Partnerships Development Manager (Food & Restaurant SaaS)

Job title: Partnerships Development Manager (Food & Restaurant SaaS)

About the Role Partnerships Development Manager (Food & Restaurant SaaS) will focus on ecosystem strategy and target identification, recruiting, enabling, and managing third-party channel partners (agents, VARs, and ecosystem partners) to sell the company’s SaaS products to restaurants. The role is part of the Resell (Channel/Distribution) Team and aims to drive scalable growth through an external sales network, with emphasis on partner training, deal support, marketing resources, and governance. This position is based in Porto Alegre, Brazil with a hybrid work model.

What You'll Do

• Analyze the Restaurant Tech Stack to identify gaps and map the ideal software ecosystem for target customers (e.g., QSRs, fine dining, ghost kitchens, multi-location franchises) and identify integration targets.
• Source and evaluate potential technology partners to join the external sales network.
• Recruit, enable, and manage third-party channel partners (agents, VARs, and ecosystem partners) to sell the company's SaaS products to restaurant networks.
• Provide product and sales training to partners, help them demo the software, and handle common objections; support large deals with enterprise pricing and solution architecture.
• Provide localized marketing resources and co-sponsorships for local hospitality events to drive partner-driven demand.
• Monitor channel performance: track KPIs such as channel ARR/MRR, Active Partners, and Net Renewal Rate; ensure quarterly/annual revenue targets (GMV/ARR) are met; define territories to prevent channel conflict.
• Collaborate with internal teams to ensure alignment between partnerships and product strategy and to unblock partner-driven sales.

What We're Looking For

• Experience building and managing external reseller networks (agents, VARs, ecosystem partners) for B2B SaaS, ideally in the Food & Restaurant or hospitality space.
• Ability to identify, recruit, and evaluate channel partners and potential integration targets; strong negotiation and partner relationship management skills.
• Experience with partner enablement: product and sales training, co-selling, deal support, and provisioning marketing resources.
• Data-driven mindset with the ability to monitor KPIs, manage territories, and resolve channel conflicts.
• Willingness to work from Porto Alegre, Brazil and operate in a hybrid model.
• Desirable: familiarity with Restaurant Tech Stack components (POS hardware providers, wholesalers, marketing agencies) and local market dynamics.