Position OverviewGreentown Labs is seeking a senior, relationship-driven Director of Partnerships to own some of our most strategic partner accounts. Reporting to the Director, Partnerships, this role operates autonomously across a portfolio of corporate partner accounts, owning the relationships, deliverables, renewals, and growth within them.The Director of Partnerships will step into an active book of partner accounts and be accountable for retention, activation, strategic engagement delivery, upsell across your accounts, and the overall value and size of your portfolio. From time to time you will also take on strategic partnership projects for the team. This is an account-ownership role at the senior end of the Partnerships organization, distinct from new business development, which sits with our BD team.This is a role for a partnerships professional who can run a complex account portfolio on their own, move easily between a corporate executive and a startup founder, and is energized by working in a fast-paced, mission-driven environment. What you'll doAccount Portfolio &amp; Delivery<ul style=""><li style="color:rgb(0,0,0);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Own a portfolio of Greentown's broader and most strategic corporate partner accounts, operating fully independently across them</li><li style="margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Deliver on partnership engagements and ensure portfolio activation with a focus on customer delight</li><li style="margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Deliver strategic matchmaking opportunities across the Greentown member and partner portfolio</li><li style="margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Fully own onboarding and renewals across your portfolio, and carry upsell into your strategic accounts</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Grow the total value and partner count of your book over time</li></ul>Partner Relationships<ul style=""><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Cultivate and hold senior partner relationships, from onboarding through renewal and expansion</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Deliver real, visible value to partners and represent Greentown credibly to senior corporate, member, and ecosystem stakeholders</li></ul>Events &amp; Strategic Projects<ul style=""><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Develop programming for and execute Sector Pitch Days and other Greentown-led programming held in Somerville</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Take on strategic partnership projects for the team as they arise</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Support the development and improvement of systems and processes within Salesforce, including building and updating dashboards, reports, and data infrastructure</li></ul>Operating Discipline &amp; Cross-Site Work<ul style=""><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Maintain CRM hygiene, accurate account records, and proper data tracking and reporting on your portfolio</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Work across Somerville and Houston and alongside programs, marketing, and events so partnerships reinforce the rest of Greentown's work</li></ul> Who You AreYou are a seasoned partnerships professional who can run a strategic account portfolio independently and deliver for partners at the highest level. You are mission-driven, externally oriented, and dependable. You are:<ul style=""><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">An independent operator who can own a complex book of accounts end to end, from delivery through renewal and upsell</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">A confident communicator across audiences, from startups and corporates to executives and internal teammates, and a strong voice for the Greentown brand</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Equally credible with a corporate executive and a startup founder, with no purity test</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">A systems thinker who keeps CRM, account records, and reporting accurate and current</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Genuinely interested in the climatetech ecosystem and the work our members are doing, with a real eagerness to learn the stories driving the energy transition</li></ul>Qualifications<ul style=""><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Experience: 8+ years of progressive experience in partnership or account management, including independent ownership of a portfolio of strategic accounts with responsibility for renewals and upsell</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Account Management: Demonstrated track record managing complex, senior partner or client accounts on your own, with retention and growth in your name</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Education: Bachelor's degree or equivalent experience; concentrations in business, sustainability, or a related field a plus</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Communication: Excellent written and verbal communication skills with the ability to represent the organization to senior internal and external stakeholders</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Mission: Genuine climate and energy fluency, able to connect a partner's