Channel & Partnerships · Up to · AI SaaS

Location: Berlin (Hybrid, 2-3 days/week in office)

Product: AI-powered omnichannel customer service platform built for energy companies and other regulated industries

Take ownership of an established partner ecosystem and turn it into a scalable revenue engine. With 5 active partners, additional partnerships in development, and approximately €1.1M in partner-sourced pipeline, the foundations are already in place.

This is a highly commercial channel role with clear revenue ownership, significant autonomy, and the opportunity to shape the partner GTM playbook in an entrepreneurial, founder-led environment.

OTE: Up to ~€200K (50/50 split)

Base: Up to ~€100K, with flexibility for exceptional candidates

Attractive stock option programme with meaningful upside

What You’ll Do

• Own and scale the DACH partner ecosystem
• Recruit strategic SIs, consultancies, BPOs, and technology partners
• Prospect and sell the partner proposition to senior and C-level stakeholders
• Negotiate Referral, Co-Selling, and Reseller agreements
• Activate partners and develop joint GTM and co-selling motions
• Generate partner-sourced pipeline and personally drive opportunities to revenue
• Own forecasting and identify the highest-performing partner profiles
• Build a repeatable partner acquisition and activation playbook
• Target €1.6M in net-new partner-sourced ARR in 2027
• Help grow total partner ARR toward €2.5M by the end of 2027

The Opportunity

This isn't a relationship-management partnerships role. It's an enterprise sales position where partners are your primary route to market.

You’ll inherit an existing ecosystem and approximately €300K in partner ARR, while having the freedom to determine which partners, commercial models, and GTM motions can scale most effectively.

• 3+ years of strong partner or channel sales experience
• Proven experience personally recruiting and activating partners
• Track record generating measurable partner-sourced pipeline and revenue
• Strong hunting and cold outreach capabilities
• Enterprise sales, C-level selling, and negotiation experience
• Commercial understanding of how partners generate revenue
• Builder mentality with the ability to create and refine a playbook
• Strong understanding of the DACH partner ecosystem
• Fluent German and English

Nice to Have

• Existing network across DACH SIs, consultancies, BPOs, or technology partners
• Experience with Referral, Co-Selling, and Reseller models
• Previous ownership of partner-sourced ARR or revenue targets
• Experience scaling a partner ecosystem in a growth-stage company
• Enterprise SaaS or regulated-industry experience