Testlio is looking for a Vice President, Ecosystem Partnerships to build, scale, and operationalize a world-class sell-with-partner ecosystem. This role defines our global ecosystem strategy, turning integrations and alliances into measurable revenue impact through deep, revenue-producing partnerships.
What You'll Do
- Define and execute a global ecosystem partnerships strategy aligned to Testlio’s GTM priorities.
- Identify sell-with partnerships to accelerate revenue, retention, and expansion.
- Establish a clear engagement framework for technology partners, platform partners, and strategic alliances.
- Monitor market dynamics and competitive ecosystems to identify new partnership categories.
- Build and grow senior-level relationships with partners across test management, testing, and DevOps/ALM ecosystems.
- Negotiate and structure partnership agreements spanning joint GTM motions, co-marketing, and field enablement.
- Build repeatable sell-with motion in partnership with Sales, Marketing, and Delivery leadership.
- Own clear revenue and pipeline targets tied to partner-sourced and partner-influenced booked revenue.
- Enable field teams with partner-specific use cases, joint value propositions, and account-level playbooks.
- Drive partner-sourced and partner-influenced pipeline with clear targets, attribution, and reporting.
- Partner closely with Product to prioritize integrations that unlock GTM leverage.
- Act as the voice of the ecosystem internally, translating partner needs into actionable product and roadmap input.
- Establish partner tiers, onboarding programs, certification programs, and enablement resources to accelerate adoption.
- Create metrics, dashboards, and board-level reporting to demonstrate ecosystem impact.
What We're Looking For
- 10+ years of experience in partnerships, alliances, or ecosystem roles within software or SaaS.
- Proven success building sell-with partnerships beyond referral-only models.
- Direct experience working with or alongside platforms such as BrowserStack, TestRail, Xray, Atlassian/Jira, or similar ecosystems.
- Strong commercial instincts with a clear understanding of how partnerships drive revenue.
- Experience operating globally across the United States, Europe and ideally Asia.
- Strong leadership skills and the ability to inspire and motivate cross-functional teams.
- Excellent communication and interpersonal skills, with the ability to effectively interact with stakeholders at all levels.
- Business orientation to translate technical outputs into meaningful customer value.
- Adaptability to thrive in fast-changing environments where priorities evolve as we scale.
Team & Environment
You will report to the CRO and work cross-functionally with Sales, Marketing, Delivery, and Product.
Benefits & Compensation
- Flexible paid time off—including national holidays, personal days, and sick days.
- Stock options.
- $300 annual learning stipend.
Work Mode
This role is open to candidates in Europe and operates within our global, remote-first culture built around asynchronous work.
Testlio is an equal-opportunity employer deeply committed to creating an inclusive environment for people of all backgrounds and identities.
