Director of Partnerships

Summary

Join Sweed as Director of Partnerships and own the strategy and execution for third-party partnerships across the cannabis ecosystem. Reporting to the CRO, this role drives lead acquisition, co-marketing, and strategic integrations to expand Sweed's reach. Success is measured by pipeline sourced, doors influenced, and partner channel contribution to ARR. Key responsibilities include partner sourcing and enablement, pipeline influence and revenue impact, co-marketing and event strategy, and partner operations and governance. The ideal candidate will have 5+ years of experience in B2B SaaS or cannabis tech, proven success in launching and scaling partnership programs, and strong CRM knowledge. Preferred qualifications include fintech, POS, or compliance-led SaaS experience.

Requirements

• 5+ years in B2B SaaS or cannabis tech, including partnerships, channel sales, or business development roles
• Demonstrated experience launching and scaling referral or channel programs that drive lead volume and influence ARR
• Strong working knowledge of CRM (HubSpot), partner portals, and sales processes
• Deep familiarity with the cannabis retail ecosystem and associated software/services landscape
• Exceptional relationship builder with high EQ and operational rigor

Responsibilities

• Identify and onboard new 3rd-party partners (consultants, agencies, influencers, service providers, etc.) aligned with Sweed’s go-to-market priorities
• Build scalable referral and reseller programs, leveraging “procuring cause” definitions to drive fairness and speed to value
• Train partners on Sweed’s value proposition, pricing, and qualification process to ensure accurate messaging and lead quality
• Drive qualified lead generation from partners into HubSpot; co-own “partner-sourced” and “partner-influenced” KPIs with CRO and RevOps
• Collaborate with Sales leadership (SMB & Enterprise) to activate high-ROI partnerships that contribute to monthly door-count and bundled deal growth
• Collaborate on strategic enterprise partnerships where POS, Payments, and SMS bundles are prioritized
• Launch and manage co-branded marketing campaigns, partner spotlights, and regional activations in collaboration with Marketing and Field teams
• Ensure partners are embedded in key moments: webinars, trade shows, state launches, and seasonal pushes
• Track event ROI and contact generation in HubSpot; ensure every engagement is attributable
• Establish governance model for partner tiers, sourcing attribution, referral bonus eligibility, and dispute resolution
• Build Partner CRM views, dashboards, and cadences with RevOps to maintain program accountability

Preferred Qualifications

• Prior experience with fintech, POS, or compliance-led SaaS platforms in regulated industries
• Experience structuring “bundle-first” partner deals that include software + payments + services
• Understanding of attribution models, spiff structures, and tiered partner rewards

Benefits

• Competitive salary with variable incentive tied to sourced/influenced ARR
• Remote-first flexibility and company-sponsored travel
• Medical, dental, vision, life, and short term disability insurance
• Generous PTO and paid holidays
• Career growth into VP-level leadership as the partner org scales