Senior Director, Strategic Partnerships & Commercial Operations
Location: Remote (North America preferred with core collaboration hours)
Level: Senior Director
Team: Partnerships
Reports to: Head of Strategic Partnerships
About Terzo
Terzo is building an AI-native enterprise data platform designed to power the commercial and financial
operating system of modern companies. The platform transforms complex, unstructured enterprise data into structured, actionable intelligence used directly in operational and financial decision-making. Terzo sits at the intersection of data platforms, AI systems, and enterprise software, focusing on real production use cases rather than demos or point solutions.
The platform is built to handle enterprise-scale complexity. Terzo ingests and normalizes data from
fragmented systems and documents, applies advanced AI to extract meaning, and delivers reliable,
secure, and scalable capabilities customers depend on every day. Architectural decisions prioritize
durability, correctness, and long-term evolution, creating a foundation capable of supporting a multi-layer AI platform over time.
Culture at Terzo centers on ownership, momentum, and customer value. As we scale, we are looking for a highly strategic and execution-oriented leader to help build and operationalize our partner and channel engine alongside the Head of Strategic Partnerships.
The Opportunity
We are hiring a Senior Director of Strategic Partnerships & Commercial Operations to act as the right-
hand operator to the Head of Strategic Partnerships: helping design, build, and scale Terzo’s partner-
driven revenue engine.
This is a builder & operator role for someone who has led large-scale digital procurement or
transformation programs and now wants to apply that experience to building a repeatable, high-leverage commercial ecosystem.
You will sit at the center of deal strategy, partner architecture, GTM design, and commercial structuring, helping turn early partner motion into a scalable, repeatable revenue engine.
You will work directly on high-impact deals, help define how partners engage with Terzo, and build the
internal systems, materials, and operating structure required to scale.
What You’ll Own
1. Build and Operationalize the Partner Engine
- Partner with the Head of Strategic Partnerships to design and stand up Terzo’s System Integrator (SI) / channel ecosystem from scratch.
- Help define partner segmentation, roles, and engagement models across:
- SIs
- Business Process Outsourcing (BPO) / managed service providers
- Marketplace / channel partners
- Strategic co-sell partners
- Strategic accounts
- Translate high-level partner strategy into clear operating processes, rules, exec frameworks.
- Help create the foundation for partner-sourced, influenced, and downstream revenue motions
2. Drive Deal Strategy and Commercial Structuring
- Actively support in-flight enterprise deals where partner structure impacts:
- Deal strategy and positioning
- Commercial structure and pricing
- Financing and packaging
- Path to close and stakeholder alignment
- Help design and refine value-based and partner-assisted commercial models
- Work directly with Sales, Finance, and leadership to increase deal size, improve close
rates, and reduce friction
- Bring a consulting-style approach to structuring complex, multi-party deals
3. Shape Partner GTM and Field Execution
- Build and refine partner-facing GTM materials, including:
- Joint value propositions
- Solution narratives
- Industry / vertical plays
- Deal archetypes and use cases
- Ensure consistency across partner, client, and internal messaging
- Help define how Terzo is positioned within broader transformation programs led by
partners
- Enable partners to effectively sell, position, and embed Terzo within their offerings
4. Define and Implement Channel Operating Model
- Help define and operationalize:
- Sourced vs. influenced vs. downstream deal definitions
- Attribution and incentive structures
- Engagement rules and governance
- Build internal clarity on how partners engage across the deal lifecycle
- Create repeatable workflows across:
- Pipeline creation
- Deal support
- Partner collaboration
- Post-sale expansion
5. Build the Operating Layer
- Act as the primary execution partner to the Head of Strategic Partnerships
- Own key initiatives end-to-end, ensuring ideas translate into real operating systems
- Help hire and onboard early team members as the partnership function scales
- Build the initial structure, playbooks, and internal processes that become the foundation for the team
6. Create Repeatability Across Partner Motions
- Identify patterns across early deals and translate them into:
- Repeatable partner plays
- Standardized deal structures
- Scalable GTM approaches
- Help transition from CEO / Head of Partnership-led deals to team-driven execution
- Build toward a system where:
- Partner-sourced deals become predictable
- Influenced deals convert at higher rates
- Downstream opportunities expand naturally
What Success Looks Like
In this role, you will:
- Help establish a real, functioning partner framework at Terzo
- Improve deal quality, size, and close probability through better structuring and partner leverage
- Enable early partner motions to become repeatable and scalable
- Create clarity across channel definitions, rules, and operating processes
- Reduce dependency on ad hoc deal-making by building structured commercial approaches
- Become a force multiplier for the Head of Strategic Partnerships
- Help lay the foundation for a high-performing partner organization
What We’re Looking For
- 10+ years of experience in: Top-tier consulting (e.g., McKinsey), digital procurement /
- transformation leadership and enterprise software GTM, partnerships, or strategy roles
- Strong experience in procurement, finance transformation, or enterprise operations
- Proven ability to structure and drive complex, multi-stakeholder initiatives
- Deep understanding of how SIs and large enterprises buy and implement transformation
- programs
- Strong commercial instincts with the ability to connect product value to business outcomes
- Experience working on or alongside large enterprise deals ($5M+)
- Ability to move fluidly between: strategy and execution; concept and detail and external-facing
- and internal-building work
- Excellent communication skills with executive presence
- High ownership mentality with a bias for action and structure
Preferred Qualifications
- Background in procurement transformation, spend management, or contract analytics
- Experience working directly with or within systems integrators
- Exposure to partner ecosystems, alliances, or channel strategy
- Experience in a high-growth startup or scale-up environment
- Familiarity with value-based pricing, commercial structuring, or deal strategy
Why This Role Matters
This role is central to how Terzo builds its partner-driven growth engine. It is not just about supporting
deals, it is about turning early partner traction into a scalable, repeatable system that drives long-term
growth. The right person will help bridge strategy and execution, ensuring that Terzo’s partner vision
becomes a real, operating revenue engine.
Ways of Working
- High ownership mentality with accountability for outcomes
- Structured thinking with strong execution & follow-through
- Comfort operating in ambiguity and building from zero
- Clear, direct communication across stakeholders
- Bias toward action, iteration, and continuous improvement
Why Join Terzo
- Opportunity to build a partner ecosystem from the ground up
- Direct exposure to company strategy and revenue leadership
- High-impact role influencing deal outcomes and company growth
- Complex, meaningful problems at the intersection of AI, data, and enterprise operations
- Fast path to senior leadership as the function scales
Benefits & Perks
- Salary Range: $200,000 - $250,000
- Competitive salary, bonus and employee stock option plan
- 100% premium paid medical, dental, and vision coverage for self, spouse and family
- 401(k) with 3% employer contribution
- IRS cell phone reimbursement
- Generous vacation and sick leave
- Flexible work arrangements
- High-quality equipment for home and office
- Strong culture of collaboration, mentorship, and continuous improvement