📌 Core Information
🔹 Job Title: Director, Startup Partnerships – AMER (US, CAN, LATAM)
🔹 Company: Zendesk
🔹 Location: Remote, California, United States
🔹 Job Type: Full-Time
🔹 Category: Software Development
🔹 Date Posted: 2025-07-29
🔹 Experience Level: 10+ years
🔹 Remote Status: Hybrid (US, Canada, Latin America)
🚀 Job Overview
Key aspects of this role include:
- Leading and managing a team of regional Partnership Managers
- Driving overall business strategy across the US, Canada, and Latin America
- Cultivating strategic alliances with venture capital firms, accelerators, and tech communities
- Accelerating startup adoption and market expansion through innovative partnership models
- Representing Zendesk in external forums and fostering strong relationships with key stakeholders
ASSUMPTION: This role requires a strategic mindset, strong leadership skills, and a deep understanding of the startup ecosystem across the Americas.
📋 Key Responsibilities
✅ Develop and execute a comprehensive startup partnerships strategy tailored to the US, Canadian, and LATAM markets
✅ Build, lead, and inspire a team of partnership managers dedicated to fostering trusted relationships with VCs, accelerators, partners, and ecosystem leaders
✅ Establish and grow strategic partnerships that create valuable channels for startup engagement, growth, and Zendesk adoption
✅ Design, develop, and launch innovative go-to-market products and exclusive membership benefits that add clear value to startups through their growth journey
✅ Partner closely with Partner Marketing to design and execute co-marketing motions that amplify strategic alliances, extend ecosystem reach, and accelerate startup engagement and pipeline growth
✅ Collaborate with sales, marketing, and product teams to create aligned, integrated partnership programs that fuel pipeline growth and customer success
✅ Represent Zendesk at key industry and ecosystem events, delivering thought leadership and strengthening brand presence
✅ Continuously identify and prioritize a dynamic pipeline of high-potential startups to spotlight in regional narratives and public initiatives, enhancing their visibility and positioning Zendesk as a key partner within the ecosystem
✅ Track partnership program success through visible metrics and feedback, using insights to enhance and evolve engagement models
✅ Foster a culture of collaboration, innovation, and external partnership excellence within your team
ASSUMPTION: This role requires a high degree of strategic thinking, team leadership, and external stakeholder management.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
Experience: 12+ years of professional work experience, with 5+ years in management
Required Skills:
- Expert technical knowledge in startup partnerships, ecosystem engagement, or business development
- Proven success managing and scaling diverse teams in multi-country settings with deep regional knowledge of US, Canadian, and LATAM startup landscapes
- Strong network and credibility with venture capitalists, accelerators, Zendesk Partners, tech hubs, founders, and ecosystem stakeholders in the Americas
- Strategic mindset with demonstrated ability to translate vision into clear objectives, actionable plans, and measurable business outcomes
- Excellent cross-functional leadership and influencing skills, comfortable engaging senior executives internally and externally
- Excellent external-facing communication skills with the ability to engage senior partners and represent Zendesk with authority and authenticity
- Entrepreneurial mindset, comfortable operating in ambiguity, and experienced at building programs and processes from the ground up
Preferred Skills:
- SaaS or enterprise software ecosystem experience focused on startup or innovation markets
- Familiarity with Zendesk product suites or customer experience technology
- Background in venture capital, startup acceleration, or as a founder/operator
- Experience working across distributed teams and managing multi-market programs
ASSUMPTION: Candidates with a strong background in startup partnerships and a proven track record of driving growth and engagement within the startup ecosystem will be most successful in this role.
💰 Compensation & Benefits
Salary Range: The US annualized base salary range for this position is $186,000.00-$278,000.00. This position may also be eligible for bonus, benefits, or related incentives. The offer for the successful candidate for this position will be based on job-related capabilities, applicable experience, and other factors such as work location.
Benefits:
- Health, dental, and vision insurance
- 401(k) matching
- Generous time off and parental leave
- Employee stock purchase plan
- Professional development opportunities
Working Hours: Full-time, with flexibility for hybrid work arrangement (US, Canada, Latin America)
ASSUMPTION: Salary and benefits are competitive and in line with industry standards for a role of this level and location.
📌 Applicant Insights
🔍 Company Context
Industry: Zendesk is a leading provider of AI-powered service software, offering the Zendesk Resolution Platform to redefine customer experience through advanced tools that integrate AI Agents, a comprehensive knowledge graph, actions and integrations, governance and control, measurement and insights, and human expertise.
Company Size: Zendesk has 5,001-10,000 employees, providing a large and established environment for growth and collaboration.
Founded: Zendesk was founded in 2007 and is headquartered in San Francisco, California, with additional offices worldwide.
Company Description:
- Zendesk powers exceptional service for every person on the planet
- Offers the Zendesk Resolution Platform, designed to redefine customer experience with advanced tools
- Easy to use, easy to scale, and easy to get value from, Zendesk helps companies strengthen relationships, improve efficiency, and grow
Company Specialties:
- Help Desks
- Customer Support
- SaaS
- Customer Community
- and Customer Service
Company Website: Zendesk
ASSUMPTION: Zendesk's large size and global presence provide ample opportunities for career growth and development within the company.
📊 Role Analysis
Career Level: This role is at the senior management level, reporting directly to the Global Head of Startup Partnerships.
Reporting Structure: The Director, Startup Partnerships – AMER will lead and manage a team of regional Partnership Managers, with no direct reports.
