Partner Manager

ZenGRC

4h•Remote

About The Position

ZenGRC is building a partner-driven revenue channel as a core part of our 2026 growth strategy. We have active partnerships in healthcare compliance and federal/CMMC markets, with plans to expand. This role owns the channel number. You will manage existing partnerships, source new ones that fit a specific partner ICP, and actively co-sell with partners through the full deal cycle. This is a quota-carrying role. You are measured on closed partner ARR, not pipeline or activity.

Requirements

5 or more years of channel or partner sales experience in B2B SaaS. GRC, InfoSec, compliance, or audit software experience is a strong plus.
Proven track record of closed partner ARR. Not pipeline generated. Not partnerships signed. Closed revenue.
Experience co-selling with audit firms, MSSPs, or consulting partners. Understanding of how these organizations evaluate technology partnerships and what motivates referrals.
Ability to build and run a co-sell motion. You can run a demo, qualify a deal independently, and close with an AE. You do not depend on a partner to manage the sales cycle for you.
Strong pipeline discipline. You forecast from evidence. You qualify partners the same way a good AE qualifies buyers.
Comfortable in a mid-market SaaS environment without a large supporting infrastructure. You build the playbook. You do not wait for one.

Nice To Haves

Existing relationships with audit firms or MSSPs in regulated industries are a plus, provided you have a track record of converting those relationships into closed business.

Responsibilities

Own and grow active partnerships. Drive joint pipeline through shared outbound, co-presented demos, and content collaboration. Coordinate joint GTM motions across our partner portfolio in healthcare and regulated industries.
Activate partnerships commercially. Some technical integrations are already built. Your job is to build the commercial motion on top of them. Drive referrals, co-branded campaigns, and deal registration into ZenGRC opportunities.
Manage and develop the federal/CMMC channel. Evaluate existing relationships and identify gaps. Build or reset partnerships that give ZenGRC co-sell visibility and deal control.
Source and evaluate new partners. Build a pipeline of 2 to 3 candidate partners per quarter against a defined partner ICP: audit firms, MSSPs, or consulting practices with active GRC client bases in healthcare, financial services, or regulated industries. No vanity partnerships. Every candidate needs a clear path to closed revenue within 90 days of activation.
Run structured partner QBRs. Each active partner gets a quarterly business review with joint pipeline review, closed ARR accounting, and a forward plan with committed actions on both sides.
Integrate with the sales team. Attend weekly forecast reviews. Own partner-sourced deals from first touch through close with joint accountability with the AE. No black-box forecasting from partner contacts.