Head of Partnerships (f/m/d)

About this role

More than 2,000 companies and public-sector organizations rely on FTAPI for secure data exchange. Almost all of them came to us through direct sales. Over the next three years, we want partners to source half of our net new ARR and carry our entry into new markets. That channel is underserved. You will build it. As our Head of Partnerships, you start with a blank page and full ownership, from the first partner contract to your own team.

The role offers real decision-making authority, a mandate visible up to our investors, and the rare opportunity to build a revenue channel from scratch and then scale it. You own FTAPI's partner channel end to end and build it from zero. Your responsibilities include: You define the channel strategy and commercial framework: partner tiers, margins, deal registration, and clear rules of engagement with our direct sales team You personally recruit, onboard, and activate our first referral and resell partners across DACH, and close the early deals in the field alongside them You build our activation engine (onboarding, enablement, co-selling, partner marketing) to speed up every new partner's path to their first closed deal You own partner-sourced ARR from day one, with meaningful contribution expected after 12-18 months.

You test, learn, and iterate fast; where something works, you double down You establish partners as our entry motion for new European markets and add technology alliances once the foundation stands You hire, coach, and lead your own team of quota-carrying partner managers as the channel scales, building the playbook yourself before multiplying it through others You will work closely with our GTM Leadership Team (VP Sales, VP Marketing, Head of Success, Head of Revenue Operations) and C-Level You are a builder.

You thrive in unknown territory, iterate fast, and create structures rather than wait for them. You are here to build this channel, not run it: You bring 5+ years in B2B software channel sales and have built a referral and resell channel from the ground up, scaling it to multi-million € net new ARR at a comparable company stage You have an active network across the DACH channel ecosystem (Systemhäuser, resellers, distributors) and know how to turn relationships into pipeline You have a track record of activating partners fast and converting them into revenue, and are comfortable owning an ARR target from day one You have built and led high-performing teams with closing quotas, and you coach as well as you sell You are credible in front of partner managing directors and IT decision-makers; an affinity for security and compliance is a strong plus You have full professional fluency in German and are fluent in English You spend your time where the channel gets built: with partners and at industry events across DACH Collaborative Environment: Join a team of around 140 colleagues who will welcome you with open arms, support you, and make work genuinely enjoyable Comprehensive Onboarding & Modern Equipment: On your first day, you’ll receive an onboarding package including modern hardware such as a headset, monitor, and more.