Head of Strategic Partnerships

Manatal is an HRTech software service (B2B SaaS) company headquartered in Bangkok Thailand. Manatal is one of the fastest-growing start-ups in the region and is backed by Surge and Sequoia Capital. Manatal has a global presence and is trusted by thousands of businesses in over 135 countries.

Our goal is to transform the entire hiring process by making it simple efficient and enjoyable for recruiters hiring managers and candidates alike.

Our mission is to offer the best-in-class AI-powered technologies to empower small medium and large businesses in their staffing & recruitment transformation.

Mission of the Role:

As our Head of Strategic Partnerships you will own the go-to-market strategy for Manatals new B2B verticals from sourcing and structuring opportunities to closing high-value deals with strategic prospects. Our infrastructure service is the first of these where Manatal acts as the integration and distribution layer for large platforms and enterprises.

This is a commercial leadership role where you will build the pipeline run complex partnership cycles end-to-end and turn wins into a repeatable playbook. The role sits at the intersection of Business Development and Partnership Management with a direct correlation with Product Engineering and Technical Operations. Reporting directly to the SVP Marketing you will operate as a strategic partner to company leadership and build the function over time.

• Go-to-Market Strategy: Define which new B2B verticals Manatal should enter size each opportunity and build the go-to-market plan including target accounts positioning pricing logic and success criteria.
• Partnership Development: Identify develop and build commercial relationships with strategic prospects (large enterprises platforms marketplaces and ecosystem players). Engage senior and executive-level stakeholders and personally lead the initial conversations.
• Deal Structuring: Design commercial models for infrastructure deals (fixed fees usage- or volume-based pricing media-spend arrangements and multi-year terms). Lead negotiations through to signature working with Legal and Finance on contracts and terms.
• Strategic Account Management: Own the relationship with each strategic client through onboarding delivery and expansion. Act as the senior point of contact manage stakeholder changes on the client side and protect renewals.
• Partner Ecosystem Management: Build and manage relationships with channel and technology partners (job boards platforms and media partners). Align them on joint proposals and co-investment opportunities where relevant.
• Commercial Modeling & Business Cases: Build forecasts ROI cases and scenario models that stand up to scrutiny from Engineering Finance and Procurement teams.
• Cross-Functional Orchestration: Work with Product and Engineering to scope custom developments and with Product Marketing on case studies positioning and thought leadership.
• Playbook Development: Turn early deals into a repeatable go-to-market playbook covering qualification pitch pricing contracting and onboarding. Recruit and lead partnership and business development talent as the function scales.
• Performance Tracking: Define and report KPIs with a focus on pipeline created deals closed contracted ARR net revenue retention and sales cycle length. Maintain regular alignment with the SVP Marketing and company leadership.

• 10 years of experience in B2B SaaS platform or infrastructure businesses including senior roles in strategic partnerships business development or enterprise sales. Exposure to HR Tech marketplaces or API/integration businesses is a plus.
• Demonstrated track record of initiating and closing complex six-figure deals with mid-market and enterprise players with sales cycles involving multiple stakeholders (Engineering Procurement Finance Legal and executive sponsors).
• High commercial acumen: Able to structure creative deals build financial models defend pricing and negotiate firmly while preserving the relationship.
• Experience opening a new market vertical or business line taking it from zero to first revenue and then to a repeatable motion.
• Strong technical fluency: Comfortable discussing APIs integrations and infrastructure with technical leaders.
• Executive presence and credibility with senior stakeholders including the ability to build trust and momentum.
• Strategic thinker with a hands-on mindset comfortable operating with ambiguity and translating strategy into concrete execution plans.
• Exceptional written and verbal communication: Able to produce proposals business cases and executive updates that are clear precise and persuasive.
• You will be based in our Bangkok office while working primarily with strategic prospects and partners across Australia Singapore Europe and the United States. Fluent English required.

• This role is based at our Bangkok office in the heart of the city center
• As a team of diverse cultures and nationalities English language proficiency is required
• We enjoy collaborating in person and the team is working on-site

• Well-funded start-up backed by Surge & Sequoia
• Be part of one of the fastest-growing B2B SaaS start-ups in the region
• You will be collaborating with talented individuals in the industry
• Join a lively and highly international team
• Indulge in a challenging and innovative working culture
• Attractive medical healthcare plan
• Personal development allowance
• 2 weeks of work from anywhere per year
• Regular fun team-building activities
• Company trip

Get to know more about us and our product:

• Watch Manatals product demo: candidates can apply via this link: Hiring

  
  At Manatal we are dedicated to building an intuitive AI-powered application tracking system to streamline and transform the entire hiring and recruitment process.

  We are devoted to attracting the best talent worldwide to join our team and take pride in being an equal-opportunity workplace. We are committed to equal employment opportunities regardless of religion race ethnicity ancestry national origin gender gender identity sex sexual orientation marital or parental status disability age citizenship or other class protected by applicable law.