Vice President, Ecosystem Partnerships

Location: REMOTE in the United States

Testlio’s fully managed crowdsourced testing platform, powered by our proprietary intelligence technology - LeoAI EngineTM, integrates expert, on-demand testers directly into your release process. Ship faster and more confidently with global coverage across 600,000+ devices, 800+ payment methods, 150+ countries, and 100+ languages. To learn more, visit www.testlio.com.

We are seeking a Global Head of Ecosystem Partnerships to build, scale, and operationalize a world‑class sell‑with-partner ecosystem. This role is for a leader who has successfully partnered with platforms across the QA, DevOps, and software delivery ecosystem—and knows how to turn integrations and alliances into measurable revenue impact.

This is not a logo‑collecting role. You will build deep, revenue‑producing partnerships that drive pipeline creation, joint go‑to‑market execution, and customer value at scale. You will report to the CRO and work cross‑functionally with Sales, Marketing, Delivery, and Product.

• This is a rare opportunity to define and own Testlio’s global ecosystem strategy from the ground up. You will have real autonomy to design how partnerships work, which partners matter, and how ecosystem collaboration directly fuels revenue and customer success.
• Your work will have a visible, measurable impact. This role sits at the intersection of strategy and execution, with a direct line to revenue growth, product direction, and Testlio’s long-term market positioning. The outcomes you drive—pipeline creation, joint wins, and partner-led expansion—will be clear and celebrated.
• You’ll work with respected, innovative partners across the QA, DevOps, and software delivery ecosystem, building relationships that go beyond integrations to create genuine customer value. If you enjoy being known externally as a leader in your space, this role gives you that platform.

• Great Culture: Testlio is a female-founded company, and half of our team identifies as women. We’re proud of our inclusive, purpose-driven culture where people genuinely enjoy collaborating. As part of our team (we call ourselves TestLions), you’ll help create exceptional digital experiences for our customers, while also contributing to our freelance network.
• Remote Work: Our culture is built around remote work. We’ve created systems to allow us to successfully work together asynchronously as a fully remote and globally distributed team. Testlio provides the tools and guidance for everyone to succeed in their careers in a fully remote setting. Our working style encourages everyone to make decisions, communicate effectively, and work at a sustainable pace. 
• Investment in You: Your growth and well-being matter to us. You’ll have flexible paid time off—including national holidays, personal days, and sick days—plus stock options so you can grow with Testlio. We also provide a $300 annual learning stipend to support your personal and professional development.

• Winning Business: Testlio is growing, profitable, and cash-strong. We are leading our industry with exceptional clients who provide us with a high NPS score and a 4.7 rating on G2. Our business model is global, enterprise, and subscription-based. Many of our larger clients have been with us for 7+ years, and spend >$500K ARR with Testlio.  

Ecosystem Strategy & Vision

• Define and execute a global ecosystem partnerships strategy aligned to Testlio’s GTM priorities and ICPs.
• Identify sell‑with partnerships to accelerate revenue, retention, and expansion.
• Establish a clear engagement framework for technology partners, platform partners, and strategic alliances.
• Continuously monitor market dynamics and competitive ecosystems to identify new partnership categories and growth vectors

Strategic Partner Development

• Build and grow senior‑level relationships with partners across: 
• Test management platforms (e.g., TestRail, Xray), Testing platforms (e.g., BrowserStack, and DevOps / ALM ecosystems (e.g., Atlassian, Jira)
• Negotiate and structure partnership agreements spanning joint GTM motions, co‑marketing initiatives, Field enablement, commercial alignment (referrals, resale, services attach)

Revenue & GTM Execution

• Build repeatable sell‑with motion in partnership with Sales, Marketing, and Delivery leadership
• Own clear revenue and pipeline targets tied to partner-sourced and partner-influenced booked revenue
• Enable field teams with partner‑specific use cases, joint value propositions, and account‑level playbooks
• Drive partner‑sourced and partner‑influenced pipeline with clear targets, attribution, and reporting.

Integration & Product Collaboration

• Partner closely with Product to prioritize integrations that unlock GTM leverage and ensure partner solutions are easy to sell and easy to deploy
• Act as the voice of the ecosystem internally, translating partner needs into actionable product and roadmap input.

Program Leadership

• Establish partner tiers, onboarding programs, certification programs, and enablement resources to accelerate adoption.
• Create metrics, dashboards, and board‑level reporting to demonstrate ecosystem impact.

Technical Skills

• 10+ years of experience in partnerships, alliances, or ecosystem roles within software or SaaS.
• Proven success building sell‑with partnerships (beyond referral‑only models).
• Direct experience working with or alongside platforms such as BrowserStack, TestRail, Xray, Atlassian/Jira, or similar ecosystems.
• Strong commercial instincts with a clear understanding of how partnerships drive revenue.
• Experience operating globally across the United States, Europe and ideally Asia.

Human Skills

• Strong leadership skills and the ability to inspire and motivate cross-functional teams.
• Excellent communication and interpersonal skills, with the ability to effectively interact with stakeholders at all levels. 
• Business orientation to translate technical outputs into meaningful customer value.
• Adaptability to thrive in fast-changing environments where priorities evolve as we scale.
• A mentorship mindset to share knowledge and uplift teammates.
• A growth mindset to continuously refine your craft, stay current with advances in finance, and seek feedback to improve.

At Testlio, we aim to hire individuals who are excited about their role, thrive in a fully remote environment, and have strong long-term potential with our team. Because we are a fully distributed company, our interview process includes conversations with several team members so you can get a well-rounded understanding of the role, the people you’ll work with, and how we collaborate. As a result, our interview process typically takes 3–4 weeks to complete. 

Interview Process:

• Application
• Recruiter interview
• TestGorilla assessment
• ~ 4 Team and Stakeholder interviews
• Reference checks 
• Offer & background check

Testlio is an equal-opportunity employer deeply committed to creating an inclusive environment for people of all backgrounds and identities. We are female-founded, and 46% of our team members identify as women. For more information, see the DEI section of our website.

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