Partnerships Manager

Apaleo is the world's most open, API-first property management platform powering the next generation of hospitality operations. Its modular, AI-powered infrastructure enables hoteliers to customise their tech stack, automate routine work, and deliver seamless, personalised guest experiences, powered by best-in-class apps and autonomous AI agents that adapt to every stay. Apaleo is scaling fast, and our next stage of growth will be driven by the ecosystem. We've already built strong foundations across our partner landscape (apps, services, channels) and see clear momentum in how partners support our GTM motions across segments. Now it's about making this repeatable at scale: clearer structures, sharper prioritisation, and commercial motions that work consistently across geographies. We're looking for a Partnerships Manager to join our growing partnerships team. You'll own a defined portfolio of app, channel and implementation partners end to end, working alongside our Ecosystem & Strategic Partnerships Lead to make the ecosystem a repeatable, predictable revenue driver. This is a hands-on commercial role for someone who already knows how to run partner relationships and wants to grow their scope as the team scales. What You'll Be Doing • Own the recruitment, onboarding, enablement and ongoing management of a portfolio of partners across different partner types — Apps & Integrations (GTM only), Sales and Services. • Drive partner-sourced pipeline and closed ARR, generating and qualifying opportunities with partners, then partnering closely with Sales to ensure qualified opportunities are prioritised and progressed through to close. • Drive demand generation with partners, activating co-marketing and co-selling initiatives to generate new partner-sourced leads and pipeline, in collaboration with Sales and Marketing. • Drive partner growth and engagement through the partner programme, ensuring partners progress successfully through each stage of the partner lifecycle. • Develop joint growth plans with priority partners, identifying opportunities to increase customer acquisition, revenue, adoption and overall partner contribution. • Run regular QBRs with priority partners, reviewing performance, progress against goals, opportunities and challenges, and agreeing on clear next steps. • Track partner performance and identify growth opportunities, using relevant commercial, engagement and adoption metrics to proactively address gaps and drive partner success. • Be the primary point of contact for your partner portfolio, handling day-to-day commercial conversations and looping in the Ecosystem & Strategic Partnerships Lead on larger negotiations or strategic decisions. • Coordinate cross-functional support for partners, bringing in the right teams across Sales, Marketing, App Success, Product and other functions when needed to move partner opportunities forward. What Success Looks Like • Your partner portfolio is activated, engaged and contributing measurable pipeline. • Partners are progressing successfully through the partner programme, with clear growth plans and increasing levels of engagement and contribution. • Partner-sourced leads and pipeline are consistently generated and converted, with strong collaboration between partners, Sales and Marketing. • Partner-sourced closed ARR targets are being achieved, with qualified opportunities actively prioritised and progressed in collaboration with Sales. • Priority partners have clear joint growth plans and regular QBRs, with agreed actions and measurable progress against goals. • You've built enough ownership and track record to take on a larger or more strategic slice of the ecosystem over time. What You'll Bring to the Team • Proven experience in SaaS partnerships, ecosystems, business development or a comparable commercial role. • A track record of owning partner relationships end to end, from onboarding through to driving measurable commercial results. • Confidence running commercial conversations and negotiations directly with partners. • Strong organisational skills and the ability to manage a portfolio of partners and workstreams independently. • Comfort working with data and reporting tools to track pipeline and partner performance, and to translate it into priorities. • Technical affinity and confidence working with API-first/AI-first products. • Strong communication and relationship-building skills with internal and external stakeholders. • Based in Munich or Berlin, or willing to travel (2 to 3 days in the office every 2 weeks). Nice to Have • Experience in hospitality or travel tech. • Exposure to partner programmes, ecosystems, or marketplace models. • Familiarity with CRM or partner relationship management tools. • French language skills Culture & Growth A Diverse & International Team: Work alongside passionate professionals from over 20 nationalities, bringing unique cultural perspectives, backgrounds, and experiences to shape the future of hospitality tech. Growth & Development: As we scale, so do your opportunities. You'll benefit from 360° feedback reviews, a dedicated learning budget, and plenty of chances to take on more responsibility. Our evolving career framework ensures you have increasing opportunities to learn new skills, advance your career, and make an impact. Autonomy & Ownership: Great ideas can come from anywhere. We empower you to take responsibility, make decisions, and contribute directly in an environment built on trust, transparency, and collaboration. Shape the Future of Hospitality Tech: Be part of a fast-growing scale-up transforming the hospitality industry. From day one, your work drives real impact, and you'll have the freedom to bring your ideas to life. Competitive & Fair Compensation: We believe great work deserves great pay. Our salaries are competitive and guided by benchmarking data to ensure fairness across all roles and teams. We make sure to recognise and reward performance and contribution. Perks & Lifestyle Flexible & Remote Work Options: We focus on results, not clocking hours. You can work from home, the office or in a hybrid setup, with flexibility to adapt your schedule as long as it makes sense for your role, your team and our business. Free Public Transport: Travel across Germany with ease using our fully covered Deutschland Ticket. Team Connection: Strong connections fuel collaboration. We celebrate and connect through regular team dinners, company meetups, Oktoberfest celebrations, Christmas parties, and other offsite events. Paid Time Off: Enjoy 30 days of vacation to fully disconnect, recharge, and return inspired. Personal Development Budget: Freely use up to €1,000 per year for your personal development, whether it's books, a conference or a course. You're free to choose. Health & Wellbeing: Prioritise your health with access to hundreds of gyms, fitness studios, and wellness options through our EGYM Wellpass membership. We are proud to be an Equal Opportunity and Affirmative Action Employer, committed to fostering a diverse, inclusive, and welcoming workplace. We encourage applications from individuals of all backgrounds, regardless of race, colour, religion, gender identity or expression, sex, national origin, age, marital status, disability, or any other characteristic protected by applicable law. Your personal data will be handled with the utmost care and in compliance with GDPR and relevant data protection regulations. We celebrate differences and believe that diversity enriches our team and drives innovation.