Partnership Manager (DACH)

Every enterprise field sales team runs on a CRM or ERP that a partner implemented. Too often, those systems never reflect what actually happens in the field. Donna closes that gap, and partners choose Donna because it makes the technology they implement actually get used. That is why partnerships sit at the core of how we grow.

As our first Partnership Manager in the DACH region (Germany, Austria, Switzerland), you’ll own that motion locally. You won’t start from scratch. You’ll build on an existing partner network, grow it, and win the systems integrators and technology partners who will carry Donna into the CRM and ERP projects of enterprise field sales teams. Then you’ll close deals with them, side by side.

You’ll report to our Head of Partnerships and work closely with Sales, Marketing, Product and our GTM engineer, with a real say in how our partner program takes shape as Donna scales across Europe.

What you'll be doing

• Source new partners. This is a big part of the job. Hunt for and win new systems integrators across the SAP, Salesforce and MS Dynamics ecosystems, and build a partner pipeline the way a sales team builds a customer pipeline.

• Grow the partnerships we already have. Broaden the relationships with our existing partners. Attend events together, get more joint pipeline, and more live deals out of the partners already in place.

• Onboard and enable partners. You’ll set Donna up in each partner’s own environment so they can demo it and run pilots themselves. You’ll also train their teams on Donna’s value and how to pitch it, supported by playbooks and joint messaging.

• Close deals with partners. Co-sell through deal registration and joint account plans, and work with Sales and Solution Engineering to take partner deals to signature.

• Go to market jointly. Build joint business plans with Tier 1 partners and a lighter program for Tier 2. That includes joint campaigns, webinars and events, and a presence at key conferences.

• Automate and report. Use Claude and other AI tools to run campaigns and reporting, keep HubSpot accurate (with Donna doing some of the heavy lifting 🙋‍♀️), and feed partner insights back to Product and Sales.

Requirements Job requirements

• 5+ years in a commercial or partnership role in B2B SaaS or AI, with a track record of closing deals through partners.

• Experience in co-selling with systems integrators or consultancies. SAP, Salesforce or Microsoft ecosystem experience is a big plus.

• Native German and fluent English.

• A builder who enjoys opening doors, is credible with executives and frontline sales teams, and who owns theirtargets, deals and calendar.

• Hands-on with AI tools (like Claude), HubSpot and marketing automation, so you can set up and run campaigns yourself

• Self-driven and at home working remotely, with regular trips to Ghent. Willing to travel regularly to conferences, partner events.

What success looks like

• First 90 days: You know every existing partner in the region, you have a clear Tier 1 and Tier 2 plan, and your first partner-sourced opportunities are (getting) converted.

• First 6 months: Your Tier 1 partners run joint business plans with certified consultants, new integrators have been signed and onboarded, and partners deliver a repeatable stream of sourced and influenced deals in the region.

What you can expect

• A category in the making. Field AI is a new category of enterprise software, and you’ll define how it reaches the market in your region. The partner program you build becomes the blueprint for every region that follows.

• Enterprise-grade partners and customers. You’ll work with leading systems integrators across the SAP, Salesforce and Microsoft ecosystems, bringing Donna to global companies in manufacturing, medtech, consumer goods, energy and more.

• Room to grow as we scale. We’re a team of 40+, growing quickly across Europe and the US. As partnerships grow, so will your scope and your team.

• People who have done this before. Our founders have built and exited enterprise software companies twice, and our leadership team has scaled fast-growing SaaS companies from the inside. You’ll work side by side with our Head of Partnerships and GTM leadership.

• Remote in Germany, international by default. You’ll work remotely, with a German office on the way, alongside colleagues, partners and customers in Ghent, across Europe and in New York.

• Rewards that reflect the stakes. A competitive salary and equity through our ESOP, so everyone shares in what we build.

• A team that invests in itself. An annual company retreat and regular team events that bring the whole team together.