Director of Partnerships

Director of Partnerships - Generative AI for InsuranceLocation: New York City (Hybrid: 2–3 days/week in office)Reports To: Head of SalesCompensation: Base: $175,000 - $225,000 | Variable: $50,000 - $75,000 (performance-based) | Equity | BenefitsAbout QumisQumis is redefining insurance with generative AI. We're building the leading vertical AI platform for insurance knowledge work, trusted by top brokers, carriers, and claims professionals to analyze complex policies, compare terms, and generate law-firm-quality insights in seconds.Our traction is undeniable: 100% pilot conversion, 20% month-over-month growth, and >150% quarter-over-quarter growth in 2025, all with minimal outbound sales or marketing. We're backed by leading venture investors including Armory Square Ventures, MTech Capital, and BrokerTech Ventures. Now we're expanding our sales team to meet demand and scale with precision.About the RoleWork at the forefront of insurance innovation and help shape the industry's future with our forward-thinking partners.We're hiring our first Director of Partnerships to be a foundational member of our go-to-market team. You'll build our partnerships function from the ground up, define our partner strategy, identify and close strategic partnership deals, and create scalable processes for partner enablement and co-selling as we scale from seed to Series A and beyond.You'll own the identification, negotiation, and management of strategic partnerships that drive distribution, product innovation, and market expansion. You'll work directly with our Head of Sales and founding team, with high visibility and direct impact on company strategy.This role is ideal for someone with deep P&C insurance ecosystem knowledge (distribution, technology platforms, industry organizations) who understands how partnerships drive growth in insurance tech, or a proven partnerships leader from enterprise SaaS ready to become an expert in the insurance technology landscape.What You'll DoCore ResponsibilitiesBuild the partnerships function from scratch, defining strategy, framework, and processes for evaluating, prioritizing, and closing partnership opportunitiesOwn partner-sourced revenue targets with goal of 20-30% of new ARR from partnerships within 12 monthsIdentify and close 5-10 strategic partnerships across distribution channels (brokerages, MGAs, platforms), technology integrations (AMS/policy admin systems), and industry organizations to drive new customer acquisition and revenue growthNegotiate complex partnership agreements including revenue share models, co-selling arrangements, technology integrations, and strategic alliancesBuild partner enablement programs including training materials, sales collateral, demo environments, and certification programs to drive partner successManage strategic partner relationships with quarterly business reviews, joint account planning, and executive engagement to maximize partnership valueDrive co-marketing initiatives with partners including joint webinars, case studies, event sponsorships, and content collaborationTrack and report partnership metrics including partner-sourced pipeline, closed revenue, partner engagement, and ROI by partnership typeStrategic & Cross-FunctionalRepresent Qumis as a partnership leader at tier-1 industry conferences, partner advisory councils, and ecosystem eventsPartner with Product and Engineering to prioritize integration roadmap, API capabilities, and partnership technology requirementsCollaborate with Marketing to create co-branded materials, joint campaigns, partner spotlights, and ecosystem positioningWork closely with Sales to enable partner co-selling, joint account planning, and deal attributionAlign with Customer Success to ensure visibility into customer health metrics and outcomes for partner-referred accounts, strengthening partner relationships through shared successProvide market intelligence by synthesizing competitive partnership strategies, ecosystem trends, and emerging partnership opportunitiesDevelop partnership playbooks including partner tiering framework, ideal partner profiles, partnership agreement templates, and enablement materialsInnovation & EfficiencyLeverage AI-native tools to research partners, automate outreach, and scale relationship buildingCreate scalable partner onboarding and enablement processes that can support 20+ active partnershipsTest and iterate on partnership models, compensation structures, and co-selling motions to maximize ROIStay current on insurance ecosystem trends, Insurtech partnerships, API/integration standards, and partnership best practicesWho You AreRequired Qualifications12+ years of experience in either:P&C insurance with deep ecosystem knowledge (distribution platforms, broker networks, technology vendors), OREnterprise B2B SaaS partnerships/business development with $1M+ partner-sourced revenue responsibilityProven track record of building partnerships function from scratch or scaling from 0-3 partnerships to 10+ partnershipsStrong negotiation skills with experience structuring complex partnership agreements, revenue share models, and go-to-market arrangementsRelationship builder who excels at building trust with C-suite executives and fostering long-term strategic partnershipsStrategic thinker with ability to identify high-value partnership opportunities and articulate clear ROI and business casesCross-functional collaborator skilled at aligning internal stakeholders (Sales, Product, Marketing, Engineering) around partnership prioritiesEntrepreneurial mindset with comfort in ambiguity, bias for action, and ability to build processes from zeroPreferred QualificationsDeep knowledge of insurance distribution including brokerage models, MGA structures, wholesale distribution, and Insurtech platformsExisting relationships within insurance ecosystem including brokerages, technology vendors, industry associations, and Insurtech investorsPrior experience at high-growth startup (seed to Series B) building partnerships function or scaling partnerships from 5 to 25+Technical fluency with APIs, integrations, and ability to discuss technical partnership requirements with Engineering teamsExperience with AI/ML partnerships and understanding of how to position AI capabilities to non-technical partnership stakeholdersTrack record with multiple industry associationsSuccess ProfileYou'll thrive if you:Move fast and iterate without needing perfect information, you test partnership hypotheses quickly and learn from resultsOwn outcomes, not activities, you're metrics-driven and focus on partner-sourced revenue and partnership ROIEmbrace feedback and are committed to continuous improvement of partnership strategy and executionThink like a founder and connect your work to company outcomes, no task is too small if it drives partnerships forwardBuild trust effortlessly with partners as a strategic advisor, not just a vendor relationshipBalance multiple partnership tracks simultaneously without losing sight of strategic prioritiesWhy Join QumisImpact & OwnershipFounding partnerships hire building the entire partnerships function, strategy, and playbook from day oneHigh visibility working directly with founders and senior leadership on strategic initiativesDirect influence on product roadmap through partner feedback, API priorities, and integration strategyShape company strategy through ecosystem positioning, partnership revenue models, and go-to-market evolutionCategory Leadership$1.3T global insurance industry ripe for AI transformation100% pilot conversion, 20% MoM growth, word-of-mouth customer acquisitionWork with the most forward-thinking organizations in insuranceCompensation & GrowthTop-tier pay with highly competitive base + uncapped commissionMeaningful early-stage equity with strong upside potentialComprehensive benefits: Health, dental, vision, unlimited PTO, home office stipendTeam & CultureSmall, ambitious team with backgrounds from Kin, Goldman Sachs, Archipelago, Chubb, Insureon, and American ExpressCulture of experimentation, transparency, and rapid iterationInvestment in your growth through coaching, training, and industry eventsInterview ProcessIntro call with Head of Sales (45 min)Cross-functional interviews with Customer Success and Engineering (30 min each)Partnerships strategy presentation to Head of Sales and CEO (60 min) - prepare 10-minute presentation on your partnership strategy for QumisFinal interview with CEO (45 min)Reference checks and offerTimeline: 2-3 weeks. We move quickly for the right candidate.