This role involves driving Ethena's partnership strategy, managing relationships with partners, identifying new opportunities, and collaborating cross-functionally to optimize revenue impact.
Who we are
Hi there 👋 We’re Ethena, compliance training that customizes itself to you. Ethena combines top-rated training content with intelligent AI that builds and adapts training to reflect your company’s unique brand, roles, policies, and risks, so it feels like your team, whether that’s hard hats or virtual meetings. From auto-assigning courses based on HRIS data to transforming your policies into interactive training in minutes, Ethena helps People, Legal, and Compliance teams launch in days (not months) and cut learner seat time by up to 60% with adaptive learning paths. Ethena supports 5M+ learners across 2,000+ organizations, with a 93% learner approval rating and 96% customer renewal rate. Over the past several years, we’ve delivered consistent, durable growth, including 120%+ net dollar retention, 95%+ gross dollar retention, and strong enterprise expansion across industries. Ethena has become a go-to compliance partner for modern, global organizations.
Beyond training, Ethena unifies core compliance tools, Hotline & Case Management, Policy Bot, and Phishing Simulator, into a single platform, with built-in audit trails and compliance controls teams can trust.
Trusted by teams at companies like Genesco, Asana, Pinterest, and Synaptics, it’s a great time to join us.
How we work
We’re a team that values diversity in all its forms and loves adding new perspectives. We ask thoughtful questions, challenge assumptions, and build with empathy, for customers and for each other. We care about craft, we love feedback, and we take ownership. We also embrace humor (yes, the puns are real), because doing serious work doesn’t have to feel so serious.
Our workforce is fully remote, and your personal working hours can be based on your own timezone. All team-wide meetings are scheduled to be inclusive of all North American time zones.
Who we're looking for
We’re looking for a Partnerships Lead to take Ethena’s partnerships motion to the next level.
You’ll be responsible for driving our partnerships strategy, strengthening existing partner relationships, and pursuing new avenues to increase revenue impact through partnerships. We want someone who can bring fresh, creative ideas and operate autonomously.
This role will report directly into the C-suite.
If you’re equal parts relationship-builder and commercial operator — and you get a little thrill from turning a good partnership into a great one — keep reading.
What you'll do
- Own our partnerships strategy: define where we play, how we win, and how we scale the partnership motion.
- Grow and deepen revenue-driving partnerships: expand existing relationships through joint planning, co-selling, partner enablement, and new initiatives.
- Identify new partnership opportunities: pursue high-potential partners aligned to our customer base, product value, and growth strategy.
- Create repeatable processes: build the playbooks, partner tiers, engagement models, and internal workflows that make partnerships scalable.
- Drive cross-functional execution: collaborate with Marketing, Sales, and Product to launch and run programs that increase partner-sourced and partner-influenced ARR.
- Measure what matters: define success metrics, track performance, and continuously optimize based on what’s working.
- Bring new ideas: we don’t want “same-old partnership playbook.” We want thoughtful experimentation, sharp prioritization, and relentless execution.
What makes a great candidate
- Experience in enterprise partnerships, business development, or strategic growth roles, ideally in B2B SaaS (or similarly complex, high-growth environments).
- Proven experience growing partnerships that drive revenue, especially building partnerships from early-stage to scale
- Strong strategic thinking and strong execution (you can build the strategy and run the play).
- Confidence operating independently: you don’t need someone telling you what to do every day (but you do love teammates).
- Excellent relationship-building and negotiation skills, with strong commercial instincts.
- Strong analytical skills: you’re comfortable using data to prioritize, forecast impact, track pipeline, and prove ROI.
- A self-starter who thrives in a hands-off management environment — someone who takes ownership of their work with a “roll up your sleeves mentality”, is comfortable with ambiguity, proactively identifies problems and solutions, and drives their work forward with minimal oversight.
- We’re an early-stage startup so we’re not just looking for someone to run a playbook. We want you to help build it.
- Passion for what we’re building here at Ethena and a strong alignment with our core values (which includes an impeccable sense of humor)
What’s going to be the hardest part
- Deciding which levers to pull. There is a world of possibility in our partnerships business, and it will be challenging to understand – and keep reassessing – what the best use of our time and effort is.
Compensation
- Below is the annual On Target Earnings (OTE) range for this role
At Ethena, we're committed to fair and equitable compensation. We carefully evaluate each candidate's skills and qualifications to provide our best possible offer upfront. Our no-negotiation policy ensures that our first offer is always our best offer, promoting pay equity throughout our organization.
Physical Demands
This is sedentary work that primarily involves sitting/standing in a home office environment.
Location
Ethena is a remote-first organization and is currently hiring candidates based in the United States.
We are not currently offering employer visa sponsorship for this role.
AI Usage in Interviews:
We’re big fans of AI and use it heavily in our day-to-day work. That said, to ensure fairness and accurate skill assessment, we do not allow the use of AI tools (including note takers, transcription tools, or recordings) during interviews. If you have questions or need accommodations, we’re happy to chat — just let us know.
Benefits
The benefits offered for this position can be found here. We provide unlimited PTO.
How to Apply
Applications for this position will be accepted via our job board. Excited about the opportunity, but worried you don’t meet all the requirements? Apply anyway, and give us both the chance to find out. We welcome you to read more about our approach to job descriptions by our Chief People Officer, Melanie Naranjo. Curious to know what it’s like to interview with us? Read more here.
Ethena is proud to be an Equal Opportunity Employer and is committed to a diverse and inclusive workplace. We believe that a successful organization is one that celebrates its employees for who they are, who they love, and the unique lens through which they experience the world. Ethena does not discriminate based on race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, Veteran status, or other legally protected status. We understand that our differences make us better. They empower us to learn from each other, lean on each other, and create a product and community that models the behavior we hope to see in others.
Disclaimer: The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.
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