Head of Partnerships

Job Summary

To scale SMB advertiser acquisition, we need a senior leader who can design and operationalize a repeatable partnership engine with a team across Resellers, VCs, Tech Platforms, and Long-tail Agencies. This role will drive structured acquisition funnels, standardize processes (onboarding, CRM, incentives), and ensure partnerships deliver continuous, measurable SMB advertiser inflows. The leader will also anchor ecosystem visibility and represent JioStar in partner conversations at scale.

About the team

The SMB Indirect team builds scaled, low-touch growth engines for SMB advertisers through Programmatic, Self-Serve, Partnerships, and Performance initiatives.

Its mandate is to unlock incremental revenue by expanding reach, simplifying access, and driving measurable outcomes for advertisers at scale.

Reporting to

Vice President-Pricing & Revenue Strategy

Key Responsibilities

• Design and execute the partnerships roadmap across Resellers, VCs, Tech Platforms, and Long-tail Agencies to source SMB advertisers at scale.
• Build structured onboarding, CRM, incentive models, and playbooks to make partnerships repeatable and measurable.
• Drive advertiser acquisition volumes via partners, ensuring funnel contribution targets (e.g., IPL cycles) are met.
• Own senior partner relationships, align joint GTM initiatives, and unlock co-marketing or bundled offerings.
• Integrate closely with Self Serve, Programmatic, and Performance teams to ensure seamless advertiser handoff and retention.
• Represent JioStar in ecosystem forums, building visibility and credibility with partners and SMB communities.

Skills & Attributes for success

• Proven ability to build and scale partner ecosystems (resellers, VCs, tech platforms) with measurable impact on advertiser acquisition.
• People leadership skills: ability to build, mentor, and manage a high-performing partnerships team
• Strong commercial acumen — able to structure deals, incentives, and joint GTM motions that balance partner and JioStar objectives.
• Ability to operationalize partnerships into repeatable processes (onboarding, CRM, funnels, playbooks).Deep understanding of SMB advertising dynamics and partner-led growth models.
• Strong stakeholder management skills — ability to influence internally (Product, GTM, Sales) and externally with senior partner leadership.
• Analytical mindset, with ability to track funnel contribution, partner ROI, and optimize partnership mix.
• Entrepreneurial, with bias for execution and comfort in building 0 to 1 initiatives in high-growth environments.

Preferred Education & Experience

• 12–15 years of experience in partnerships, business development, or channel/alliances roles in digital advertising, SaaS, or ecosystem-driven businesses.
• Demonstrated experience building and leading teams to deliver partner-led SMB acquisition at scale.
• Prior experience in building partner-led SMB acquisition models (resellers, agencies, VCs, tech enablers).Strong exposure to digital advertising and performance marketing ecosystems (programmatic, self-serve, attribution).MBA or equivalent post-graduate degree in Business, Marketing, or related fields preferred, though not mandatory.
• Demonstrated success in scaling partner networks and delivering measurable revenue impact.