Head of Strategic Partnerships

Manatal, a Bangkok-based B2B SaaS HRTech company backed by Surge and Sequoia Capital, is hiring a Head of Strategic Partnerships to own the go-to-market strategy for new B2B verticals, starting with an infrastructure service that acts as an integration and distribution layer for large platforms and enterprises. The role involves sourcing and closing high-value deals, designing commercial models, managing strategic accounts, building a partner ecosystem, and turning early wins into a repeatable playbook, reporting to the SVP Marketing.

The position requires 10+ years in B2B SaaS, platform, or infrastructure businesses with senior experience in strategic partnerships, business development, or enterprise sales, plus a track record of closing complex six-figure deals. Candidates must be fluent in English and based in the Bangkok office, working primarily with prospects across Australia, Singapore, Europe, and the United States.

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).

Deal Structuring: Design commercial models for infrastructure deals and 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, acting as the senior point of contact.

Playbook Development: Turn early deals into a repeatable go-to-market playbook covering qualification, pitch, pricing, contracting, and onboarding, and recruit partnership and business development talent as the function scales.

10+ years of experience in B2B SaaS, platform, or infrastructure businesses, including senior roles in strategic partnerships, business development, or enterprise sales.

Demonstrated track record of initiating and closing complex six-figure deals with mid-market and enterprise players, with sales cycles involving multiple stakeholders.

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; fluent English required; based in Bangkok office.