Partnerships Manager

About Pilotbase: Pilotbase is the operating platform for modern flight training. We help flight schools, aviation academies, and collegiate programs manage scheduling, training records, aircraft, and student progress — all in one place. As aviation undergoes a generational transformation driven by a pilot shortage, regulatory evolution, and a shift toward data-driven operations, Pilotbase is building the platform that will define how the industry grows. Partnerships are central to how we do that. Our ecosystem spans everything from the aircraft to the back office; these sources collectively make Pilotbase more valuable to every customer it touches. We are early in building this function the right way, and this hire is a significant part of the Pilotbase journey. Job Overview: Aviation is a relationship-driven industry, and Pilotbase is increasingly at the center of it. We have existing partnerships with some of the most recognized names in the space — and a growing pipeline of relationships that will shape what the platform becomes over the next several years. What we need is someone who can own the execution of that ecosystem. Not someone to hand things off to — someone to take real ownership. That means managing the relationships we have, deepening the integrations that matter, and proactively sourcing the new partnerships that belong in the portfolio. Working with the VP of Partnerships on direction, this person makes it happen. If you are the kind of person who gets genuinely excited about finding the right partner, building the relationship from a cold outreach, and closing the agreement that nobody else saw coming — this role was built for you. We want the right person to apply, which means being honest about what this role is and is not. All partnerships are not measured by revenue alone. We care about integration depth and data quality. If what excites you most is hitting channel sales quota metrics, this may not be the right fit. This is a high-volume portfolio role. If you thrive on one deep, bespoke relationship at a time, the breadth here may not suit you. This is a highly cross-functional company with everyone being critical to success. Starting at the top, everyone at the company gets into the weeds and works across departments. Solo operators will struggle. Responsibilities: Own the Partner Portfolio You will be the day-to-day owner of a broad and growing portfolio of Pilotbase partnerships. That means keeping relationships active with a 10/10 satisfaction rating — and doing it across a lot of partners simultaneously without things slipping through the cracks. Manage existing partnerships across aviation specific verticals Expand the current partners’ potential through joint engagement plans, deeper integrations, and creative GTM efforts Maintain complete and current records for every partner in the CRM: contacts, contract status, activity log, integration health, and renewal dates Run a consistent quarterly business review cadence with priority partners and deliver written summaries after each Flag renewals proactively and escalate partner issues on a clear timeline Source Net-New Partnerships This is not a manage-what-exists role. A meaningful part of the job is identifying and pursuing new partnerships that belong in the Pilotbase ecosystem — across every category we work in. Proactively identify, research, and initiate conversations with prospective partners across industry verticals Qualify new partnership opportunities against a clear framework and bring vetted targets to the business for evaluation and deal structure Always build and maintain a healthy pipeline of prospective partnerships in the CRM Represent Pilotbase at industry events and in the aviation community as a relationship builder and brand ambassador Deepen Integration and Data Value The most valuable partnerships at Pilotbase are not just contractual — they are deeply integrated. Your job is to grow the depth of what each partnership actually delivers to the platform, measured in data quality, integration breadth, and customer impact. Track and grow the integration footprint of aviation partners: data fields shared, engagement depth, and platform utility Coordinate with Product and Engineering to surface integration priorities and data ingestion requirements from the partner portfolio Document the data and integration value of each active partnership and report it to the VP of partnerships on a regular cadence Drive co-marketing and activation campaigns with partners to grow customer engagement across partner integrations Keep the Machine Running Great partnership management is invisible when it works and painful when it doesn't. You will own the operational rhythm that keeps everything on track. Maintain 95%+ field completeness across all partner records in CRM Deliver a weekly activity and pipeline summary Pull and share a monthly KPI dashboard Deliver a full annual portfolio review covering all partners, integration depth, renewal outlook, and forward pipeline Execute all agreements using approved templates; escalate any non-standard requests Qualifications: REQUIRED: 5+ years of experience in partnerships, business development, or alliance management at a technology company Proven ability to manage a large, diverse portfolio of partner relationships simultaneously — you have done this before and have the system for it Strong CRM discipline; you keep records current and use pipeline data to prioritize your time You are a capable farmer that isn’t afraid to hunt — you source new relationships proactively, you’re not happy with status quo and do not just manage what lands in your inbox Excellent written and verbal communication; comfortable in external partner-facing settings including events and executive meetings Organized and self-directed; you manage a complex workload without needing constant oversight Comfortable executing within a defined framework without sacrificing creativity — you follow established processes, escalate appropriately, and adjust appropriately to establish win-win relationships PREFERRED: Experience in flight training, aviation, aerospace, transportation, or adjacent industries Used to a multi-faceted industry that blends various technologies into SaaS ecosystems Prior experience with data partnership agreements, API integrations, or data-sharing arrangements Experience in high-growth or early-stage companies on a mission to win Comfort representing a company externally at trade shows, conferences, or industry association events Benefits: Full benefits package (Medical, Dental, Vision, Short-Term Disability, Life Insurance, 401(k) plan) Equity Appreciation Plan Flexible Time Off policy Seven (7) company-wide paid holidays + two (2) floating holidays Two (2) wellness days Employee Assistance Program Professional Development Stipend Home Office Stipend Compensation: The salary range for this role has been established at $130,000 - $150,000 annually. The final agreed-upon compensation is based on a number of factors, including but not limited to: individual education, qualifications, skills, prior work experience, competencies, and geographic work location. The above salary range represents the Company’s good faith and reasonable estimate of the range of possible compensation at the time of posting. Travel Requirements: Occasional business travel may be required, up to 10%. Deadline for Applications: The company will accept ongoing applications until the role is filled. There is no deadline to apply for this position. Pilotbase is an equal opportunity employer and encourages all qualified individuals to apply. If you're excited about this role, we'd love a chance to review your resume. We value a diverse and inclusive work environment and look for passionate people who are ready to do great things. If there is a required or preferred location for an open role, it will be listed in the job description. All applicants for employment must be legally authorized to work in the United States. Pilotbase does not provide work visa sponsorship at this time. This employer participates in the Electronic Employment Verification Program. Please visit https://www.e-verify.gov/about-e-verify for more information. Pilotbase welcomes all direct applicants, but does not utilize recruiting services from external agencies. Our hiring process includes a video interview through Willo, which uses AI to analyze responses and assist in assessing job-relevant competencies. By proceeding, you consent to this analysis. Your video will only be shared with those involved in your evaluation and deleted upon request. We do not use facial recognition technology. Candidates in Illinois, Maryland, New York City, or Colorado may have additional rights under applicable law. Questions? Contact [email protected].