Senior Partner Development Manager

Hi there! Thanks for stopping by 👋

Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place! 

We’re looking for a Senior Strategic Partner Development Manager to join our Partnerships team at Lightspeed. This role is built for a strategic operator and relationship expert who thrives on driving impact through high-value, long-cycle partnerships that move the needle. We are open to hiring remotely in the USA for this role.

You’ll be responsible for cultivating and expanding Lightspeed’s most strategic, high-impact relationships — the kind that require patience, foresight, and influence. These are not transactional partnerships; they’re ecosystem plays designed to unlock growth through joint go-to-market execution, integration, and alignment at the executive level.

You’ll work hand-in-hand with senior stakeholders across Partnerships, Product, Marketing, and Sales to craft and execute initiatives that create measurable business outcomes for both Lightspeed and our partners.

What you'll be doing:

Partnership Strategy & Sourcing

• Identify, evaluate, and prioritize technology and GTM partnership opportunities aligned to company growth strategy
• Build a robust pipeline of ISV, payments, hardware, ERP, CRM, and vertical-specific partners
• Conduct market mapping and competitive analysis to identify ecosystem gaps and opportunities
• Develop partnership business cases, including revenue potential and strategic value

Deal Structuring & Negotiation

• Lead partnership discussions and negotiate commercial terms, including referral, reseller, OEM, and integration agreements
• Define joint value propositions, revenue models, and incentive structures
• Collaborate with legal and finance to finalize agreements

Activation & Go-to-Market Execution

• Launch new partners with clear activation plans and success metrics
• Develop joint GTM strategies including co-marketing campaigns, sales enablement, and field alignment
• Enable internal sales teams on partner value propositions and workflows
• Coordinate product and engineering resources to support technical integrations

Relationship & Performance Management

• Own executive-level partner relationships
• Track and report partnership KPIs including revenue contribution, pipeline influence, and integration adoption
• Identify optimization opportunities and expansion paths
• Drive quarterly business reviews with key partners

What you need to bring:

• 7+ years of proven experience in strategic partnerships, business development, or channel strategy within a SaaS, payments, or technology environment.
• Proven ability to manage complex, multi-stakeholder partnerships from negotiation through execution.
• Strong commercial and analytical acumen, with the ability to model business cases and assess ROI.
• Proven track record of building revenue-generating partnerships
• Strong negotiation and contract structuring experience
• Demonstrated success launching and scaling GTM partnerships
• Excellent communication and presentation skills, comfortable influencing at the C-suite and VP level.
• Strategic thinker who can connect business goals to execution and navigate ambiguity with confidence.
• Strong organizational and project management skills — able to juggle multiple initiatives while maintaining focus on outcomes.
• Experience in retail, hospitality, or commerce technology ecosystems is a strong asset.
• As a global company with employees and clients outside of Quebec, fluency in English as a working language is required for this position.

Even better if you have:

• Experience developing multi-year strategic partnerships with enterprise or platform partners.
  Exposure to product integrations or API-driven partnerships.
• Knowledge of POS, payments, or retail SaaS models.

What’s in it for you?

Come live the Lightspeed experience...

• Ability to do your job in a truly flexible hybrid environment (3 days/week in office);
• Genuine career opportunities in a company that’s creating new jobs everyday;
• Work in a team big enough for growth but lean enough to make a real impact.

… and enjoy a range of benefits that’ll keep you happy, healthy and (not) hungry:

• Lightspeed RSU program (we are all owners)
• Unlimited paid time off policy
• Flexible working policy
• Health insurance
• Health and wellness benefits
• Possibility for transit fees to be covered
• Paid leave assistance for new parents
• Linkedin learning

At Lightspeed, we carefully consider a wide range of factors when determining compensation, including your skillset, qualifications, experience, and market data. These considerations can cause your compensation to vary. We reasonably expect the base salary for this position to be in the range of $[85,000 to $100,000] USD, depending on the candidate’s location. Additionally, this role may be eligible for discretionary short-term and long-term incentives. Lightspeed also provides a variety of employee benefits including, but not limited to, medical, dental, wellness, life and disability insurance, 401K plan and match, paid parental leave top-up, and paid time off. 

Please note that this salary information is solely for candidates hired to perform work within the United States, and refers to the amount Lightspeed is willing to pay at the time of this posting, which may vary depending on the candidate’s actual location. Salaries for part-time roles will be prorated based upon the agreed upon number of hours to be regularly worked.

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