About this role.
Tremendous seeks a Director of Partnerships to build and own a partner-led growth motion, beginning with a scalable referral partner program. The role is responsible for developing partner and platform-client relationships that generate measurable pipeline and revenue. It requires cross-functional leadership across Sales, Marketing, Product, RevOps, and Data, along with the ability to create missing processes, tooling, enablement, and operating structure. This is a senior, highly autonomous remote position in a documentation-first and low-meeting environment, available to candidates working from anywhere in the Americas.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would begin by defining the ideal partner profile and priority use cases based on customer segments, product fit, and historical sources of high-quality demand. I would then design a focused pilot with clear value propositions, referral mechanics, enablement assets, attribution rules, and success metrics such as sourced pipeline, conversion rate, deal velocity, and partner activation. After collecting qualitative feedback and performance data, I would refine the model before scaling it through repeatable playbooks and systems.
In a prior role, I identified an underserved partner segment with strong access to our target buyers but no formal engagement model. I validated demand through interviews, launched a lightweight co-selling pilot, and established shared qualification criteria and reporting. The pilot generated qualified pipeline, which enabled us to secure cross-functional investment and turn the initiative into a scalable program.
I would create concise positioning and enablement centered on customer problems, qualifying signals, ideal use cases, proof points, and a simple engagement path. Partner materials would include discovery questions, objection guidance, referral workflows, and examples of successful outcomes. I would reinforce these assets through targeted training, office hours, and regular feedback loops to identify where partner confidence or clarity is breaking down.
I establish shared goals, transparent metrics, clear owners, and a regular operating cadence early. I connect each team's contribution to the business outcome, make tradeoffs explicit, and use data to resolve disagreements and prioritize work. Consistent written updates, decision logs, and follow-through are particularly important for maintaining alignment in a distributed, low-meeting environment.
I would track both leading and lagging indicators: recruited and activated partners, partner engagement, referral volume, qualified pipeline, win rate, sales-cycle length, sourced and influenced revenue, and partner retention. I would also assess concentration risk, segment performance, and qualitative partner feedback. Together, these measures show whether the ecosystem is growing sustainably rather than producing isolated transactions.
Tremendous is the global platform built for businesses to send thousands of payouts to anyone, anywhere, for free. We’re trusted by 20,000 organizations like Atlassian, MIT, and United Way to deliver gift cards and money to millions of recipients worldwide.
Our customers (researchers, marketers, HR teams, nonprofits, and platform businesses) rave about how fast and easy Tremendous is to use. Check out our ratings on G2.
Tremendous is profitable and growing without outside investors. We’re a fully remote, high-documentation, low-meeting culture, which means more time for what matters in both your professional and personal life. The team agrees– our employee NPS is in the high 80s.
What you’ll do
Build and own Tremendous’ partner-led growth motion from the ground up, starting with the creation of a referral partner program that becomes a scalable growth channel.
Develop and deepen relationships with referral partners and Platform Clients that drive meaningful pipeline and revenue.
Establish clear positioning, enablement, and GTM alignment so partners know when, how, and why to bring Tremendous into deals.
Create programs and incentives that keep partners engaged and consistently referring business.
Serve as the connective tissue between partners and internal teams, ensuring tight coordination across Sales, Marketing, Product, and RevOps.
Identify where structure, tooling, or process is missing and create it to help partners succeed at scale.
Use data and feedback from the field to prioritize opportunities, refine strategy, and guide investment in the partner ecosystem.
What you’ll bring
Experience building or scaling partnerships, programs, or revenue-adjacent initiatives in ambiguous environments.
Comfort owning outcomes, whether that’s pipeline or revenue.
Strong judgment and prioritization skills; you know what’s worth building now versus later.
Ability to work cross-functionally and move initiatives forward without formal authority.
A builder mindset: you enjoy starting with a blank page, testing ideas, and turning what works into playbooks.
Clear, thoughtful communication, especially in writing. We’re a documentation-first, low-meeting culture.
High ownership and autonomy. You take initiative, follow through, and don’t wait to be told what to do.
What’s cool about the role
You’ll directly shape and scale Tremendous’ partnerships function.
Your impact on pipeline and revenue will be clear and measurable.
You’ll work cross-functionally with Sales, Marketing, Product, RevOps, and Data. This is a truly cross-functional role.
Competitive pay and equity. Base salary range for this role: $190k – $220k. OTE: $250k – 272k.
Real benefits. 100% covered health (US), unlimited PTO, 12-16 weeks paid parental leave.
Fully remote. Work from anywhere in the Americas.
Great culture. Read more about how we work in our public handbook.
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