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About the Role
You will own the full strategic and commercial lifecycle of this partnership, from multi-year joint business planning to day-to-day execution. As the primary relationship owner across all levels of the partner organization, you’ll build trusted connections from C-suite executives to individual contributors. Internally, you will act as the champion, orchestrator, and accountable owner—aligning engineering, product, marketing, legal, and finance behind a shared partner growth agenda, and securing the investment and resources needed to execute against it. You will also maintain a clear view of the broader global payments and ecommerce landscape, using that intelligence to identify capability gaps, surface new opportunities, and continuously strengthen the strategic rationale for the partnership.
What You Will Do
Partnership Ownership & Revenue Growth
- Own and grow a $100M ARR strategic partnership, delivering a minimum of 30% year-over-year growth through disciplined pipeline development, commercial expansion, and joint go-to-market execution.
- Develop, maintain, and execute a rolling multi-year strategic partnership plan that aligns WooCommerce's roadmap and capabilities with the partner's commercial objectives and market position.
- Identify, scope, and close expansion opportunities—including new geographies, product lines, merchant segments, and revenue-share structures—that unlock mutual value.
- Define and track the commercial KPIs, milestones, and leading indicators that reflect the health and trajectory of the partnership.
Executive & Stakeholder Relationship Management
- Build and sustain deep, trusted relationships across all levels of the partner organization, from C-suite and VP-level sponsors to operational and technical teams, ensuring alignment, advocacy, and momentum at every tier.
- Serve as the primary executive point of contact for the partner, driving QBRs, annual planning sessions, and escalation resolution with authority and credibility.
- Internally, act as the single accountable owner for the partnership, managing a broad set of stakeholders across product, engineering, marketing, legal, finance, and operations to secure alignment, investment, and execution commitment.
- Proactively manage partner satisfaction, anticipate friction points, and resolve issues before they become relationship risks.
Strategic Planning & Multi-Year Execution
- Lead the development and ongoing refinement of a comprehensive multi-year joint business plan, including growth targets, investment requirements, capability milestones, and market expansion priorities.
- Build and present compelling business cases to senior WooCommerce leadership to secure the resources, budget, and organizational commitment required to execute on the partnership strategy.
- Translate high-level strategic goals into phased, actionable execution plans, balancing ambition with operational realism, and managing progress rigorously.
- Drive accountability across internal teams through clear ownership assignment, milestone tracking, and regular executive reporting.
- Implement structured frameworks for ongoing partner evaluation using competitive analysis, industry benchmarks, and financial modeling—ensuring the partnership remains best-in-class relative to market alternatives.
Global Payments Landscape & Capability Intelligence
- Maintain a deep, current understanding of the global payments ecosystem—including acquiring, PSPs, alternative payment methods, payment network rules, interchange economics, and bank transfer cost structures—and apply that knowledge to sharpen partnership strategy and commercial positioning.
- Actively monitor the market for emerging payment technologies, capabilities, and competitive dynamics that could enhance WooCommerce’s merchant value proposition, reduce underlying costs, or create new revenue opportunities through this partnership.
- Use technical fluency in payment capabilities to assess integration feasibility, validate business cases, and ensure that commercial terms are grounded in a clear understanding of product and operational realities.
- Translate payment capability gaps and merchant needs into concrete partnership priorities, working closely with product and engineering to align partner roadmap commitments with WooCommerce’s strategic direction.
Global Growth & Go-to-Market
- Drive global partnership growth by identifying and activating opportunities across geographies, adapting strategy to local market dynamics while maintaining a coherent global framework.
- Collaborate with marketing, product, and sales teams to develop and execute joint go-to-market initiatives, including co-selling, co-marketing, merchant acquisition programs, and partner-led revenue acceleration.
- Represent WooCommerce's strategic interests in commercial negotiations, contract renewals, and partnership expansions, crafting creative commercial structures that optimize for both strategic flexibility and economic outcomes.
Operational Excellence
- Establish and maintain robust reporting mechanisms to track partnership performance, commercial outcomes, and strategic milestones—delivering consistent, data-driven updates to senior leadership.
- Build scalable processes and frameworks that enable efficient collaboration between WooCommerce and the partner across geographies and functions.
- Manage contract amendments, commercial reviews, and renegotiations with rigor and commercial discipline.
- Thrive in ambiguity: able to define structure, process, and direction in fast-moving, resource-constrained environments where the path forward is unclear.
What You Bring
- 10+ years of experience in strategic partnerships, global account management, or commercial leadership within the payments industry, ideally spanning merchant services, acquiring, or payment service providers.
- Demonstrated track record of growing strategic partnerships at significant scale ($50M+ ARR), consistently delivering against aggressive revenue growth targets.
- Deep knowledge of payment economics, including interchange structures, bank transfer costs, payment network rules, and the pricing and cost dynamics that drive partner and merchant outcomes.
- Strong technical fluency in payment capabilities: able to assess integration feasibility, translate technical concepts into commercial terms, and engage credibly with product and engineering counterparts.
- Exceptional executive presence and written and verbal communication skills, with a proven ability to build trust and influence at the C-suite level, both with partners and internally.
- Strong analytical and financial modeling capabilities, with experience building business cases, applying competitive analysis, and presenting ROI frameworks to executive audiences.
- Proven ability to operate as an internal orchestrator, mobilizing and aligning cross-functional teams (product, engineering, legal, finance, marketing) without direct authority.
- Experience managing multi-year joint business plans and translating long-range strategy into structured, accountable execution.
- Comfort operating in globally distributed, remote-first, and asynchronous environments across multiple time zones and cultures.
- Experience managing global partnerships across multiple geographies is strongly preferred.
Salary range: $105,000 – $215,000 USD. Please note that salary ranges are global, regardless of location, and we pay in local currency. We're only consideirng US based candidates for this role.
We are searching for high-caliber candidates with the skills and qualities to have a net positive for Automattic. Pay will reflect the potential contribution and the impact you can bring, which may, in some cases, go beyond the range stated.
This isn’t your typical work-from-home job—we are a fully-remote company with an open vacation policy. Read more about our compensation philosophy. To see a full list of benefits by country, consult our Benefits Page. And check out these links to learn more about How We Hire and What We Expect from Ourselves. #LI-Remote
