Director, Partner Sales

Director, Partner Sales

Join Udemy. Help define the future of learning.

Udemy is an AI-powered skills acceleration platform built to help people and teams grow. It's personalized, practical, and focused on real-world impact.

Our mission is simple: to transform lives through learning. Your work helps people around the world build skills they can use, whether they're picking up something new or leveling up to stay ahead.

Over 80 million learners and 17,000 businesses already learn with Udemy. If you're excited by change, energized by learning, and ready to have a real impact, you'll feel right at home.

Where we work: Udemy is a global company headquartered in San Francisco, with additional U.S. offices in Denver and Austin, and international hubs in Australia, India, Ireland, Mexico, and Türkiye. This is an in-office position, requiring three days a week in the office (Tuesday, Wednesday, Thursday) and flexibility on Mondays and Fridays.

About Your Skills

Strategic Planning: You excel at setting regional partnership vision that aligns with global priorities while adapting to local EMEA market dynamics. You're skilled at designing comprehensive channel strategies that drive measurable revenue growth across multiple countries and diverse partner ecosystems.

Partner Relationship Management (PRM): You thrive at building and scaling referral and reseller networks through systematic relationship management and technology-enabled processes. You understand how to leverage PRM systems and methodologies to optimize partner performance while providing executive sponsorship and strategic guidance.

Business Development: You have a proven ability to identify and develop growth opportunities across EMEA markets, turning potential partnerships into sustainable revenue drivers. You excel at building partner ecosystems that create long-term value through both direct partnerships and scaled network effects.

Negotiation: You're skilled at structuring mutually beneficial agreements with senior partner stakeholders while balancing global partnership standards with regional market needs. You know how to influence cross-functional teams and matrixed organizations to achieve alignment on complex partnership initiatives.

About This Role

As Director, Partner Sales for EMEA, you'll lead Udemy's regional partnership strategy while building and developing a high-performing team of partner managers across priority markets. This role offers the opportunity to shape partnership growth at scale while serving as the critical bridge between global partnerships strategy and regional go-to-market execution. You'll have significant impact on EMEA revenue growth by establishing Udemy as a preferred partner in the regional learning technology ecosystem.

What You'll Be Doing

• Set the EMEA partner vision and strategy in line with Udemy's global priorities, tailoring approach to local market dynamics and cultural considerations
• Recruit, lead, and develop a regional partner team including Strategic Partner Managers, ensuring consistent execution against ambitious growth goals
• Act as the bridge between global partnerships and regional GTM leadership, aligning on pipeline coverage, account strategy, and go-to-market motions
• Drive partner ecosystem growth by scaling referral and reseller networks across priority EMEA markets with focus on sustainable revenue generation
• Lead negotiations with key strategic partners to establish regional agreements and frameworks that support both global standards and local market needs
• Oversee execution of day-to-day partner management while providing escalation support, executive sponsorship, and strategic guidance to team members
• Enable partners and internal sales teams across EMEA, ensuring sellers understand how to leverage partnerships in pipeline creation and opportunity development
• Report on partner-sourced pipeline and revenue, providing EMEA perspective into global partnership forecasting and strategic planning

What You'll Have

• 10+ years in partner sales leadership within SaaS, IT, or EdTech with proven track record of exceeding revenue targets in complex markets
• Experience building and executing regional channel strategies across multiple EMEA countries with deep understanding of local market dynamics
• Proven success hiring, leading, and developing partner sales managers or equivalent roles in fast-paced, results-driven environments
• Strong collaboration skills with ability to work effectively across matrixed organizations and cross-functional teams in global companies
• Deep understanding of channel partner go-to-market models, enterprise sales motions, and referral/reseller ecosystem management
• Exceptional executive presence with ability to influence senior partner stakeholders and internal leadership across regional and global teams
• Experience with partner relationship management systems and sales technologies to optimize partnership performance and reporting
• Strong analytical skills with ability to use data to inform regional partnership strategy while contributing to global strategic planning

Why Work Here?

You'll grow here. Learning is part of the job. You'll get full access to Udemy courses, a monthly UDay to invest in yourself, and a budget to spend on whatever helps you improve. Many people are diving into AI lately, but what you focus on is up to you.

AI is real here. We use it in the way we learn and the way we work. You'll have the space and tools to experiment, apply, and get better at using AI in practical ways.

You'll own your work. We trust people to lead, make decisions, and follow through. You don't need to wait for permission or layers of approval to have an impact.

You'll build with others. We collaborate openly and shape ideas together. Everyone has a voice, and good thinking is welcomed from any direction.

You'll see your impact. What you build helps people grow their skills, change their careers, or find a path forward. You've got the experience, why not use it to help others gain theirs?

Bring your curiosity. We'll bring the platform and the support. Let's LEARN together.

Our Benefits Start with U

Our benefits start with you and were built to provide you and your family with the protection and care you need, making it easy to access the right coverage when you need it most. Benefits vary by region, and we encourage applicants to review our Australia Benefits, India Benefits, Ireland Benefits, Mexico Benefits, Turkiye Benefits & US Benefits pages to get an understanding of some of the benefits we offer. For details on region-specific benefits, please refer to the information provided during the hiring process.

Benefits outlined are provided as a general overview and may vary depending on the location, role, and employment classification. All benefits are subject to change at the discretion of the organization and in accordance with applicable laws and policies.

At Udemy, we value diversity and inclusion and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition, or disability. We understand that not everyone will match each of the qualifications. However, we also realize that everyone has unique experiences that can add value to our company. Even if you think your background might not perfectly align, we'd love to hear from you!

Information regarding data privacy is available within the Udemy Careers Privacy Notice.