Zapier

• Define and execute signal-led outbound strategy for enterprise accounts • Build and run multi-channel campaigns across outbound, events, webinars, and digital that drive enterprise pipeline from first touch through closed-won • Write and refine enterprise outbound messaging aligned to Zapier's AI and automation use cases • Design account-based plays for high-value targets • Partner directly with Sales to align campaigns with active deal motion • Run three or more experiments per week across messaging, channels, offers, and timing • Use AI tools to accelerate execution and build repeatable, scalable workflows

• Lead channel partnership strategy and team • Own the revenue targets across Solution Partners, experimental motions, and hyperscalers • Develop and set a high bar for the organization • Build and evolve program infrastructure for partner success • Connect channel activity to ARR and provide forecasting to leadership • Collaborate with internal teams to embed channel motions into sales processes • Drive partner demand generation initiatives • Measure ROI of channel efforts and assess market dynamics • Champion AI-first approaches in pipeline management and team workflows • Support the development and mentoring of teammates

AI at ZapierAt Zapier, we build and use automation every day to make work more efficient, creative, and human. So if you’re using AI tools while applying here - that’s great! We just ask that you use them responsibly and transparently. Check out our guidance on How to Collaborate with AI During Zapier’s Hiring Process, including how to use AI tools like ChatGPT, Claude, Gemini, or others during our hiring process - and when not to. Job Posted: 5/1/2026 Location: North America Hi there! We are seeking an experienced and visionary Director, Channel Partnerships to lead our channel partner strategy and team at Zapier. Zapier's Ecosystems & Channels organization sits at the center of our go-to-market strategy. With 8,000+ partner integrations, our network of Solution Partners, and a rapidly expanding AI ecosystem, we drive impact by enabling partners and opening new growth pathways for Zapier, our partners, and our customers. As Director of Channel Partnerships, you'll lead a team accountable for building and scaling channel motions that directly influence enterprise and upmarket ARR. This is a highly strategic leadership role accountable for the end-to-end channel partnership function, including strategy and execution across Solution Partners, experimental partnership motions, and an expanding hyperscaler footprint that includes AWS Marketplace. You'll own the revenue target for these partner routes to market, define how we recruit, enable, and grow our channel partner ecosystem, and drive the cross-functional execution that turns partner relationships into measurable business outcomes. - Our Commitment to Applicants - Culture and Values at Zapier - Zapier Guide to Remote Work - Zapier Code of Conduct - Diversity and Inclusivity at Zapier About You - You've led at scale. You have 10+ years of experience in channel partnerships, partner sales, or alliances, including leading teams from ICs to senior managers. You've turned market insights into strategies that delivered measurable business impact. - You're strategic and revenue-minded. You've owned partner-sourced and partner-influenced revenue targets, designed coverage and capacity models, and built the accountability frameworks that connect partner activity to ARR. - You embrace AI. You don't just use AI tools, you design workflows, build agents, and create playbooks with them. You leverage AI to synthesize partner insights, automate reporting, and shape go-to-market strategies that scale. - You're a channel program architect. You've built tiering structures, benefit frameworks, co-sell/co-market motions, and enablement programs that attract, retain, and activate high-performing services partners. - You're a partner ecosystem builder. Your foundation is in services and consulting partners, and you have a clear point of view on how to evolve into large SIs, alliances, and hyperscalers as the program matures. - You bring financial acumen. You can model partner economics, build business cases, and translate partner-sourced and partner-influenced activity into pipeline and ARR impact for executive audiences. - You're an exceptional communicator and cross-functional operator. You synthesize complex opportunities into clear narratives and drive planning and alignment across Sales, Solution Architects, Customer Success, Partner Operations, Partner Marketing, Finance, Legal, and Product. - You're can define and size new services opportunities. You know what a strong partner services practice looks like, and build the case for why Zapier is the right platform to build it on. - You lead from the front. You're comfortable directly managing high-potential partner relationships when the stakes call for it, using those relationships to model the standard and shape program strategy. - You're data-driven. You set goals, measure outcomes, and adapt based on insights. You build the reporting that gives leadership clear visibility into partner-sourced and partner-influenced business impact. Things You’ll Do - Set channel partnership strategy. Own the strategy and revenue targets across Solution Partners, experimental motions, and hyperscalers, including coverage