Head of Strategic Partnerships

About Manatal

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 Manatal's 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.

Responsibilities:

• 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.

Ideal requirements:

• 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.

Why you'll enjoy working with Manatal:

• 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