I've spent 20+ years in revenue roles and the last 10+ building SaaS partner programs, most of them from scratch. The pattern is usually the same: figure out which partners (resellers, referral partners, agencies, technology and integration partners) can actually move pipeline, build the program around them, and get sales, product and marketing working alongside them. Across my career, that's meant $100M+ in partner-sourced and influenced ARR in climate tech and B2B SaaS.

Head of Partnerships
SINAI Technologies · North America · 2024 - present
SINAI is a climate-tech SaaS platform that helps companies measure, price and reduce their emissions. I joined the leadership team to build partnerships from zero.

I own the partner-sourced pipeline and third-party resale targets, and I built the reseller program, including our first white-label deal: an exclusive reseller partnership for Saudi Arabia and the Middle East. I work with Product on integrations, run partner enablement for both our team and partners, and coach our AEs on co-selling. I also use AI tools like Claude and ChatGPT to find and qualify partners against our ideal partner profile, and support M&A research.

Strategic Partnership Manager
Whip Around · North America · 2023
Whip Around (Series B fleet management software) brought me in to answer one question: is a partner program worth scaling right now? I evaluated integration partners and global resellers, built the program framework and playbook, and recommended holding off on scaling until the business was ready. Not every partner program should launch on day one.

Sr. Partnerships & Alliances Manager
Spectrm · North America · 2022 - 2023
At Spectrm, a European conversational marketing platform growing into North America, I built the global technology partner program with Meta, Google and Zendesk and expanded our North American agency partnerships, including Jellyfish. With Zendesk, I set up co-selling with their account teams and a joint conversational commerce offering. I also rolled out Crossbeam, Reveal and Superglue to put the program on a more scalable, ecosystem-led footing.

Head of Agency Partnerships - Americas
Pulsar Platform · North America · 2021 - 2022
I managed our global and strategic agency partners across the Americas, including Dentsu, Huge and VML, for this AI-powered audience intelligence platform, working closely with sales, marketing and customer success so partners and their clients got real value out of it.

Partner Manager
Hootsuite · North America · 2015 - 2021
Six years building partnerships at Hootsuite, where partners became a real source of enterprise deals. I ran reseller and referral partnerships with agencies like DEG Digital and Hero Digital, and technology partnerships with Adobe, Microsoft and Optimizely, including partner-built apps. I worked partner deals side by side with enterprise AEs, ran partner sales enablement, QBRs and joint business plans, and led our Crossbeam rollout and field-marketing playbook.

Director of Business Development & Client Services
Cascade Web Development · Portland, OR · 2012 - 2015
I led business development, partnerships and client services for clients and partners, including Buff Headwear, General Motors and Gerber Gear. After Cascade incubated its spinoff Brandlive, I helped refocus the business on its core services, which led to year-over-year growth.

Business Development & Collaboration Manager
FMYI (now Grouptrail) · Portland, OR · 2009 - 2012
New business, client relationships (including Aflac and Nike) and local and national partnerships, plus leading FMYI through its B Corp certification.

Assistant Account Executive
Metro Marketing Resources, Inc. · Hamden, CT · 2008 - 2009
Manage local store marketing for national restaurant chains; develop marketing concepts strengthening offer redemption and ROI. Clients include Subway, Einstein Bros. Bagels, Church’s Chicken, and IHOP.

Director of Marketing
Tom Dwyer Automotive Services, Inc. · Portland, OR · 2007 - 2008
Create and implement the marketing/communication plan focused on community and business interests. Spearhead partnership to launch innovative sustainability program to be an industry and community leader.

Summer Conferences Manager, Asst. Director of Admissions, Admissions Counselor
Pacific University · Forest Grove, OR · 2003 - 2006
Manage and advise summer conference and student ambassadors; recruit students; develop recruitment and alumni programs and events.

Earlier career
Before partnerships became my focus, I worked in local store marketing for national restaurant chains like Subway and IHOP at Metro Marketing Resources, launched a carbon-neutral customer program as Director of Marketing at Tom Dwyer Automotive Services, and worked in admissions and summer conferences at Pacific University. Along the way, I produced, directed and edited films for the International Korean Adoptee Associations, the Oregon Holocaust Resource Center, the California Department of Developmental Services and The Orphanage, Inc.