Partnerships Manager

About ROLLER ROLLER is a global software-as-a-service company designed to help businesses in the leisure and attractions industry operate more efficiently and deliver great guest experiences. ROLLER helps its customers through a full suite of venue management features, including ticketing, point-of-sale, CRM, self-serve kiosks, memberships, digital waivers, and more. We are a fast-growing global company with customers in over 30 countries and a wide array of industries like theme parks, museums, zoos, trampoline parks, water parks, aquariums, and wake parks — just to name a few! At the heart of ROLLER is our team — which consists of 300+ highly energetic, driven, intelligent, and humble professionals, all contributing to help build a great and enduring business. We truly believe that the sky's the limit for us, and we are well on our way toward becoming a global success story. But most of all, we love what we do, and we are looking for like-minded people to join us on this amazing journey! About the Role We are seeking an experienced and commercially minded Partnerships Manager to join our team at ROLLER. This is a hybrid role, requiring 2 or more days onsite each week in our Austin office. In this role, you’ll own and grow a portfolio of strategic partners, with a focus on turning partnerships into a meaningful commercial growth engine for ROLLER. You’ll be responsible for developing strong partner relationships, identifying and executing joint go-to-market opportunities, generating pipeline, supporting co-sell motions, and ultimately driving measurable revenue and customer outcomes through our partner ecosystem. You’ll develop a deep understanding of ROLLER’s business, our customers and the leisure and attractions industry, as well as your partners’ products, technology and commercial objectives. You’ll initially own the strategy and execution for 1–2 partner categories, expanding your portfolio as our ecosystem grows. This is an ideal role for someone who combines strong relationship management with commercial acumen and a bias toward action. You know that great partnerships go beyond strong relationships — they create measurable value for both businesses. If you have experience building and growing commercial partnerships and are excited about helping scale a global partner ecosystem, we’d love to hear from you. What You'll Do Own & Grow Strategic Partnerships • Own the strategy, commercial performance and day-to-day relationships for your assigned partner categories. • Build trusted relationships with key stakeholders across partner organisations, from day-to-day counterparts through senior commercial leaders. • Develop joint business plans with priority partners, establishing clear objectives, growth opportunities and measures of success. • Identify opportunities to deepen and expand existing partnerships based on customer needs, market opportunities and ROLLER’s strategic priorities. • Evaluate inbound and outbound partnership opportunities based on strategic fit, customer value and commercial potential. Drive Commercial Outcomes • Develop and execute strategies to generate pipeline and revenue through partners, including referral, co-sell and partner-led opportunities. • Work closely with ROLLER’s Sales teams to identify target accounts, facilitate partner introductions and progress joint opportunities through the sales cycle. • Create compelling “better together” value propositions that clearly articulate the combined value of ROLLER and our partners to customers and prospects. • Identify and execute joint go-to-market initiatives with partners, including account mapping, campaigns, events, enablement and sales plays. • Develop strategies that enable partner-led sales and increase partner contribution to ROLLER’s overall commercial performance. • Track partner-sourced and partner-influenced pipeline, revenue and other key performance indicators to understand impact and identify opportunities for growth. Build a High-Performing Partner Ecosystem • Collaborate closely with Sales, Marketing, Product, Integrations and Customer Success to ensure partners are effectively integrated into ROLLER’s broader go-to-market strategy. • Work with Partner Marketing to develop joint campaigns, customer stories, events and other initiatives that create demand and increase awareness. • Partner with technical and product teams to ensure integrations and partner solutions address meaningful customer needs and support commercial growth. • Build repeatable playbooks and processes that allow successful partnership motions to scale across partners and categories. • Maintain accurate partner, pipeline and activity data in Salesforce and use data to evaluate partner performance and guide investment and prioritisation. • Keep abreast of industry trends, competitive dynamics and emerging technologies to identify new partnership opportunities for ROLLER. About You • 5+ years of experience in partnerships, business development, strategic alliances or another commercially focused go-to-market role, ideally within a SaaS or technology business. • Meaningful experience owning and growing commercial partnerships, with a track record of driving measurable business outcomes through partners. • Strong commercial acumen and experience identifying, developing and executing opportunities that contribute to pipeline and revenue. • Experience with partner-led growth motions such as referrals, co-selling, joint go-to-market programs, account mapping or channel sales. • Strong relationship management skills with the ability to build credibility and influence across both internal teams and external partner organisations. • Comfortable working directly with Sales teams and navigating complex commercial opportunities involving multiple stakeholders. • Strategic thinker who can translate broader business objectives into actionable partner plans — and then execute against them. • Data-driven approach to partnership management, with experience defining KPIs and using performance data to prioritise opportunities and investments. • Excellent communication and presentation skills, including the ability to engage confidently with senior internal and external stakeholders. • Strong organisational skills with the ability to independently manage multiple partners, opportunities and priorities. • Collaborative, proactive and comfortable operating in a fast-paced, evolving environment. • Proficiency with Salesforce or a similar CRM and an understanding of pipeline and revenue reporting. • Based in Austin, Texas and able to work from our Austin office at least 2 days per week. • Bachelor’s degree in Business, Marketing or a related field, or equivalent practical experience. Nice to Have • Experience working in SaaS, payments, hospitality technology, leisure and attractions, or another relevant technology ecosystem. • Experience managing technology or integration partnerships. • Experience building partner programs or commercial partnership motions in a high-growth environment. • Experience working across multiple partner categories or business models, including referral, technology, integration and channel partnerships. • Existing knowledge of the leisure and attractions technology landscape. Perks! 🚀 You get to work on a category-leading product that customers love in a fun, high-growth industry - check our Capterra and G2 reviews. 🌴 Paid leave for vacation, illness, and observed holidays. 🎊 Engage in our 'Vibe Tribe' – led by our team members; contribute to company-wide initiatives directly. Regular events, social activities, fundraising, and cause-related campaigns... you name it! ❤️ Team Member Assistance Program to proactively support your health and wellbeing – access to coaching, education modules, weekly webinars, and more. 🍼 16 weeks paid Parental Leave for primary carers and 4 weeks for secondary carers. 💰 401(k) plan with up to a 5% match. 🏥 Fully paid medical insurance. 💡 Work with a driven, fun, and switched-on team that likes to raise the bar in all we do! 📚 Individual learning & development budget plus genuine career growth opportunities as we continue to expand! 🏋️‍♀️ On-site amenities including a fully equipped gym, secure bike lockers, and shower facilities to support your health and active commute. What You Can Expect • Initial call with our Talent Acquisition Manager You'll have an initial call with our Talent Acquisition Manager to chat through some of your experience to date, salary expectations and you can check off any initial questions you might have. • Interview with our VP of Partnerships You'll get to meet with the VP of Partnerships to learn more about the role & ROLLER whilst also talking through your experience in more detail. • Loop Interviews This is where you will get to meet our wider ROLLER team to do a 'vibe check' on us to make sure our culture & vibe meet what you are looking for! • Offer If all lights are green and the fit feels right, we'll conduct reference checks and you'll receive an offer to join! #LI-Hybrid Successful applicants will be required to complete a background check (including criminal history) prior to commencement of employment