• Develop, execute, and operationalize a partnerships strategy that drives Virtuous’s subscription revenue growth and market expansion • Apply an 80/20 approach, prioritizing the partners and relationships that generate outsized impact and long-term strategic value • Regularly assess partner performance and portfolio health to ensure focus and resource alignment • Lead, coach, and scale a high-performing team of Partner Managers with clear expectations and accountability • Act as a player-coach, balancing team leadership with direct ownership of key strategic partner relationships • Personally manage executive-level relationships with Virtuous’s most impactful partners • Set the standard for partner engagement, communication, and execution across the partnerships team • Identify, recruit, negotiate, and grow partnerships with technology and integration partners, nonprofit-focused agencies, and fundraising consultants • Build clear partner value propositions and engagement models that support co-selling, services alignment, and customer outcomes • Own ongoing partner communications, including enablement, updates, shared planning, and performance reviews • Lead QBRs and strategic planning sessions with key partners • Ensure partners are aligned to Virtuous’s positioning, GTM motion, and customer success expectations • Think and operate like an enterprise seller—anchored in customer outcomes, ROI, and long-term value creation • Partner closely with Sales on deal strategy, co-selling motions, and partner-sourced and partner-influenced opportunities • Step directly into deal execution alongside Sales and Partner Managers when partner involvement is critical to winning or expanding accounts • Partner internally with Sales, Marketing, Customer Experience, and Product to ensure partnership initiatives are aligned and effectively executed • Work with Marketing on partner campaigns, events, and co-marketing initiatives • Collaborate with CX to ensure partners support strong implementations, retention, and expansion • Influence Product integration priorities and roadmap decisions based on partner and market insights • Stay informed on trends in nonprofit technology, fundraising, and adjacent SaaS ecosystems • Identify partnership opportunities that create differentiation and competitive advantage • Represent Virtuous at industry conferences, partner events, and in-market activities • Establish and track clear KPIs to measure partner performance, pipeline contribution, and revenue impact • Hold both the partnerships team and personally owned partner relationships accountable to outcomes • Use data-driven insights to continuously refine partnership strategy and execution • Travel approximately 20% to support in-market partner engagement, including in-person visits, QBRs, conferences, and joint in market events to drive awareness and pipeline