Remote
Full Time
Intermediate or Experienced
$130,000 to $150,000 a year
United States
About Fountain
When you join the Fountain team, you become part of the leading enterprise solution for frontline workforce management. Fountain’s automated, customizable platform provides a seamless applicant experience for workers, while ensuring organizations can scale and manage their frontline talent.
We’ve helped hundreds of companies like UPS, CLEAR, Stitch Fix, GoPuff, Fetch, and sweetgreen to hire, onboard, and manage over 14 million workers in more than 75 countries.
In 2022, we closed $185M in our Series C, led by SoftBank and B Capital.
Join our growing team of highly collaborative, ambitious, and forward-thinking Fountaineers as we empower our hundreds of customers and millions of frontline workers around the world.
Let’s elevate frontline work together.
About the job
We're looking for a Channel Partner Manager who drives revenue growth through our partner ecosystem while keeping the operational engine running smoothly. This isn't just about coordination, it's about activating partners, unlocking new revenue streams, and turning integrations into go-to-market assets.
You'll own the growth agenda for our screening, sourcing, and marketplace channel partners - building joint value propositions, enabling partner sales teams, and tracking what's actually driving pipeline and closed deals. The operational excellence matters, but it's in service of one goal: making our partners successful revenue drivers.
If you get energized by the idea of building a partner motion from the ground up and proving its impact with real numbers, this role is for you.
What you'll do:
Drive partner-sourced revenue
- Own quarterly growth targets for partner-influenced and partner-sourced deals
- Build and execute joint GTM plans with strategic partners (co-marketing, co-selling, referral programs)
- Enable partner sales teams with positioning, demo flows, and competitive insights
- Track partner pipeline, conversion rates, and revenue attribution
Activate and scale the channel
- Identify which partnerships have the highest revenue potential and prioritize accordingly
- Design partner incentive structures and co-sell motions that drive action
- Create partner enablement materials: pitch decks, case studies, ROI calculators, integration guides
- Run regular partner business reviews to course-correct and find new opportunities
Keep partner work moving (with purpose)
- Program-manage active initiatives across screening, sourcing, platform, and HCM partnerships
- Track integrations, pilots, and launches—but always with an eye on revenue impact
- Surface risks early and coordinate solutions before they stall deals
- Be the go-to contact for partners and internal teams when things need to move fast
Own the operational backbone
- Maintain revenue-sharing agreements, partner documentation, and deal registration processes
- Build dashboards that show what's working: partner-sourced pipeline, deal velocity, win rates
- Reduce friction in partner workflows, make it easy for partners to sell with us
What you bring:
Required
- 2–4 years in channel partnerships, partner marketing, or partnerships operations in a B2B SaaS company
- Demonstrated experience driving measurable revenue or pipeline through partner channels
- Comfort operating in ambiguity, you build the playbook, you don't wait for one
- Strong project management skills: you track, chase, and close loops
- Ability to influence internal teams (Sales, Product, Marketing) and external partners without formal authority
- Clear communication skills and a bias toward action
Preferred
- Experience building partner GTM programs from early stages (not just maintaining established ones)
- Familiarity with partner deal registration
- Background in HR tech, marketplace partnerships, or technical integrations
- Understanding of how integrations become revenue drivers (not just feature checkbox items)
- Track record of hitting partner-driven revenue targets
Who thrives here
- You think like a GM, connecting partnerships work to revenue outcomes, not just "completed initiatives"
- You're energized by building things from scratch and proving they work with data
- You can toggle between strategy (what should we do?) and execution (making it happen)
- You're comfortable being measured on revenue impact, not just activity
- You don't need perfect clarity to take smart action
Who struggles here
- Treating partnerships as a support function instead of a growth lever
- Waiting for partners to come to you instead of actively driving engagement
- Getting lost in operational details without connecting them to business outcomes
- Needing constant direction or formal authority to push work forward
- Over-indexing on process documentation instead of partner activation
Why this role matters
Our partner ecosystem is at an inflection point. We've built strong integrations & now we need someone who can turn those partnerships into a repeatable revenue channel. This role owns making that happen.
You'll work directly with our VP of GTM Operations and VP of Partners to define what good looks like, prove it works, and scale it. If you can show you're not just executing but driving strategic decisions with real revenue impact, there's a clear path to owning larger partner segments and building out a team.
What success looks like in year one
- Partner-sourced pipeline is tracking consistently and growing QoQ
- 2–3 strategic partners have active co-sell motions with measurable wins
- Internal teams (Sales, Product, Marketing) see partners as a real growth channel, not just integrations
- You've built the operational foundation that lets us scale partnerships without chaos
Salary Range: $130,000 - $150,000 + bonus, depending on location and experience
Benefits
Health Insurance
Dental Insurance
401(k)
Paid Time Off (PTO)
Paid Holidays
Vision Insurance
Life Insurance
Remote Work
Parental Leave
Even if you do not meet all the requirements above, we still encourage you to apply for this position. While we try to be thorough with our prerequisites, not everything about you as a candidate can be condensed into a list of bullet points. What do you have to lose?
Fountain offers an incredibly unique work environment. We employ a diverse team all over the world. Each Fountaineer is given the freedom to do their best work from wherever they choose. We also understand the importance of in-person connections and hold in-person meetings with your team and meet annually as an organization to build our relationships and focus on the future of moving Fountain Forward.
The benefits we offer in the United States include competitive health plans and a retirement plan. Some Fountain-wide perks offered to all employees across the globe include a flexible vacation policy, paid holidays, monthly lunch stipends, annual allowances for ongoing education related to your profession and career advancement, along with home office, cell phone, and wellness reimbursements. Fountain is a global employer, so some benefit offerings will vary from country to country.
Fountain is proud to be an equal opportunity workplace. We welcome applicants of any educational background, gender identity and expression, sexual orientation, religion, ethnicity, age, socioeconomic status, disability, and veteran status.
By submitting an application, you confirm that you have read our Privacy Policy and agree that we may process and retain your personal data for the purpose of recruitment in accordance with applicable data protection laws.
#LI-Remote