models, partner prioritization, and program investment. - Lead, develop, and set a high bar for the organization. Hire, coach, and develop the Channel Partnerships team. Serve as a player-coach, personally owning select high-potential partner relationships to model the standard and surface insights that shape strategy. - Design and manage partner programs. Build and evolve program infrastructure including tiering, incentive structures, co-sell and co-market frameworks, recruitment, onboarding, enablement that activates and drives scalable partner performance. - Define and size the services opportunity. Build the business case and framework for partner-delivered services, including what strong services practices look like and how to enable partners to build profitable services revenue around the Zapier platform. - Own partner-sourced and partner-influenced ARR. Connect channel activity to ARR and pipeline through clear metrics and accountability frameworks. Provide accurate forecasting to senior leadership on performance, trends, wins/losses, and competitive dynamics. - Drive GTM, technical, and internal alignment. Work across Sales, Solution Architects, Customer Success, Technical Account Managers, Marketing, and other internal teams to embed channel motions into the enterprise sales process. - Drive partner demand generation. Collaborate with Partner Marketing to develop and execute joint demand-generation, promotional, and campaign initiatives through and with partners. - Expand the channel footprint. Lead expansion into international markets, AWS Marketplace and future hyperscaler programs. Test new channel models and GTM approaches that broaden Zapier's channel presence. - Ensure a strong customer experience through partners. Support escalations, resolve issues in partner-delivered engagements, and hold a high bar for consistent customer experience across the channel. - Measure impact and assess market dynamics. Evaluate the ROI of channel efforts and track emerging trends, partner opportunities, and competitive moves to keep Zapier's strategy ahead of the market. - Champion AI-first approaches. Model the use of AI in pipeline management, partner enablement, opportunity analysis, and team workflows, raising the bar for fluency and adoption across the team. - Invest in tools, processes, and enablement that lead to outsized impact for Zapier. - Challenge the status quo and effect positive organizational change outside of mandated work. - Provide support to other Zapiens, spread knowledge, and develop/mentor teammates outside formal reporting structures. How to ApplyAt Zapier, we believe that diverse perspectives and experiences make us better, which is why we have a non-standard application process designed to promote inclusion and equity. We’re looking for the best fit for each of our roles, regardless of the type of companies in your background, so we encourage you to apply even if your skills and experiences don’t exactly match the job description. All we ask is that you answer a few in-depth questions in our application that would typically be asked at the start of an interview process. This helps speed things up by letting us get to know you and your skillset a bit better right out of the gate. Please be sure to answer each question; the resume and CV fields are optional. Education is not a requirement for our roles; however, if you receive an offer, you will need to include your most recent educational experience as part of our background check process. After you apply, you are going to hear back from us—even if we don’t see an immediate fit with our team. In fact, throughout the process, we strive to never go more than seven days without letting you know the status of your application. We know we’ll make mistakes from time to time, so if you ever have questions about where you stand or about the process, just ask your recruiter! Zapier is an equal-opportunity employer and we’re excited to work with talented and empathetic people of all identities. Zapier does not discriminate based on someone’s identity in any aspect of hiring or employment as required by law and in line with our commitment to Diversity, Inclusion, Belonging and Equity. Our code of conduct provides a beacon for the kind of company we strive to be, and we celebrate our differences because those differences are what allow us to make a product that serves a global user base. Zapier will consider all qualified applicants, including those with criminal histories, consistent with applicable laws. Zapier prioritizes the security of our customers’ information and is dedicated to adhering to all applicable data privacy laws. You can review our privacy policy here. Zapier is committed to inclusion. As part of this commitment, Zapier welcomes applications from individuals with disabilities and will work to provide reasonable accommodations. If reasonable accommodations are needed to participate in the job application or interview process, please contact jobs@zapier.com. Application Deadline:The anticipated application window is 30 days from the date job is posted, unless the number of applicants requires it to close sooner or later, or if the position is filled. Even though we’re an all-remote company, we still need to be thoughtful about where we have Zapiens working. Check out this resource for a list of countries where we currently cannot have Zapiens permanently working.