Work Arrangement: This is a hybrid role, with flexibility for work in the US, Canada, and Latin America.
Growth Opportunities:
- Potential to expand the team and take on additional responsibilities as the startup partnerships program grows
- Opportunities to collaborate with cross-functional teams and gain exposure to various aspects of the business
- Possibility to transition into a global role as the startup partnerships program matures
ASSUMPTION: This role offers significant growth potential as the startup partnerships program expands and evolves.
🌍 Location & Work Environment
Office Type: Hybrid (US, Canada, Latin America)
Office Location(s): Zendesk has offices in San Francisco, California; Madison, Wisconsin; Copenhagen, Denmark; London, England; Taguig City, Philippines; Singapore; São Paulo, Brazil; Melbourne, Australia; Montreal, Canada; Amsterdam, Netherlands; and Kraków, Poland.
Geographic Context:
- The Americas region spans multiple time zones and cultures, requiring strong communication and collaboration skills
- The role may involve travel to attend industry events and meet with partners
- The hybrid work arrangement allows for flexibility and work-life balance
Work Schedule: Full-time, with flexible hours and the ability to work remotely for part of the week
ASSUMPTION: The hybrid work arrangement and global office locations provide a flexible and diverse work environment for employees.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with a member of the HR team
- Behavioral and situational interview with the hiring manager
- Final interview with the Global Head of Startup Partnerships
- Background check and offer extension
Key Assessment Areas:
- Strategic thinking and business acumen
- Leadership and team management skills
- External stakeholder management and communication skills
- Cultural fit and alignment with Zendesk's values
Application Tips:
- Highlight relevant experience in startup partnerships, ecosystem engagement, or business development
- Tailor your resume and cover letter to emphasize your strategic mindset and leadership skills
- Prepare examples of successful partnership initiatives and their impact on startup engagement and growth
- Research Zendesk's startup partnerships program and be ready to discuss your vision for its expansion and evolution
ATS Keywords: Startup Partnerships, Ecosystem Engagement, Business Development, Strategic Partnerships, Team Leadership, Cross-Functional Collaboration, External Stakeholder Management, Customer Acquisition, Pipeline Growth, Market Expansion, Thought Leadership, Innovation, Agility, Networking, Program Development
ASSUMPION: The interview process will focus on assessing the candidate's strategic thinking, leadership skills, and cultural fit within Zendesk's startup partnerships team.
🛠️ Tools & Technologies
- Zendesk's product suites, including AI-powered service software
- CRM and project management tools (e.g., Salesforce, Asana, JIRA)
- Communication and collaboration platforms (e.g., Slack, Microsoft Teams)
- Marketing automation tools (e.g., Marketo, HubSpot)
ASSUMPTION: Familiarity with Zendesk's product suites and relevant industry-standard tools is essential for success in this role.
👔 Cultural Fit Considerations
Company Values:
- Customers First
- Inclusive
- Bold
- Nimble
- Transparent
Work Style:
- Collaborative and cross-functional
- Data-driven and results-oriented
- Adaptable and responsive to change
- Customer-focused and empathetic
- Inclusive and respectful of diverse perspectives
Self-Assessment Questions:
- How do you embody Zendesk's values in your work?
- How have you successfully navigated ambiguity and evolving priorities in previous roles?
- How do you foster a culture of collaboration and innovation within your team?
ASSUMPTION: Candidates who demonstrate a strong alignment with Zendesk's values and work style will be most successful in this role.
⚠️ Potential Challenges
- Managing a remote and distributed team across multiple time zones and cultures
- Balancing strategic planning with day-to-day tactical execution
- Navigating the dynamic and evolving startup ecosystem
- Building and maintaining strong relationships with key stakeholders across multiple regions
ASSUMPTION: These challenges require strong leadership, communication, and adaptability skills to overcome.
📈 Similar Roles Comparison
- This role is unique in its focus on startup partnerships and market expansion within the Americas region
- Similar roles in other regions may have different partnership strategies and market dynamics
- Career progression in this role may involve expanding into a global role or taking on additional responsibilities within the startup partnerships program
ASSUMPTION: This role offers unique opportunities for growth and development within Zendesk's startup partnerships program.
📝 Sample Projects
- Developing and executing a regional startup partnerships strategy that drives engagement and growth
- Building and managing a high-impact team of regional Partnership Managers
- Establishing and growing strategic partnerships with venture capital firms, accelerators, and tech communities
- Launching innovative go-to-market products and exclusive membership benefits for startups
- Representing Zendesk at key industry and ecosystem events, delivering thought leadership and strengthening brand presence
ASSUMPTION: These projects demonstrate the strategic and leadership skills required for success in this role.
❓ Key Questions to Ask During Interview
- What are the key priorities for this role in the first 90 days?
- How does this role fit into the overall startup partnerships program and global strategy?
- What are the key challenges facing the startup partnerships team, and how can this role address them?
- How does Zendesk support the growth and development of its employees?
- What is the work-life balance like for this role, and how does Zendesk support remote and hybrid work arrangements?
ASSUMPTION: These questions will help candidates understand the role's priorities, challenges, and opportunities for growth and development.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your strategic mindset, leadership skills, and relevant experience in startup partnerships, ecosystem engagement, or business development
- Prepare examples of successful partnership initiatives and their impact on startup engagement and growth
- Research Zendesk's startup partnerships program and be ready to discuss your vision for its expansion and evolution
- Follow up with the hiring manager one week after your final interview to express your continued interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
