Senior Director, Partners - Spain

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.

Named GP Bullhound’s Top 100 Next Unicorn list, gpbullhound.com ↗ 2025 Great Place to Work certified. Visionary in 2025 Gartner® Magic Quadrant™ page.camunda.com ↗ for Business Orchestration and Automation Technologies. ranked 3rd in Flexa's 2026 Most Flexible Companies flexa.careers ↗, We’re growing fast and looking for top talent to join our team. If you want meaningful work, visible impact and put something genuinely rare on your CV, keep reading.

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 the 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. You will work across all three and escalate early when they pull in different directions.

What you'll be doing:

• Regional plan: build and run the regional partner plan for your territory, translating our 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 and 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 one specific ask of the partner for each target account, and join discovery calls, workshops, demos and executive meetings.

• Pipeline and 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 our CRM.

• Partner activation and 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 for pursuits.

• Events and joint marketing: plan and run partner events, executive field activity and joint marketing with our Marketing teams, tied to target accounts and pipeline.

• Global alignment and escalation: work with our global partner leads so that regional execution supports global relationships. Support local country agreements with the global owner, and escalate channel conflicts, exclusivity requests, disputed attribution and commercial questions early, following the agreed escalation path.

• Commercial discipline: make sure no partner commitment is made without written approval, and contribute inputs to business cases for partner investment. Pricing, discounts, legal terms and the customer forecast are owned by others, and you will bring them in when needed.

• Forecast, reporting and cadence: provide weekly pipeline and forecast inputs and risk reporting, contribute to the regional partner review, monthly status and a quarterly partner scorecard, and keep action, decision and risk logs current with named owners and dates.

Additional responsibilities at Senior level

The Senior Regional Partner Director takes on regional leadership on top of regional execution. In addition to the above, you will:

• Cover a multi-country geography or a top segment with several sales teams, and set the territory plan with limited steer

• Own the business plan for the territory and the quality of execution plans 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 and Camunda regional sales leadership, and join partner executive reviews

• Lead the move from champion-led relationships to practice-led relationships, where a certified practice sells and delivers Camunda

• Draft business cases for partner investment and market development funds, for approval by leadership and Finance

• Co-present the quarterly business review with the Regional Partner Leader

• Coach peers, act as onboarding buddy for new joiners, share playbooks, and lead regional or cross-region working groups

• Resolve routine cross-region coordination directly and escalate only true conflicts

What you bring:

• Ability and/or willingness to use our product accounts.cloud.camunda.io ↗.

• Experience building partner revenue in enterprise software, ideally with system integrators and regional implementation partners (typically 8 or more years for Regional Partner Director and 12 or more for Senior)

• A track record of working inside a direct sales motion and creating pipeline with partners, not only managing the relationship

• Strong commercial understanding of partner models such as resale, referral, co-sell, deal registration and attribution

• Confidence engaging senior leaders at partners and customers, and the ability to build a joint business plan and hold partners to it

• Operational discipline with CRM, forecasting and action tracking, including clean pipeline hygiene and accurate attribution

• Comfort working in a matrix, where strategy, regional execution and the customer deal have different owners

• Fluent English, plus a local language where the territory calls for it

• Willingness to travel within your region for partner meetings and events

• Senior level: experience coaching peers or leading cross-functional or cross-region initiatives, and engaging partner executives at regional and global level

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

We look at outcomes, health and capability rather than activity counts. Your scorecard will cover:

• Outcomes: qualified partner pipeline created or influenced, closed-won revenue contribution with sourced and influenced reported separately, and completion of target-account plans

• Health: next-action hygiene, foreca