Global Partnerships Director

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Company Description

Xapien is one of the brightest and most exciting tech companies to appear over the last few years. The AI-powered automated research platform is redefining background research and gaining critical success from clients.

Every business in the world, in every sector, needs to know who they are engaging with and Xapien helps them answer that question - quickly and accurately. We use deep Natural Language Processing, AI and huge scale cloud infrastructure to automate human research.

We locate, collect, read, distil and assimilate hundreds of thousands of fragments of information - allowing us to understand a person or company like a human would.

We deliver daily insight to major financial institutions, industry regulators, charities and commercial organisations - and the potential market for the solution is enormous.

Founded in 2018 by experts in national intelligence and anti-money laundering, Xapien aims to revolutionise business due diligence with its AI-driven technology. Since securing Series A funding, our team has grown to 50, and we've achieved notable recognitions, including ranking 33rd globally in Chartis Research's FCC50 and winning the Entity Management award.

Job Description

The Role

We are looking for an experienced Director of Global Partnerships to help design, implement, and execute our channel partnerships strategy. Partnerships are a key driver of Xapien's rapid growth, and we need to ensure that we continue to scale our ecosystem effectively while deepening relationships with value-added resellers, due diligence firms, and risk consultancies.

This role requires someone who thrives in a fast-paced environment where strategic thinking, relationship-building, and execution are essential. You will play a crucial role in shaping how Xapien collaborates with partners, ensuring that our partnerships deliver maximum value and help extend our market reach. Working alongside the Head of Partnerships and Growth, as well as the Chief Revenue Officer, you'll be at the forefront of identifying and cultivating high-impact partnerships that drive revenue and expand our presence in the industry.

If you have a deep understanding of strategic partnerships, third-party risk management, or due diligence solutions-along with a passion for building commercial success through collaboration-this is an opportunity to make a lasting impact.

Core Responsibilities

• Develop and execute a multi-channel and multi-vertical approach targeting referral, reseller and integration partners
• Work closely with Sales, Operations, Marketing and Product to launch and manage new partnerships as well as strengthen existing partnerships to extend Xapien's reach and revenue
• Individually, and in collaboration with Marketing and Sales teams, identify, foster and develop relationships with new channel partners
• Maximise sales through existing channel partners
• Leverage internal and external resources to effectively position Xapien's value proposition to channel partners
• Generate passion and enthusiasm within our partner community, fostering a desire to promote, prioritise and sell Xapien's solutions
• Coordinate go-to-market plans including partner communications, joint marketing, sales training, sales incentives, lead qualification and referral process, and associated reporting
• Engage with new and existing channel partners to set, achieve and exceed targets by developing and executing annual sales plans
• Champion the channel programme internally to drive focus and appropriate level of investment
• Work closely with the Sales team to engage partners and establish 1-to-1 linkages between Sales and the partner's sales organization
• Negotiate effective commercial frameworks and agreements with channel partners
• Effectively use Xapien's CRM to forecast, track, develop and report activity with potential clients, channel partners and renewals

Qualifications

• Excellent working experience in business development, strategic partnership management, or B2B sales
• Proven track record of successful partnership management
• Deep understanding of due diligence, third-party screening or risk consulting products and/or services - either at a consultancy or data/technology company
• Familiarity with the key players in the third-party risk management/due diligence market and provider ecosystem
• Excellent interpersonal skills and entrepreneurial mindset
• Strong business acumen - familiarity with pricing, contract management & commercial awareness
• Strong communication and negotiation skills
• Analytical mindset with the ability to clearly articulate your thinking
• Ability to work autonomously and within a team

Additional Information

• Equity in the business in the form of shares - You will own a meaningful part of the business through our employee shares & equity programme
• Unlimited Paid Time Off for you to take time to recharge.
• A professional development fund of £1,000 per year - we invest in our people and always encourage growth!
• Private health and Life insurance
• High-spec MacBook + £200 for equipment setup
• Regular team lunches and social events, from go-karting to mini golf to karaoke to rounders in the park
• X day - one whole company day off every February so we can all switch off Slack and reset
• Flexible working + flexible hours (2 days per week in our WeWork in Moorgate)

**Please note, we cannot offer sponsorship to applicants (or transfer existing visas) at present**

Salary: up to £100,000 + bonus + equity (dependent on experience)

Our Values

• Take ownership - We keep our organisation simple, valuing people over policies. We encourage ownership and decision-making.
• Better together - We care about each other and go out of our way to help colleagues succeed. We value relationships and take a genuine interest.
• Transparent - Our business is creating transparency in business relationships; so internally we are 'default share', even when it feels uncomfortable.
• Glass-half-full - This is about being real but still choosing to be optimistic. We celebrate wins and encourage each other to build forward.
• Be pioneers - We are leaders not followers - bold, ambitious and can-do. We don't start with what's possible, we start with what we want to achieve, then ask 'what has to be true'?
• Move fast - This is our moment to make our mark on the world. So we work to ambitious deadlines, launch fast and iterate, always streamline, and remain decisive amid huge uncertainty.
• Value learning - We are all learning, always. We take time to explain, even if it's quicker to do it ourselves.
• Always decent - We are polite, thankful and straightforward. Everyone is down-to-earth, informal and approachable.
• A players - Working here should be stretching and exhilarating. We only hire, and keep, the best, enquiring people that will keep us on our toes.