Sr. Director of Partnerships
RemoteUnited States or Canada
Job Summary
Own and scale Crux's partnerships program as a partner-sourced deal-flow engine, building tiered frameworks with clear activation criteria and performance metrics for legal and tax advisors. Personally deepen relationships with institutional partners at Big 4 and AmLaw firms while negotiating commercial terms, referral agreements, and revenue share structures. Operate as a peer to partner-level counterparts to deliver market intelligence, co-branded campaigns, and events-led enablement that drive referrals. Lead a team of two direct reports across relationship coverage, events, and enablement, coordinating extensively with research, content, legal, and RevOps teams. This senior leadership role thrives at the intersection of enterprise relationship management and commercial strategy within a fast-growing clean energy finance company.
Required Qualifications
- Deep experience building and managing enterprise relationships with large, complex institutional partners with an understanding of their internal BD dynamics, compliance constraints, billing sensitivities, and client referral behavior.
- 12+ years of experience in partnerships, business development, or alliance management, with at least 6+ years leading and scaling a partnership team.
- Demonstrated experience building a partnership program from growth stage into a structured, tiered operation, not just inheriting a mature one
- Track record of owning a revenue number tied to partner-sourced pipeline, with experience building attribution models and managing commercial terms (referral agreements, rev share, joint GTM)
- Experience running partnerships built on services and relationships rather than a software product sold into partners
- Executive presence and seniority to be treated as a peer by partner-level counterparts
- Strong cross-functional leadership: proven ability to orchestrate across teams you don't directly manage (research, content, events, legal, commercial)
- Experience running content-led, events-driven, or thought leadership-driven partner engagement programs (briefing series, co-branded research, regional events)
- Demonstrated enthusiasm for using AI to accelerate and enhance a partnerships program and eager to combine deep relationship expertise with an AI- and tech-forward way of working
Desired Qualifications
- Experience partnering with law firms and tax/accounting firms (Big 4, AmLaw) with an understanding of their internal BD dynamics, compliance constraints, billing sensitivities, and client referral behavior.
- Financial services, structured finance, tax, or capital markets adjacency, understanding how law firms and accounting firms operate within deal structures
- Clean energy finance knowledge, or demonstrated ability to learn complex technical domains quickly and translate that into partnership strategy
- Familiarity with emerging partner personas in energy transition: commodity brokers/traders, financial intermediaries, cost segregation & appraisal providers, independent engineering firms
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