• Serve as a technical leader within the Revenue Zone. • Shape the long-term platform vision. • Lead high-impact technical initiatives. • Own and strengthen revenue-critical systems. • Guide high-impact technical decisions. • Partner deeply across Zapier. • Drive measurable improvements. • Mentor engineers and raise the technical bar. • Champion documentation and developer experience.

• Manage two engineering teams that build and maintain critical integrations • Collaborate with Customer Success, Support, and Sales teams • Ensure customer satisfaction and quick issue resolution • Lead through other leaders focusing on people leadership and org health • Own technical strategy and architecture decisions

• Build and evolve shared AI Platform capabilities • Improve LLM Ops and ML Ops capabilities • Design and implement systems for performance and reliability • Identify tooling gaps and standardize best practices • Collaborate closely with cross-functional teams • Evaluate emerging AI tools and models

• Participate in executive leadership decisions as a business partner, not just a legal advisor. Translate company strategy into clear legal priorities; proactively identify and manage company-wide risk. • Lead, mentor, and scale a high-performing distributed legal team. Build AI-powered, automated legal operations, including playbooks, workflows, intake systems, and metrics. Manage outside counsel relationships, budgets, and performance to maximize value and efficiency. • Lead legal strategy for Zapier’s products, navigating the rapidly evolving global AI regulatory landscape. Develop and maintain frameworks for risk assessment, transparency, and trust that keep Zapier ahead of regulatory requirements. • Lead the commercial legal team responsible for enterprise customer agreements, strategic partnerships, vendor contracts, marketing and events agreements, and Zapier ecosystem terms. Partner closely with Sales, Partnerships, and Finance to accelerate deal velocity while managing risk effectively. • Own Zapier’s global data privacy compliance strategy and execution, including GDPR, CCPA/CPRA, EU-U.S. Data Privacy Framework, and emerging privacy regimes. Oversee regulatory compliance across all jurisdictions where Zapier operates. • Set the strategic direction for global employment law matters, ensuring the team's policies, handbooks, and practices meet the requirements of a fully distributed workforce across 40+ countries. • Lead corporate governance matters globally and serve as corporate secretary to the Board. Manage corporate recordkeeping, subsidiary compliance, and governance best practices. Advise on capital structure, equity programs, and strategic transactions, including M&A.

• Educate customers on automation and integration efforts • Drive revenue by positioning Zapier as integral to business strategy • Collaborate with cross-functional teams to develop integration architectures • Influence the product roadmap based on customer advocacy

• Define and drive positioning and narrative: Establish clear, differentiated positioning for Zapier’s platform and products, grounded in customer needs • Shape product strategy and moat: Partner with Product and Engineering to influence roadmap decisions, ensuring we’re building toward a durable competitive advantage • Transform our GTM motion: Evolve the team from traditional launch cycles to a continuous, release-driven model aligned with product velocity and sales needs • Align with enterprise sales: Build tight partnerships with Sales leadership to ensure our messaging, packaging, and enablement directly support pipeline and revenue • Lead and develop the PMM team: Manage a team of ~7 PMMs, setting a high bar for performance, clarity, and impact while creating space for speed and experimentation • Drive AI-forward marketing: Push the team to adopt AI in how we create, test, and scale messaging, while also shaping how we position Zapier in an AI-first world • Ensure consistency across the funnel: Partner with Brand, Content, and Demand Gen to deliver a cohesive, compelling story from first touch through close

• Lead multidisciplinary teams building and evolving Zapier's core services and infrastructure • Shape the vision and strategic direction for platform engineering • Establish data-driven approaches for measuring engineering velocity and quality • Ensure uptime of Zapier's core infrastructure • Recruit, hire, and develop talent to enhance team performance