interest to the right part of Greentown's portfolio</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Organization: Strong account and operating discipline; fluent with CRM tools like Salesforce or comparable, plus Google Workspace and Microsoft Office Suite</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">In-Person: Comfort with a hybrid on-site presence at our Somerville location, three days a week and more as needed for partner engagements, with travel to Houston as the work requires</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Preferred: Familiarity with the climatetech, energy, or built-environment ecosystem; experience owning enterprise or strategic partner accounts</li></ul> What Success Looks LikeIn your first 6–12 months, you will have:<ul style=""><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Taken full ownership of your inherited portfolio of strategic accounts and become the trusted owner of those relationships</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Delivered strong retention and clean renewals across your portfolio, with upsell into your strategic accounts</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Grown the total value and partner count of your book</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Developed and delivered Greentown-led programming, such as a Somerville Sector Pitch Day</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Built effective working relationships across Somerville and Houston</li></ul> General Physical DemandsReasonable accommodations will be provided upon request to enable candidates to perform the essential functions of the position.<ul style=""><li style="color:rgb(32,32,34);margin:3px 0px;font-size:10pt;line-height:1.6;letter-spacing:0.25px;">Communication: Regularly required to communicate with others in person, via phone, and virtually/electronically</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:10pt;line-height:1.6;letter-spacing:0.25px;">Stationary Work: Prolonged periods working on a computer</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:10pt;line-height:1.6;letter-spacing:0.25px;">Mobility: Regularly moving around the office to interact with colleagues, access files, and attend meetings</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Physical Demands: Lifting and carrying up to 25 lbs.</li></ul>Additional Considerations<ul style=""><li style="color:rgb(32,32,34);margin:3px 0px;font-size:10pt;line-height:1.6;letter-spacing:0.25px;">Travel: Occasional travel may be required to attend off-site events or conferences.</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:10pt;line-height:1.6;letter-spacing:0.25px;">Late Hours: Evening work will be necessary for some events.</li></ul>Work Location and ScheduleGreentown staff generally operate on a hybrid schedule, with expectations to be on-site at Greentown’s office at least three days per week, with the option to work remotely two days per week. Occasional evening work will be expected to support and capture content at events. Our standard business hours are 9:00 a.m. - 5:30 p.m.Compensation and Benefits<ul style=""><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Competitive salary and <a href="https://docs.google.com/document/d/17Sva4qj4f1NgfQnfp780b9bDGPq1OYN--fjv3PhHHvA/edit?usp=sharing" style="color:rgb(30,74,169);cursor:pointer;">benefits package</a></li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Be a part of a dynamic and growing organization committed to making a positive impact on the world</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Work in a collaborative and supportive environment with opportunities for professional development</li><li style="color:rgb(32,32,34);margin:3px 0px;font-size:11pt;line-height:1.6;letter-spacing:0.25px;">Employees may be eligible for incentive compensation at year-end; incentive compensation is tied to organizational performance and individual performance</li></ul>Equal Opportunity StatementGreentown Labs is an Equal Opportunity Employer and we do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, pregnancy, status as a veteran, genetic information, and basis of disability or any other federal, state, or local protected class.Greentown Labs seeks to fully represent our community and constituencies—particularly low-income communities and communities of color—to amplify those voices and provide opportunities to participate in the direction and leadership of the organization. We actively encourage candidates from broad, diverse backgrounds to apply.Accommodations: In compliance with the Americans with Disabilities Act (ADA) and the Pregnant Workers Fairness Act (PWFA), Greentown Labs will provide reasonable accommodations to qualified individuals with disabilities and encourages both prospective and current employees to discuss potential accommodations with the employer. To request an accommodation during the application process, please contact <a href="mailto:hr@greentownlabs.com" style="color:rgb(30,74,169);cursor:pointer;">hr@greentownlabs.com</a>.At-will EmploymentThis job description is for informational purposes only and does not constitute a contract of employment for any specific duration. Employment with Greentown Labs is at-will, meaning that the employment relationship can be terminated by the employee or the Company at any time, for any reason, with or without notice.

