ISV & Marketplace Partnerships, Lead at Stuut in New York, NY

Job description

About Stuut Stuut is the AI coworker that runs order-to-cash for the world’s leading enterprises. Across order management, credit, collections, payments, cash application, disputes and deductions, Stuut does the work end to end and keeps going until the cash hits the bank. Over 150 companies, spanning the mid-market to the Fortune 50, including Honeywell, ZoomInfo and PerkinElmer, use Stuut to unlock up to 40% more cash flow and cut DSO by 47%. More than $3 billion has moved through the platform to date. Founded in New York by Tarek Alaruri and Ben Winter, Stuut has raised $93 million from Insight Partners, Andreessen Horowitz, M12, Microsoft’s Venture Fund, and others. Learn more at stuut.ai. The Role We’re hiring someone to turn Stuut’s marketplace channel from launched into revenue. We are live on the Microsoft commercial marketplace and the AWS process is underway, so the rails are going in. What does not exist yet is a co-sell motion, or anyone whose full-time job is turning marketplace presence into transacted revenue. That’s the gap you’re here to close, and you’ll be starting with a running head start rather than a blank page. You’ll also be starting with an advantage most ISVs never get: M12, Microsoft’s venture fund, is an investor in Stuut, and we already run a weekly cadence with them. The relationship is live and warm. Enterprise finance buyers increasingly purchase software through Microsoft, AWS, and Google Cloud because it draws down committed cloud spend they have already promised, and because their procurement teams have pre-approved the paper. Separately, the vertical platforms our ICP already runs on, ServiceNow and ServiceTitan among them, operate their own app marketplaces with their own certification bars, their own field sellers, and their own lead flow. That is a second route to market alongside the hyperscalers, and it is yours to build. You will own that entire route to market: the listings, the transactable offers, the co-sell motions, the certifications, and the revenue that comes through them. This is not a listings-maintenance job. You will own a number, you will be the person who surfaces what the product needs in order to transact on these marketplaces, and you will be the person who turns “we’re listed” into “Microsoft’s field sellers get quota credit for selling Stuut.” The pace is fast and the bar is high. We expect a marketplace transaction in your first month and meaningful Microsoft co-sell traction inside two quarters. This channel compounds: the first transactable offer is hard, the tenth partner takes a week. What You’ll Do • Own Stuut’s presence across the three hyperscaler marketplaces: inherit and monetize the live Microsoft commercial marketplace listing, finish and launch AWS Marketplace, and stand up Google Cloud Marketplace behind them • Close marketplace transactions. Private offers, multiparty offers, renewals migrated onto marketplace paper. You carry the number, not the listing count • Drive Stuut to Microsoft Azure IP Co-Sell Eligible status, the gate at which Microsoft’s own sellers earn quota credit for selling our product, and build the co-sell motion that follows it • Take over and own the weekly M12 cadence, and convert it into working Microsoft partner-organization access: named partner development managers, ISV success managers, and the field sellers who actually carry the quota. You set the agenda and bring specific asks rather than progress updates. The Director of Partnerships retains the executive relationship and is available where an exec conversation is what unlocks something • Build and own the vertical ISV ecosystem: ServiceNow Technology Partner Program and Store certification, the ServiceTitan App Marketplace, and the next wave of platform marketplaces where our ICP already lives • Translate marketplace requirements into clear product feedback and surface it early: metering, entitlement, private-offer billing, marketplace-mediated provisioning, tenancy, an