Partnership Development Manager

About Balboa

Balboa is an AI-native consulting firm and Pendo Premier Solutions Partner. We help B2B SaaS companies unlock the full strategic value of their Pendo investment — driving adoption, retention, and revenue through a build-operate-transfer delivery model.

We're small, growing fast, and we build our own AI infrastructure to do the work: proprietary call intelligence, agent-driven delivery, and a context library that compounds with every engagement. You'll have better tooling here than at companies 50x our size.

The Role

This is not a dial-500-numbers-a-week job.

Our pipeline comes through relationships — primarily with Pendo's enterprise sellers, and with commercial accounts we've supported through Pendo's onboarding motion. Your job is to build and deepen those relationships: earn trust with Pendo AEs, get introduced into their accounts, and turn those introductions into qualified opportunities Balboa can win.

You'll also work our existing client base. Some of our best opportunities come from customers already in delivery — new teams, new use cases, new lines of business. You'll be close enough to those accounts to spot them.

You'll spend real time in person — at marketing events, partner QBRs, and customer meetings. You'll be the face of Balboa in rooms where Pendo sellers decide who they bring into their deals.

There's no playbook for this yet. You'll build it.

What You'll Do

• Own relationships with a territory of Pendo enterprise AEs — become the partner rep they call first
• Source opportunities from Pendo-introduced accounts and from commercial customers we've already worked with
• Partner with our delivery team to identify expansion within active clients — new teams, new use cases, managed services renewals and upgrades
• Prospect into named ICP accounts where there's clear runway to expand the value they're getting from Pendo
• Represent Balboa at conferences, partner events, happy hours, and QBRs
• Run first-call discovery and qualify to a clean handoff
• Keep HubSpot accurate enough that we can forecast off it
• Feed the field back into our GTM — what's landing, what's not, and what Pendo sellers need from us to bring us in more often

First Six Months, Success Looks Like

• Consistent, disciplined activity — the input side is fully in your control
• Named Pendo AE relationships that generate repeat referrals, not one-offs
• Measurable pipeline sourced, from both new logos and existing accounts
• Pipeline that converts — you stay involved through close

Required Experience

• 2–4 years of professional experience, ideally in a client- or customer-facing role at a B2B SaaS or professional services company
• Experience carrying a number, or directly supporting someone who did — you've felt the pressure of a quota cycle
• Track record of building relationships with people you don't manage and can't compel — partners, cross-functional teams, or external stakeholders
• Comfort in the room: you've presented to or run meetings with senior stakeholders (Director level and above)
• Demonstrated ability to learn a technical product well enough to have a credible business conversation about it
• Working fluency with a CRM (HubSpot preferred) and modern sales tooling
• Willingness to travel for events, partner QBRs, and client meetings

Strong Plus

• Pendo experience in any capacity — user, admin, seller, or partner
• Partner or channel sales experience
• Background in product analytics, consulting, or customer success
• You already use AI tools daily and have opinions about them

What We're Looking For

Non-negotiable

• Comfort operating without a playbook. You're energized, not paralyzed, by ambiguity
• Genuine curiosity — you'll want to understand what Pendo does and how our clients can get more value from it
• Presence. You can hold your own with a VP of Product or a Pendo enterprise AE
• Follow-through. You do what you said you'd do, and it's in the CRM

We're hiring for hunger, polish, and judgment more than for a specific résumé.

Where This Role Goes

This is the path to Account Executive at Balboa.

You'll be in discovery calls, sitting in on proposals, and staying attached to your deals through close — so you're building AE muscle from day one, not waiting for permission to learn it. A rep who consistently sources quality pipeline and shows they can run a deal earns a bag. We'd rather promote you than hire around you.