📌 Core Information
🔹 Job Title: Director, Partnerships
🔹 Company: Airtable
🔹 Location: San Francisco, CA; New York, NY; Austin, TX; Remote - US
🔹 Job Type: Full-time
🔹 Category: Software Development
🔹 Date Posted: 2025-07-16
🔹 Experience Level: 10+ years
🔹 Remote Status: Remote OK
🚀 Job Overview
Key aspects of this role include:
- Building and scaling a global consulting partner ecosystem
- Driving end-to-end partnership operations
- Managing partner delivery and quality assurance
- Leading the partnership organization
- Collaborating with cross-functional teams
ASSUMPTION: This role requires a strategic mindset, operational excellence, and deep understanding of B2B SaaS partnerships.
📋 Key Responsibilities
✅ Build and scale a global consulting partner ecosystem by developing comprehensive global partner strategies, establishing relationships with systems integrators, boutique AI firms, and channel partners while transforming the ecosystem to become AI-native with deep expertise in secure, compliant AI deployments
✅ Drive end-to-end partnership operations by leading cross-functional partner projects with Legal, Operations, Sales, and other teams while developing regional partner plans, recruitment strategies, tiering structures, certification programs, and co-selling initiatives aligned with Airtable’s product roadmap
✅ Manage partner delivery and quality assurance by overseeing partner consultant delivery, subcontracting, engagement models, and maintaining quality oversight to ensure successful technical builds and customer outcomes through data-driven approaches
✅ Lead and develop the partnership organization by guiding a team of regional partner managers, establishing functional OKRs, collaborating with Marketing on customer engagements, and implementing AI tools to enhance partnership workflows including partner discovery, contract analysis, and performance reporting
ASSUMPTION: This role requires strong leadership, strategic planning, and execution skills with a focus on driving successful partnerships and customer outcomes.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
Experience: 10+ years in partnerships or professional services with emphasis on managing services/solutions partnerships across B2B SaaS platforms, including experience with global partner ecosystems generating $25M+ in revenue
Required Skills:
- Proven experience building meaningful AI-powered tools or automations (custom GPTs, automated workflows, data analysis scripts) with specific examples of improved work efficiency and outcomes
- Understanding of PRM, CRM, AI, and PSA systems that drive partner programs
- Strong strategic operator with executive presence, influencing stakeholders at all levels, navigating complex strategic partnerships, driving co-selling initiatives, and executing operationally in fast-paced environments with strong cross-functional coordination skills
- Fluency in technology and AI tools
Preferred Skills:
- Experience with Airtable or similar no-code platforms
- Familiarity with the consulting industry
ASSUMPTION: The ideal candidate will have a strong background in B2B SaaS partnerships, with a proven track record of driving successful partnerships and customer outcomes.
💰 Compensation & Benefits
Salary Range: $249,000 - $391,000 USD per year
Benefits:
- Benefits package
- Restricted Stock Units
- Incentive Compensation
Working Hours: Full-time (40 hours/week)
ASSUMPTION: The salary range provided is based on the location and experience level required for this role. The total compensation package also includes benefits, restricted stock units, and may include incentive compensation.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development
Company Size: 501-1,000 employees
Founded: 2012
Company Description:
- Airtable’s AI app platform is the easiest way to build custom apps that accelerate your business operations
- Turn your data into custom apps, automations, and AI agents — no technical expertise required
- More than 500,000 organizations, including 80% of the Fortune 100, use Airtable to manage, build their businesses and enable citizen development
Company Specialties:
- AI-Native App Platform
- Custom App Development
- Business Operations
- Citizen Development
- Enterprise-Grade Governance
Company Website: airtable.com
ASSUMPTION: Airtable is a leading AI app platform that empowers businesses to build custom apps and automate workflows without technical expertise. They have a strong track record of success and are well-positioned for continued growth.
📊 Role Analysis
Career Level: Executive
Reporting Structure: This role reports directly to the Chief Revenue Officer or another executive-level position within the organization
Work Arrangement: Remote OK, with flexibility for on-site work in San Francisco, New York, Austin, or other Airtable offices
Growth Opportunities:
- Potential to grow the partnership ecosystem and expand Airtable’s global presence
- Opportunity to shape the future of Airtable’s partnership strategy and operations
- Potential to advance to a senior leadership role within the organization
ASSUMPTION: This role offers significant growth potential for the right candidate, with the opportunity to make a substantial impact on Airtable’s partnership strategy and operations.
🌍 Location & Work Environment
Office Type: Hybrid (remote and on-site options available)
Office Location(s): San Francisco, CA; New York, NY; Austin, TX; Remote - US
Geographic Context:
- San Francisco: Known for its tech industry, vibrant culture, and mild Mediterranean climate
- New York: A global hub for finance, media, and technology, with a diverse population and cultural scene
- Austin: A growing tech center with a lower cost of living compared to coastal cities, offering a blend of urban and outdoor lifestyles
- Remote: Provides flexibility to work from anywhere in the United States
Work Schedule: Full-time (40 hours/week), with flexibility for remote work
ASSUMPTION: The work environment for this role is flexible, with options for remote work and on-site collaboration in Airtable’s offices.
