Subtotal

Subtotal is a fast-growing, seed-stage B2B software startup helping brands take ownership of the customer experience in their largest channel: retail. We connect shoppers, brands, and retailers through a modern data platform that makes retail purchases visible and actionable.

We're early, building fast, and looking for a Head of Partnerships who can help turn our partner channel into a real revenue engine.

Partnerships are already one of our largest sources of deal flow. You'll own that channel end-to-end-defining our partner structure, recruiting new partners, deepening relationships with existing ones, and making sure our partners are equipped (and incentivized) to send us deals.

This is a build role. You'll work closely with the founding team to design how Subtotal partners with agencies, technology platforms, and the broader CPG ecosystem-and you'll partner with engineering on the integrations that make those relationships valuable.

• Build the partnership strategy: Define our partner program structure, tiering, incentives, and economics. Decide what kinds of partners (tech, agency, reseller, referral) matter most and why.

• Source new partners: Identify, recruit, and onboard new partners across CPG, retail, martech, and the Shopify ecosystem.

• Grow existing partnerships: Deepen relationships with current partners, design incentives that drive consistent deal flow, and turn warm partners into active referral sources.

• Enable partner sales teams: Train our partners' sales and CS teams on Subtotal, build enablement materials, and stay close enough to their reps that Subtotal is top of mind on the right deals.

• Drive integrations: Work with engineering and product to scope, prioritize, and ship partner integrations-and turn those integrations into real co-sell motion.

• Run co-marketing: Plan and execute joint campaigns, content, webinars, and co-sponsored events with partners.

• Represent Subtotal in market: Travel to industry events, conferences, and partner offices several times a year.

• 4+ years of partnerships, channel, or business development experience, ideally in B2B SaaS

• Track record of building or scaling a partner channel that drove meaningful revenue

• Comfort with both the strategic side (program design, incentives, structure) and the tactical side (working accounts, hosting calls, getting partners to actually send deals)

• Strong relationship instincts-you can build trust quickly with operators, founders, and partner sales teams

• Ability to work cross-functionally with engineering on integrations and with marketing on joint campaigns

• Hungry, self-directed, and comfortable in a fast-paced environment where the playbook is still being written

• Willingness to travel to industry events, conferences, and partner meetings several times a year

• A bias toward action and learning by doing

• Experience in CPG, retail, or the broader commerce ecosystem

• Existing network in the Shopify ecosystem (apps, agencies, SIs)

• Experience with modern partner tools

• Experience as an early partnerships hire at a seed- or Series A-stage startup

• Base salary $140K - $180K

• Performance-based bonuses tied to qualified partner referrals

• Meaningful equity

• Fully paid health insurance for you and your family