ABOUT THE ROLE

We are seeking a forward-thinking and results-oriented Head of Strategic Partnerships to lead the development and execution of our go-to-market and sales enablement strategy. In this high-impact role, you’ll act as a strategic driver and operational partner across ZEOS Sales, Customer Success, and Marketing teams to foster cross-functional alignment, rigorous performance management, and scalable growth.

While this is primarily an individual contributor role, you will also oversee and guide a small team focused on managing strategic partnerships, which include sales channels and integrators in the ZEOS Ecosystem. Further, as a senior leader of the ZEOS Commercial team, you will be responsible for shaping GTM plans, optimizing sales processes, supporting the broader ZEOS Commercial organization, and ensuring our partner ecosystem contributes meaningfully to revenue outcomes.

This is a unique opportunity to shape how we bring our solutions at ZEOS to market, accelerate growth through channel and partner development, and foster a culture of commercial excellence within the sales and account development organization.

INCLUSIVE BY DESIGN 

At Zalando, our vision is to be inclusive by design. And this vision starts with our hiring - we do not discriminate on the basis of gender identity, sexual orientation, personal expression, ethnicity, religious belief, or disability status. You are welcome to leave out your picture, age, or marital status from your application. We only assess candidates on their qualifications and merit.

We want to provide you with a great candidate experience. Feel free to inform us of any accommodations you may need, so we can best support you throughout the hiring process. 

do.BETTER - our diversity & inclusion strategy: https://corporate.zalando.com/en/our-impact/dobetter-our-diversity-and-inclusion-strategy

Our employee resource groups: https://corporate.zalando.com/en/our-impact/our-employee-resource-groups

WHAT WE’D LOVE YOU TO DO (AND LOVE DOING)

• Develop GTM Strategy: Lead the development and continuous improvement of our GTM strategies, in collaboration with Sales, Marketing, and Product teams. Translate high-level business objectives into actionable sales development strategies across both inbound and outbound leads.

• Oversee Partnerships and Channels Team: Provide leadership and strategic direction to team members in managing key sales partnerships, channel/marketplace relationships, and integration partners. Identify new partnership opportunities, develop joint GTM initiatives, and ensure partnership programs are structured to support scalable growth and mutual value creation.

• Sales Operations: Develop concepts, tools, and processes that enable the sales team to operate more efficiently and effectively.

• Strategic Operations & Performance Management: Establish and maintain performance metrics that provide visibility into sales and account development. Analyze sales funnel and pipeline data to identify bottlenecks, trends, and optimization opportunities. Deliver regular reporting and insights to senior leadership and drive continuous improvement across sales motions.

• Cross-Functional Collaboration: Act as a key liaison between Sales, Marketing, Product, and Operations teams to ensure alignment on growth priorities and messaging. Facilitate joint planning sessions, ensure that cross-team dependencies are managed effectively, and help the organization execute against shared KPIs and goals.

• Team Coaching and Leadership Support: Provide guidance and mentorship to sales/account development and partnership managers —without direct reporting lines— by sharing best practices, offering strategic input, and helping team members grow professionally. Act as a resource and sounding board to help individuals overcome challenges and achieve performance excellence.

• Drive Sales Culture and Operational Rigor: Promote a high-performance, data-informed sales culture grounded in accountability, learning, and collaboration. Introduce scalable processes, ensure adherence to operational standards, and champion experimentation and continuous feedback loops within the sales team.

WE’D LOVE TO MEET IF YOU HAVE:

• Experience: 6–10+ years of experience in GTM strategy, sales operations, business development, or a related field—preferably in B2B SaaS or technology-driven environments.

• Leadership Skills: Demonstrated success leading initiatives and overseeing small, high-performing teams, particularly in partnership/channel development or sales strategy roles. Comfortable operating cross-functionally without formal authority.

• GTM Expertise: Deep understanding of B2B GTM frameworks, sales development strategies, and channel/partner ecosystems. Proven track record of designing and executing go-to-market strategies across inbound and outbound motions. This includes working with Product and Marketing to define customer segments, value propositions, messaging frameworks, sales plays, and launch strategies. Experience aligning GTM plans with product roadmaps and revenue goals is key.

• Strategic and Analytical Thinking: Proven ability to synthesize complex data into clear insights and strategic direction; strong experience with pipeline analysis and sales metrics.

• Operational Excellence: Experience optimizing sales operations, including processes, tooling, and performance measurement.

• Collaborative Nature: Strong track record of cross-functional collaboration with Sales, Marketing, Product, and Sales Operations/Customer Success teams.

• Communication & Influence: Executive-level communication skills; capable of influencing and aligning stakeholders across all levels of the organization.

OUR OFFER

Zalando provides a range of benefits, here’s an overview of what you can expect. Ask your Talent Acquisition Partner to learn more about what we offer.

• Employee shares program

• 40% off fashion and beauty products sold and shipped by Zalando, 30% off Zalando Lounge, discounts from external partners

• 2 paid volunteering days a year

• Hybrid working model with up to 60% remote per week, actual practice is up to each team to best support their collaboration  

• Work from abroad for up to 30 working days a year

• 27 days of vacation a year to start

• Relocation assistance available (subject to prior agreement)

• Family services, including counseling and support

• Health and wellbeing options (including Gympass)

• Mental health support and coaching available

Learn all about Zalando and our values here: https://jobs.zalando.com/en/?gh_src=22377bdd1us