Location: Remote (Europe preferred)

Type: Full-time

Team: Business & Partnerships

About KrakenD

KrakenD is a high-performance, open-source API Gateway trusted by 40,000+ companies worldwide—from startups to Fortune 500 enterprises and government agencies. Our platform is built for teams that need full control, on-premise deployment, and strict compliance with data privacy regulations.

We’re a small, fully remote team of 9 people, recently acquired by Shop Circle (August 2025) as part of its B2B infrastructure portfolio.

The Opportunity

Our partner channel is one of our fastest-growing revenue streams. We’ve already laid the groundwork: a formal partner program, clear commercial terms, and partners delivering strong results across multiple regions.

Now it’s time to scale—deliberately and strategically. We’re looking for someone to own the partner channel end-to-end: recruiting new partners in key markets, deepening existing relationships, and evolving the program to unlock its full potential.

The Role

This is the first dedicated partner hire at KrakenD. High autonomy, real ownership, and direct influence on how partnerships become a core growth engine.

What you’ll do

Recruit new partners (~60%)

• Identify and prospect consultancies, system integrators, resellers, and technical agencies aligned with our ICP
• Build targeted outreach strategies for key regions (EU, USA, Middle East)
• Lead conversations from first contact to signed partnership agreements
• Create a repeatable, scalable partner recruitment playbook

Manage and activate existing partners (~40%)

• Own relationships with current partners through regular check-ins, QBRs, and pipeline reviews
• Support partner-sourced opportunities throughout the sales cycle
• Coordinate co-marketing initiatives (webinars, case studies, events)
• Ensure partners are fully enabled to sell KrakenD effectively

Shape the partner program

• Review and refine our existing program (structure, tiers, incentives, commercial terms)
• Identify gaps, iterate on what works, and propose improvements
• Help define the long-term channel strategy together with the founding team

What We’re Looking For

Must-haves

• Native or near-native English
• Proven experience in partner/channel roles within B2B software (ideally infrastructure, developer tools, or technical SaaS)
• Hands-on experience with outbound partner recruitment
• Strong commercial mindset and deal-structuring instincts
• Excellent relationship-building and stakeholder management skills
• Self-starter attitude with a strong sense of ownership and accountability

Nice-to-haves

• Experience working with partners in regulated industries (healthcare, financial services, government)
• Existing partner network in the EU, USA, or Middle East
• German or French language skills
• Experience building or scaling a partner program from an early stage

Why Join KrakenD

• Proven channel traction: Partners are already generating meaningful revenue
• Greenfield ownership: Build the partner function from the ground up
• Strategic impact: This is not a “spreadsheet role”—you’ll shape company-level thinking
• Founder-led, remote-first culture: Fast decisions, zero politics
• Financial stability + startup agility: Backed by Shop Circle, operating independently

Compensation

Competitive base salary plus a performance-based component tied directly to channel growth.

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