Sr Manager, National Partnerships (AI & Strategic Partnerships) at BambooHR

At BambooHR, we believe in leveraging cutting-edge technology to empower people and transform HR. We’re actively integrating AI into our solutions and workflows to enhance efficiency and drive innovation. This is a remote position focused on building a modern partner ecosystem designed to accelerate growth, expand market reach, and create meaningful value for partners and customers.

The ideal candidate is a strategic, partner-centric leader who will own and scale national and regional brokerage partnerships, transforming them into consistent, high-performing revenue channels. This is a builder role for someone who can define how BambooHR wins through the broker ecosystem by creating scalable partnership programs, building executive relationships, and influencing cross-functional teams to establish the broker channel as a predictable source of long-term revenue growth.

You’ll need to understand the nuances of how brokerages operate, create followership, and translate relationships into measurable business results. This role requires close collaboration with Sales, Marketing, Product, Customer Success, and Operations to deliver BambooHR’s value proposition and execute strategic go-to-market initiatives that drive mutual success.

Essential Job Duties

The Sr Manager, National Partnerships is responsible for developing and scaling BambooHR’s relationships with national and regional brokerage firms. This role focuses on transforming strategic broker relationships into consistent, high-performing revenue channels through executive engagement, joint business planning, and scalable partner programs.

You will own a portfolio of priority brokerage brands and partner closely with Sales, Marketing, Product, Customer Success, Enablement, and Operations to generate qualified pipeline and drive long-term revenue growth. The ideal candidate understands the nuances of how brokerages operate, builds credibility and organizational support, and translates strong relationships into measurable business results.

What You’ll Do:

• Lead the execution of BambooHR’s broker partnership strategy by developing and expanding relationships with national and regional brokerage firms.
• Own a portfolio of priority brokerage brands, identifying opportunities to deepen engagement, expand BambooHR’s market presence, and increase partner-sourced and partner-influenced revenue.
• Build trusted relationships with brokerage executives and key decision-makers, positioning BambooHR as a preferred HR technology partner.
• Create and execute joint business plans that align mutual growth objectives, revenue targets, executive engagement, marketing programs, enablement activities, and success metrics.
• Develop scalable, repeatable programs that enable brokerage partners to consistently identify, introduce, and support high-quality sales opportunities.
• Partner with Sales leadership to improve the velocity, conversion, and overall performance of broker-led opportunities.
• Use performance data and partner insights to evaluate partnership effectiveness, improve partner activation and engagement, and uncover new opportunities for growth.
• Establish a consistent operating cadence across business planning, forecasting, enablement, executive engagement, and partner performance reviews.
• Collaborate with Sales, Marketing, Product, Customer Success, Enablement, and Operations to deliver a consistent experience for brokers and customers.
• Develop playbooks, training, tools, and best practices that enable internal teams to confidently execute broker-led opportunities.
• Represent the voice of the broker internally, using partner feedback to influence sales, product priorities, marketing programs, enablement resources, and operational improvements.
• Build trust, alignment, and accountability across internal teams around shared partnership goals and measurable outcomes.

What You Need to Get the Job Done

• Multiple years of experience in strategic partnerships, channel sales, business development, alliance management, or a related role.
• Direct experience within the broker ecosystem and a deep understanding of how national and regional brokerage firms operate, influence buyers, and engage with technology partners.
• Experience within HCM, HR technology, benefits, payroll, insurance, or a closely related SaaS industry.
• Proven success building and growing strategic partnerships that generate measurable pipeline and revenue.
• Strong analytical and financial acumen, including experience forecasting pipeline, measuring partnership performance, and using data to guide decisions.
• Exceptional communication, presentation, negotiation, and relationship-management skills.
• Strong project-management and organizational skills, with the ability to manage multiple strategic partnerships and priorities.
• Must have excellent communication and listening skills and be highly effective in in-person presentations, virtual meetings, and written formats.
• Must be able to travel as needed to meet with partners, attend industry events, and represent BambooHR at strategic engagements.

What Will Make Us REALLY Love You

• Established relationships with executives and key stakeholders across national or regional brokerage firms.
• Experience building or scaling a broker channel within a B2B SaaS or recurring-revenue organization.
• Experience developing and executing partner enablement programs, joint marketing initiatives, and co-selling motions.
• Experience increasing internal adoption of partner-led sales strategies and programs.
• Experience translating broker feedback into product, marketing, enablement, or operational improvements.
• Familiarity with CRM, partner relationship management, forecasting, and business intelligence tools.
• Experience using AI-enabled tools to improve partner research, account planning, enablement, forecasting, or operational efficiency.