Director of Partnerships
- Organization
- Greentown Labs
- Location
- Somerville, MA, US
- Job Type
- Full-time
- How to Apply
- Follow the link
- Where to Apply
- https://www.climatebase.org/job/74680923/director-of-partnerships
- Tags
- Full-time
About the Job
Position Overview
Greentown 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 do
Account Portfolio & Delivery
Own a portfolio of Greentown’s broader and most strategic corporate partner accounts, operating fully independently across them
Deliver on partnership engagements and ensure portfolio activation with a focus on customer delight
Deliver strategic matchmaking opportunities across the Greentown member and partner portfolio
Fully own onboarding and renewals across your portfolio, and carry upsell into your strategic accounts
Grow the total value and partner count of your book over time
Partner Relationships
Cultivate and hold senior partner relationships, from onboarding through renewal and expansion
Deliver real, visible value to partners and represent Greentown credibly to senior corporate, member, and ecosystem stakeholders
Events & Strategic Projects
Develop programming for and execute Sector Pitch Days and other Greentown-led programming held in Somerville
Take on strategic partnership projects for the team as they arise
Support the development and improvement of systems and processes within Salesforce, including building and updating dashboards, reports, and data infrastructure
Operating Discipline & Cross-Site Work
Maintain CRM hygiene, accurate account records, and proper data tracking and reporting on your portfolio
Work across Somerville and Houston and alongside programs, marketing, and events so partnerships reinforce the rest of Greentown’s work
Who You Are
You 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:
An independent operator who can own a complex book of accounts end to end, from delivery through renewal and upsell
A confident communicator across audiences, from startups and corporates to executives and internal teammates, and a strong voice for the Greentown brand
Equally credible with a corporate executive and a startup founder, with no purity test
A systems thinker who keeps CRM, account records, and reporting accurate and current
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
Qualifications
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
Account Management: Demonstrated track record managing complex, senior partner or client accounts on your own, with retention and growth in your name
Education: Bachelor’s degree or equivalent experience; concentrations in business, sustainability, or a related field a plus
Communication: Excellent written and verbal communication skills with the ability to represent the organization to senior internal and external stakeholders
Mission: Genuine climate and energy fluency, able to connect a partner’s interest to the right part of Greentown’s portfolio
Organization: Strong account and operating discipline; fluent with CRM tools like Salesforce or comparable, plus Google Workspace and Microsoft Office Suite
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
Preferred: Familiarity with the climatetech, energy, or built-environment ecosystem; experience owning enterprise or strategic partner accounts
What Success Looks Like
In your first 6–12 months, you will have:
Taken full ownership of your inherited portfolio of strategic accounts and become the trusted owner of those relationships
Delivered strong retention and clean renewals across your portfolio, with upsell into your strategic accounts
Grown the total value and partner count of your book
Developed and delivered Greentown-led programming, such as a Somerville Sector Pitch Day
Built effective working relationships across Somerville and Houston
General Physical Demands
Reasonable accommodations will be provided upon request to enable candidates to perform the essential functions of the position.
Communication: Regularly required to communicate with others in person, via phone, and virtually/electronically
Stationary Work: Prolonged periods working on a computer
Mobility: Regularly moving around the office to interact with colleagues, access files, and attend meetings
Physical Demands: Lifting and carrying up to 25 lbs.
Additional Considerations
Travel: Occasional travel may be required to attend off-site events or conferences.
Late Hours: Evening work will be necessary for some events.
Work Location and Schedule
Greentown 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
Competitive salary and benefits package
Be a part of a dynamic and growing organization committed to making a positive impact on the world
Work in a collaborative and supportive environment with opportunities for professional development
Employees may be eligible for incentive compensation at year-end; incentive compensation is tied to organizational performance and individual performance
Equal Opportunity Statement
Greentown 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 hr@greentownlabs.com.
At-will Employment
This 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.
Additional Information
Greentown Labs is seeking a senior, relationship-driven Director of Partnerships to own some of our most strategic partner accounts.
