Senior Director, Partners - Spain

About Camunda

Camunda is the enterprise platform for agentic orchestration, enabling organizations to coordinate AI agents, people, and systems across complex, end-to-end business processes. With built-in governance, auditability, and human oversight, Camunda gives enterprises the control they need to move AI from pilots to production — safely and at scale. Trusted by over 700 organizations worldwide, including 9 of top 10 US banks, Camunda helps enterprises boost operational efficiency, accelerate time-to-value, and deliver better customer experiences.

Fully remote and global, we are in the middle of something bigger: transforming into an AI-first organisation, built on our own platform. We use Agentic AI to automate, orchestrate intelligent processes, and elevate human contribution across every team.

About the Role

Partners are a core growth engine at Camunda.

As a Regional Partner Director, you are the field execution arm of our partner strategy in Spain. You will work with global and regional system integrators, specialist firms, and technology partners who bring Camunda into customer accounts, and you will work side by side with our sales teams to turn those relationships into qualified pipeline, certified practitioners, and closed business.

You will not be managing relationships for their own sake. You will own the regional plan, the named target accounts, and the next actions for partners in your territory, and you will be measured on the pipeline and revenue they help create.

Strategy and ownership are clear by design: Global partner leads own the strategy, relationship, and contract decisions for our strategic global system integrators. You own regional execution and the CRM record for partner opportunities. Account Executives own the customer opportunity, forecast, pricing, and close plan.

What You'll Be Doing

• Regional Plan: Build and run the regional partner plan for your territory, translating global partner strategy into named accounts, partner plays, and clear owners. Write a one-page regional execution plan for each priority global system integrator and give input on partner tiering and resourcing.
• Target Accounts & Joint Planning: Partner with Account Executives and regional sales leaders to map target accounts, run account mapping sessions with partners, and build joint account plans. Agree on one specific ask of the partner for each target account, and join discovery calls, workshops, demos, and executive meetings.
• Pipeline & Deal Execution: Qualify and advance partner-sourced and partner-influenced opportunities. Run a weekly pipeline review with Sales, form small cross-functional pursuit teams for material opportunities, and keep next steps, deal registration, and attribution accurate in CRM.
• Partner Activation & Enablement: Activate and enable partners locally with a 30-60-90 day activation plan for each new partner, covering onboarding, sales readiness, certification, and awareness sessions. Help partners build named Camunda practices with certified consultants, and work with Sales Engineering on technical support.
• Events & Joint Marketing: Plan and run partner events, executive field activity, and joint marketing with Marketing teams, tied to target accounts and pipeline.
• Global Alignment & Escalation: Work with global partner leads so regional execution supports global relationships. Support local country agreements with global owners, and escalate channel conflicts early.
• Commercial Discipline: Ensure no partner commitment is made without written approval, and contribute inputs to business cases for partner investment.
• Forecast & Cadence: Provide weekly pipeline and forecast inputs and risk reporting, contribute to regional partner reviews, monthly status updates, and a quarterly partner scorecard.

Additional Responsibilities at Senior Level

• Cover a multi-country geography or top segment with several sales teams, setting territory plans with limited steer.
• Own the business plan for the territory and the quality of execution and joint account plans across it.
• Co-lead plays with global system integrators and act as the named regional counterpart for priority partners.
• Engage partner regional and global alliance leaders alongside Camunda regional sales leadership.
• Lead the transition from champion-led relationships to practice-led relationships.
• Draft business cases for partner investment and market development funds.
• Co-present quarterly business reviews and coach peers.

What You Bring

• Ability and/or willingness to learn and use the Camunda product.
• Experience building partner revenue in enterprise software, typically 12+ years for Senior levels, ideally with system integrators and regional implementation partners.
• Proven track record of working inside a direct sales motion and creating pipeline with partners.
• Strong commercial understanding of partner models (resale, referral, co-sell, deal registration, attribution).
• Confidence engaging senior leaders at partners and customers to build and hold partners accountable to joint business plans.
• Operational discipline with CRM, forecasting, and clean pipeline hygiene.
• Ability to thrive in a matrixed organization.
• Fluent English and local language skills as required by the territory.
• Willingness to travel within the region for partner meetings and events.

Nice to Haves

• Knowledge of process orchestration, workflow automation, BPM, or AI agent platforms.
• Experience building certified practices inside system integrators.
• Experience with cloud marketplace and hyperscaler co-sell motions.

How We Measure Success

• Outcomes: Qualified partner pipeline created or influenced, closed-won revenue contribution (sourced vs. influenced reported separately), and completed target-account plans.
• Health: Next-action hygiene, forecast accuracy, CRM completeness, and deal registration turnaround.
• Capability: Partner activation speed, certified practitioners, and time to first opportunity.
• Senior Leadership: Portfolio pipeline coverage, forecast accuracy, and peer development.

Success Timeline

• First 30 Days: Meet partners, sales counterparts, and global partner owners; baseline the territory pipeline and agree on initial target accounts.
• By 60 Days: Run a regular execution rhythm with sales and partners, including regional reviews and active deal pursuit teams.
• By 90 Days: Establish a regional plan aligned with the global plan, present a first partner scorecard, and outline clear paths to scale, repair, or pause partnerships.

What We Offer

• Competitive Compensation: Fair, location-based target cash compensation plus equity via Virtual Stock Option Plan (VSOP).
• Remote & Flexible: Work remotely with setup support, home office budget, co-working support, and flexible PTO.
• In-Person Connection: Annual Kickoff offsites, team retreats, and Camundi Connection Budgets for travel and local meetups.
• Health & Wellbeing: Locally tailored healthcare, Modern Health mental wellbeing support, and Live Well Lifestyle Spending Account (LSA).
• Financial Security: Retirement/pension plans with company contributions, plus life/disability insurance where applicable.
• Professional Growth: Up to $/€/£1,000 per year dedicated self-driven learning stipend.