The Challenge
Clearstory is growing 75%+ QoQ in a massive construction tech market, but partnerships are still passive features. You'll transform integrations into active revenue engines and establish Clearstory as the default financial workflow layer across the modern construction stack.
Your Mission
Map the construction tech ecosystem, identify 15-20 strategic partners with mutual customer overlap and revenue potential
Define partnership KPIs (partner-sourced revenue %, activation rates, co-sell pipeline) and build reporting framework
Negotiate and close 3-5 initial integration/co-selling agreements with tier-1 partners
Design first co-selling playbook with Sales, including deal structure, margin split, and activation process
Launch 2-3 joint go-to-market campaigns (webinars, events, marketplace presence) with top partners, driving measurable pipeline
Build partner-sourced revenue to $XXK+ monthly recurring value with documented case studies
Establish quarterly partner business reviews with C-level partners; document expansion opportunities
Create and operationalize partner onboarding and enablement program; train Sales on co-sell motions
KPIs You'll Own
Partner-sourced revenue (% of total pipeline)
Track inbound pipeline, closed deals, and ARR influenced or sourced directly by partners.
Partner activation rate
% of integrated partners actively co-selling, selling jointly, or generating customer referrals each quarter.
Co-sell deal velocity
Average sales cycle length and win rate for deals co-sold vs. direct sales to measure partnership impact.
Ecosystem coverage
% of target customer TAM covered through partnerships; track customer adoption of partner integrations.
Partner NPS / health score
Quarterly partner satisfaction; retention rate of active partnership agreements year-over-year.
Tools & Stack
Your Team
Your Manager
Likely CEO or Chief Revenue Officer (not specified)
Current Team
You're building this function from scratch; you'll interface heavily with Sales leadership, Product, and Marketing
This is a new role; expect to hire partnership managers and operations support as function scales
The Package
Salary
$180K-$240K base
Variable
Expected commission or bonus tied to partner-sourced revenue (15-25%)
Equity
Likely; standard for VP-level SaaS roles
Remote
On-site, Walnut Creek, CA. No remote flexibility mentioned.
Benefits & Perks
Company Intelligence
Clearstory digitizes and automates change order workflows for commercial construction, partnering with major general and subcontractors. The company is in rapid growth phase (75%+ QoQ trailing growth) and is building out its ecosystem play to establish itself as the financial workflow layer across the construction tech stack.
Customers
Large general contractors and subcontractors managing complex commercial projects
Culture
Emphasizes innovation, collaboration, diversity, and customer success; values people who can build structure in ambiguity.
Is This Role For You?
- You've scaled partnerships or ecosystem teams at B2B SaaS companies (ideally $10M+ ARR to $100M+)
- You thrive building functions from zero: you can define strategy, hire, and operationalize without a playbook
- You speak fluent sales and can design co-selling motions that actually move pipeline
- You have credibility in construction tech, PropTech, or adjacent verticals (GIS, project management, financial software)
- You're energized by executive relationship-building and can close partnerships at the C-suite level
- You need a fully built partnerships org and support system out of the gate-this is greenfield
- You're uncomfortable with on-site, in-person meetings; partner relationships require presence, especially early
- You view integrations as purely product/engineering work rather than a revenue and GTM lever
- You've never had to track or own revenue impact of partnerships; this role is metrics-driven and accountable for real dollars
Interview Process
Screening call (30 min)
Recruiter vets partnerships experience, construction tech familiarity, and appetite for building from scratch.
CEO/CRO conversation (45 min)
Deep dive on your partnership strategy philosophy, ecosystem thinking, and how you'd approach Clearstory's specific landscape.
Sales leadership conversation (30 min)
Discuss co-selling mechanics, pipeline influence, and how you'd operationalize partnerships with their team.
Case study / strategy exercise
Likely a take-home or live whiteboard on how you'd approach partnerships in construction tech or a similar vertical.
Final offer conversation
CEO or board member; discussion of vision, equity, and long-term growth of the partnerships function.
Ready when you are
Interested in this role?
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About Parcerias roles
Partnerships professionals build and manage strategic relationships that drive revenue — through channel partners, affiliates, co-marketing, integrations, or business development deals.