💼 Interview & Application Insights
Typical Process:
- Phone or video screening
- Behavioral and technical interviews
- Final round interview with hiring manager or executive team
- Background check and offer extension
Key Assessment Areas:
- Strategic thinking and problem-solving skills
- Leadership and team management abilities
- Understanding of B2B SaaS partnerships and ecosystems
- Technical proficiency in AI tools and platforms
Application Tips:
- Highlight relevant partnership experience and achievements in your resume
- Tailor your cover letter to demonstrate your understanding of Airtable’s platform and partnership strategy
- Prepare for behavioral interview questions focusing on leadership, strategic planning, and execution
- Showcase your understanding of AI tools and platforms, and how you’ve used them to drive business outcomes
ATS Keywords: Partnerships, Professional Services, B2B SaaS, Global Partner Ecosystems, Strategic Partnerships, Co-Selling Initiatives, Cross-Functional Coordination, AI Fluency, Data Analysis, Contract Analysis, Performance Reporting, Quality Assurance, Solution Design, Change Management, Implementation, Customer Engagement
ASSUMPTION: The interview process for this role will focus on assessing the candidate’s strategic thinking, leadership skills, and understanding of B2B SaaS partnerships and AI tools.
🛠️ Tools & Technologies
- Airtable platform
- CRM (e.g., Salesforce, HubSpot)
- PRM (e.g., Allbound, Impartner)
- AI tools (e.g., custom GPTs, automated workflows, data analysis scripts)
- PSA (e.g., JIRA, Asana)
ASSUMPTION: The ideal candidate will have experience with Airtable or similar no-code platforms, as well as relevant CRM, PRM, AI, and PSA tools.
👔 Cultural Fit Considerations
Company Values:
- Empower customers to build their own solutions
- Focus on the customer
- Be inclusive and diverse
- Be transparent and honest
- Be a force multiplier
Work Style:
- Collaborative and cross-functional
- Data-driven and analytical
- Innovative and customer-focused
- Adaptable and resilient
Self-Assessment Questions:
- How do you align with Airtable’s customer-centric approach and empowering customers to build their own solutions?
- How do you approach cross-functional collaboration and driving successful partnerships in a fast-paced environment?
- How do you use data and analytics to inform your strategic decision-making and partnership strategies?
ASSUMPTION: The ideal candidate will be a strong cultural fit with Airtable, demonstrating alignment with the company’s values and work style.
⚠️ Potential Challenges
- Managing a global partner ecosystem with diverse partners and requirements
- Navigating complex strategic partnerships and co-selling initiatives
- Balancing operational execution with strategic planning and innovation
- Adapting to a fast-paced, dynamic work environment
ASSUMPTION: The ideal candidate will have experience overcoming these challenges and be well-equipped to succeed in this role.
📈 Similar Roles Comparison
- This role is unique in its focus on building and scaling a global consulting partner ecosystem for an AI-native app platform
- Unlike traditional SaaS partnership roles, this position requires a strong understanding of AI tools and platforms, as well as the ability to drive successful partnerships and customer outcomes in an AI-native context
- Career progression in this role may involve advancing to a senior leadership position within Airtable’s partnership organization or expanding into other strategic roles within the company
ASSUMPTION: The ideal candidate will have relevant experience in B2B SaaS partnerships, with a strong understanding of AI tools and platforms, and a proven track record of driving successful partnerships and customer outcomes.
📝 Sample Projects
- Developing and executing a global partner strategy for Airtable’s AI app platform, including identification and onboarding of strategic partners, and driving co-selling initiatives with existing partners
- Designing and implementing a certification program for Airtable’s partner ecosystem, ensuring partners maintain high standards of expertise and customer success
- Building and optimizing partner delivery models, including subcontracting and engagement models, to ensure successful technical builds and customer outcomes
ASSUMPTION: The ideal candidate will have experience working on similar projects and be able to apply their knowledge to drive success in this role.
❓ Key Questions to Ask During Interview
- Can you describe the current state of Airtable’s partner ecosystem and your plans for growing and scaling it?
- How do you approach cross-functional collaboration and driving successful partnerships in a fast-paced, dynamic work environment?
- Can you provide an example of a time when you used data and analytics to inform your partnership strategy and drive business outcomes?
- How do you ensure the quality and success of partner-delivered projects, and what metrics do you use to measure this?
- What is your approach to managing a global partner ecosystem with diverse partners and requirements, and how do you ensure consistency in partner delivery and customer experience?
ASSUMPTION: The ideal candidate will be able to articulate their approach to these questions and demonstrate their understanding of the role and Airtable’s partnership strategy.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through the Airtable Careers portal
- Tailor your resume to highlight relevant partnership experience and achievements
- Write a cover letter demonstrating your understanding of Airtable’s platform and partnership strategy
- Prepare for behavioral interview questions focusing on leadership, strategic planning, and execution
- Showcase your understanding of AI tools and platforms, and how you’ve used them to drive business outcomes
- Follow up with Airtable’s HR team one week after submitting your application to inquire about your application status
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