Greentown Labs is a 501(c)(3) nonprofit accelerating climatetech innovation for the planet, people, and prosperity. As the world’s largest climatetech and energy startup incubator, Greentown catalyzes ecosystems to provide entrepreneurs mission-critical access to labs, equipment, customers, capital, talent, community, and resources for business and leadership growth. Across its two incubators in Somerville, MA and Houston, TX, Greentown is home to more than 250 startups and has supported more than 675 since its founding in 2011; these startups, with a survival rate of 88 percent, have collectively created more than 16,600 jobs and raised more than $12.5B in funding.For more information, visit <a target="_blank" rel="noopener noreferrer nofollow" href="http://www.greentownlabs.com">www.greentownlabs.com</a> or <a target="_blank" rel="noopener noreferrer nofollow" href="https://bit.ly/3v3C46Y">follow Greentown on LinkedIn</a>.

Director of Partnerships

Position OverviewGreentown Labs is seeking a senior, relationship-driven Director of Partnerships to own some of our most strategic partner accounts. Reporting to the Director, Partnerships, this role operates autonomously across a portfolio of corporate partner accounts, owning the relationships, deliverables, renewals, and growth within them.The Director of Partnerships will step into an active book of partner accounts and be accountable for retention, activation, strategic engagement delivery, upsell across your accounts, and the overall value and size of your portfolio. From time to time you will also take on strategic partnership projects for the team. This is an account-ownership role at the senior end of the Partnerships organization, distinct from new business development, which sits with our BD team.This is a role for a partnerships professional who can run a complex account portfolio on their own, move easily between a corporate executive and a startup founder, and is energized by working in a fast-paced, mission-driven environment. What you'll doAccount Portfolio &amp; Delivery<ul><li>Own a portfolio of Greentown's broader and most strategic corporate partner accounts, operating fully independently across them</li><li>Deliver on partnership engagements and ensure portfolio activation with a focus on customer delight</li><li>Deliver strategic matchmaking opportunities across the Greentown member and partner portfolio</li><li>Fully own onboarding and renewals across your portfolio, and carry upsell into your strategic accounts</li><li>Grow the total value and partner count of your book over time</li></ul>Partner Relationships<ul><li>Cultivate and hold senior partner relationships, from onboarding through renewal and expansion</li><li>Deliver real, visible value to partners and represent Greentown credibly to senior corporate, member, and ecosystem stakeholders</li></ul>Events &amp; Strategic Projects<ul><li>Develop programming for and execute Sector Pitch Days and other Greentown-led programming held in Somerville</li><li>Take on strategic partnership projects for the team as they arise</li><li>Support the development and improvement of systems and processes within Salesforce, including building and updating dashboards, reports, and data infrastructure</li></ul>Operating Discipline &amp; Cross-Site Work<ul><li>Maintain CRM hygiene, accurate account records, and proper data tracking and reporting on your portfolio</li><li>Work across Somerville and Houston and alongside programs, marketing, and events so partnerships reinforce the rest of Greentown's work</li></ul> Who You AreYou are a seasoned partnerships professional who can run a strategic account portfolio independently and deliver for partners at the highest level. You are mission-driven, externally oriented, and dependable. You are:<ul><li>An independent operator who can own a complex book of accounts end to end, from delivery through renewal and upsell</li><li>A confident communicator across audiences, from startups and corporates to executives and internal teammates, and a strong voice for the Greentown brand</li><li>Equally credible with a corporate executive and a startup founder, with no purity test</li><li>A systems thinker who keeps CRM, account records, and reporting accurate and current</li><li>Genuinely interested in the climatetech ecosystem and the work our members are doing, with a real eagerness to learn the stories driving the energy transition</li></ul>Qualifications<ul><li>Experience: 8+ years of progressive experience in partnership or account management, including independent ownership of a portfolio of strategic accounts with responsibility for renewals and upsell</li><li>Account Management: Demonstrated track record managing complex, senior partner or client accounts on your own, with retention and growth in your name</li><li>Education: Bachelor's degree or equivalent experience; concentrations in business, sustainability, or a related field a plus</li><li>Communication: Excellent written and