Strategic Partnerships Lead (f/m/d)

Join Apaleo and Shape the Future of Hospitality Tech!

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 prioritization, and commercial motions that work consistently across geographies.

We are looking for a Ecosystem & Strategic Partnerships Lead who will own and scale the commercial impact of our partner ecosystem across app partners, channel/reseller partners, and service/implementation partners. This is a highly commercial individual contributor role with the opportunity to evolve into a people leadership position over time as the partner motion scales and additional ownership and team capacity are added. You will be working closely with our App Success team (technical partnership and integrations) as well as Sales and Marketing to turn ecosystem-led growth into a measurable, predictable pillar of Apaleo’s revenue engine.

What You'll Be Doing

• Own the commercial impact of the entire partner ecosystem, including sourced and influenced pipeline and ARR.
• Identify, recruit, negotiate and scale high-value partners across app partners, resellers, OEMs and implementation partners.
• Activate key partners through structured co-sell and co-marketing initiatives that drive measurable revenue impact.
• Build and manage a structured partner program with clear criteria, partner life cycle including onboarding, enablement and performance management.
• Enable partner-led expansion, e.g. via reseller/OEM, to open new markets and create repeatable, scalable acquisition.
• Ensure strong cross-functional execution with Sales, Product, Marketing, Platform and CS, surfacing partner insights to shape roadmap and priorities.
• Work hand-in-hand with the App Success team (who owns technical/ops execution) to ensure commercial initiatives translate into adoption, customer value and repeatability

What Success Looks Like

• Partner-sourced and influenced revenue grows significantly and predictably across segments.
• App ecosystem partners show strong activation, co-selling and measurable revenue contribution.
• Reseller and OEM partners unlock scalable acquisition and international expans