Director of Partnerships in Somerville, Massachusetts at Greentown Labs

About Greentown Labs

Greentown Labs is a 501(c)(3) nonprofit accelerating climatetech innovation for the planet, people, and prosperity. As the world’s largest climatetech and energy startup incubator, Greentown catalyzes ecosystems to provide entrepreneurs mission-critical access to labs, equipment, customers, capital, talent, community, and resources for business and leadership growth. Greentown is home to more than 250 startups and has supported more than 675 since its founding in 2011; these startups, with a survival rate of 88 percent, have collectively created more than 16,600 jobs and raised more than $12.5B in funding. We are entering a new phase of growth—strengthening our platform, expanding globally, and building more structured, scalable ways to serve our two core customer bases: startups and corporate partners. For more information, visit www.greentownlabs.com or follow Greentown on LinkedIn.

Position Overview

Greentown Labs is seeking a senior, relationship-driven Director of Partnerships to own some of our most strategic partner accounts. Reporting to the Director, Partnerships, this role operates autonomously across a portfolio of corporate partner accounts, owning the relationships, deliverables, renewals, and growth within them.

The Director of Partnerships will step into an active book of partner accounts and be accountable for retention, activation, strategic engagement delivery, upsell across your accounts, and the overall value and size of your portfolio. From time to time you will also take on strategic partnership projects for the team. This is an account-ownership role at the senior end of the Partnerships organization, distinct from new business development, which sits with our BD team.

This is a role for a partnerships professional who can run a complex account portfolio on their own, move easily between a corporate executive and a startup founder, and is energized by working in a fast-paced, mission-driven environment.

What you'll do

Account Portfolio & Delivery

Own a portfolio of Greentown's broader and most strategic corporate partner accounts, operating fully independently across themDeliver on partnership engagements and ensure portfolio activation with a focus on customer delightDeliver strategic matchmaking opportunities across the Greentown member and partner portfolioFully own onboarding and renewals across your portfolio, and carry upsell into your strategic accountsGrow the total value and partner count of your book over time

Partner Relationships

Cultivate and hold senior partner relationships, from onboarding through renewal and expansionDeliver real, visible value to partners and represent Greentown credibly to senior corporate, member, and ecosystem stakeholders

Events & Strategic Projects

Develop programming for and execute Sector Pitch Days and other Greentown-led programming held in SomervilleTake on strategic partnership projects for the team as they ariseSupport the development and improvement of systems and processes within Salesforce, including building and updating dashboards, reports, and data infrastructure

Operating Discipline & Cross-Site Work

Maintain CRM hygiene, accurate account records, and proper data tracking and reporting on your portfolioWork across Somerville and Houston and alongside programs, marketing, and events so partnerships reinforce the rest of Greentown's work

Who You Are

You are a seasoned partnerships professional who can run a strategic account portfolio independently and deliver for partners at the highest level. You are mission-driven, externally oriented, and dependable. You are:

An independent operator who can own a complex book of accounts end to end, from delivery through renewal and upsellA confident communicator across audiences, from startups and corporates to executives and internal teammates, and a strong voice for the Greentown brandEqually credible with a corporate executive and a startup founder, with no purity testA systems thinker who keeps CRM, account records, and reporting accurate and currentGenuinely interested in the climatetech ecosystem and the work our members are doing, with a real eagerness to learn the stories driving the energy transition

Qualifications

Experience: 8+ years of progressive experience in partnership or account management, including independent ownership of a portfolio of strategic accounts with responsibility for renewals and upsellAccount Management: Demonstrated track record managing complex, senior partner or client accounts on your own, with retention and growth in your nameEducation: Bachelor's degree or equivalent experience; concentrations in business, sustainability, or a related field a plusCommunication: Excellent written and verbal communication skills with the ability to represent the organization to senior internal and external stakeholdersMission: Genuine climate and energy fluency, able to connect a partner's interest to the right part of Greentown's portfolioOrganization: Strong account and operating discipline; fluent with CRM tools like Salesforce or comparable, plus Google Workspace and Microsoft Office SuiteIn-Person: Comfort with a hybrid on-site presence at our Somerville location, three days a week and more as needed for partner engagements, with travel to Houston as the work requiresPreferred: Familiarity with the climatetech, energy, or built-environment ecosystem; experience owning enterprise or strategic partner accounts

What Success Looks Like

In your first 6–12 months, you will have:

Taken full ownership of your inherited portfolio of strategic accounts and become the trusted owner of those relationshipsDelivered strong retention and clean renewals across your portfolio, with upsell into your strategic accountsGrown the total value and partner count of your bookDeveloped and delivered Greentown-led programming, such as a Somerville Sector Pitch DayBuilt effective working relationships across Somerville and Houston

General Physical Demands

Reasonable accommodations will be provided upon request to enable candidates to perform the essential functions of the position.

Communication: Regularly required to communicate with others in person, via phone, and virtually/electronicallyStationary Work: Prolonged periods working on a computerMobility: Regularly moving around the office to interact with colleagues, access files, and attend meetingsPhysical Demands: Lifting and carrying up to 25 lbs.

Additional Considerations

Travel: Occasional travel may be required to attend off-site events or conferences.Late Hours: Evening work will be necessary for some events.

Work Location and Schedule

Greentown staff generally operate on a hybrid schedule, with expectations to be on-site at Greentown’s office at least three days per week, with the option to work remotely two days per week. Occasional evening work will be expected to support and capture content at events. Our standard business hours are 9:00 a.m. - 5:30 p.m.

Compensation and Benefits

Competitive salary and benefits packageBe a part of a dynamic and growing organization committed to making a positive impact on the worldWork in a collaborative and supportive environment with opportunities for professional developmentEmployees may be eligible for incentive compensation at year-end; incentive compensation is tied to organizational performance and individual performance

Equal Opportunity Statement

Greentown Labs is an Equal Opportunity Employer and we do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, pregnancy, status as a veteran, genetic information, and basis of disability or any other federal, state, or local protected class.

Greentown Labs seeks to fully represent our community and constituencies—particularly low-income communities and communities of color—to amplify those voices and provide opportunities to participate in the direction and leadership of the organization. We actively encourage candidates from broad, diverse backgrounds to apply.

Accommodations: In compliance with the Americans with Disabilities Act (ADA) and the Pregnant Workers Fairness Act (PWFA), Greentown Labs will provide reasonable accommodations to qualified individuals with disabilities and encourages both prospective and current employees to discuss potential accommodations with the employer. To request an accommodation during the application process, please contact hr@greentownlabs.com.

At-will Employment

This job description is for informational purposes only and does not constitute a contract of employment for any specific duration. Employment with Greentown Labs is at-will, meaning that the employment relationship can be terminated by the employee or the Company at any time, for any reason, with or without notice.

The pay range for this role is:90,000 - 105,000 USD per year(Somerville, MA)