verbal communication skills with the ability to represent the organization to senior internal and external stakeholders</li><li>Mission: Genuine climate and energy fluency, able to connect a partner's interest to the right part of Greentown's portfolio</li><li>Organization: Strong account and operating discipline; fluent with CRM tools like Salesforce or comparable, plus Google Workspace and Microsoft Office Suite</li><li>In-Person: Comfort with a hybrid on-site presence at our Somerville location, three days a week and more as needed for partner engagements, with travel to Houston as the work requires</li><li>Preferred: Familiarity with the climatetech, energy, or built-environment ecosystem; experience owning enterprise or strategic partner accounts</li></ul> What Success Looks LikeIn your first 6–12 months, you will have:<ul><li>Taken full ownership of your inherited portfolio of strategic accounts and become the trusted owner of those relationships</li><li>Delivered strong retention and clean renewals across your portfolio, with upsell into your strategic accounts</li><li>Grown the total value and partner count of your book</li><li>Developed and delivered Greentown-led programming, such as a Somerville Sector Pitch Day</li><li>Built effective working relationships across Somerville and Houston</li></ul> General Physical DemandsReasonable accommodations will be provided upon request to enable candidates to perform the essential functions of the position.<ul><li>Communication: Regularly required to communicate with others in person, via phone, and virtually/electronically</li><li>Stationary Work: Prolonged periods working on a computer</li><li>Mobility: Regularly moving around the office to interact with colleagues, access files, and attend meetings</li><li>Physical Demands: Lifting and carrying up to 25 lbs.</li></ul>Additional Considerations<ul><li>Travel: Occasional travel may be required to attend off-site events or conferences.</li><li>Late Hours: Evening work will be necessary for some events.</li></ul>Work Location and ScheduleGreentown staff generally operate on a hybrid schedule, with expectations to be on-site at Greentown’s office at least three days per week, with the option to work remotely two days per week. Occasional evening work will be expected to support and capture content at events. Our standard business hours are 9:00 a.m. - 5:30 p.m.Compensation and Benefits<ul><li>Competitive salary and <a href="https://docs.google.com/document/d/17Sva4qj4f1NgfQnfp780b9bDGPq1OYN--fjv3PhHHvA/edit?usp=sharing">benefits package</a></li><li>Be a part of a dynamic and growing organization committed to making a positive impact on the world</li><li>Work in a collaborative and supportive environment with opportunities for professional development</li><li>Employees may be eligible for incentive compensation at year-end; incentive compensation is tied to organizational performance and individual performance</li></ul>Equal Opportunity StatementGreentown Labs is an Equal Opportunity Employer and we do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, pregnancy, status as a veteran, genetic information, and basis of disability or any other federal, state, or local protected class.Greentown Labs seeks to fully represent our community and constituencies—particularly low-income communities and communities of color—to amplify those voices and provide opportunities to participate in the direction and leadership of the organization. We actively encourage candidates from broad, diverse backgrounds to apply.Accommodations: In compliance with the Americans with Disabilities Act (ADA) and the Pregnant Workers Fairness Act (PWFA), Greentown Labs will provide reasonable accommodations to qualified individuals with disabilities and encourages both prospective and current employees to discuss potential accommodations with the employer. To request an accommodation during the application process, please contact <a href="mailto:hr@greentownlabs.com">hr@greentownlabs.com</a>.At-will EmploymentThis job description is for informational purposes only and does not constitute a contract of employment for any specific duration. Employment with Greentown Labs is at-will, meaning that the employment relationship can be terminated by the employee or the Company at any time, for any reason, with or without notice.

Director of Partnerships

About the Job

About the Company

Greentown Labs

Similar Jobs

Partnerships Director

Partnerships Director

Director, Business Development

Director, Business Development

Director, Origination

Director, Origination

VP of Global Channels & Alliances

VP of Global Channels & Alliances

6.1. Vice President of Partnerships

6.1. Vice President of Partnerships

Head of Partnerships

Head of Partnerships

Institutional Partnerships Senior Associate

Institutional Partnerships Senior Associate

Partnership Manager

Partnership Manager

Head of Development

Head of Development

Manager of Partnerships

Manager of Partnerships