Head of Partner Sales

Reporting to: Head of Sales

Location: UK-based, fully remote

Scope: Global healthcare, with an initial focus on the UK, North America & Canada

The opportunity

EBO develops conversational AI and patient engagement technology for healthcare organisations. We are creating a dedicated partner sales function to expand our market reach and accelerate revenue growth through other businesses.

As Head of Partner Sales, you will build and lead this function within healthcare. You will inherit an existing partner network, identify where it can deliver more and establish new partnerships that create meaningful commercial opportunities.

Your remit will span commercial alliances, technology and EPR providers, consultancies, resellers and international channel partners. You will shape how these organisations take EBO to market, develop joint propositions and turn shared opportunities into revenue.

This is a hands-on, revenue-target-carrying role with ownership of partner development, pipeline generation and commercial performance.

What you will own

→ Partner strategy and growth

• Develop and execute EBO’s healthcare partner sales strategy alongside the Head of Sales.
• Assess and prioritise the existing network, focusing effort on partners with the strongest potential to generate revenue and open new markets.
• Identify, recruit and activate new partners that complement EBO’s technology, strengthen its market position or provide access to relevant customers.
• Build relationships across partner leadership, sales, marketing and technical teams, securing commitment to joint commercial objectives.

→  Commercialising the partner network

• Create joint business plans with priority partners, covering target accounts, propositions, campaigns, pipeline and revenue expectations.
• Help partners understand where EBO fits within their portfolio, how to position its solutions and which customer challenges to target.
• Work with partners to develop compelling joint propositions and identify new use cases, routes to market and revenue streams.
• Equip partner sales teams with the knowledge, tools and support to recognise and progress EBO opportunities.
• Plan targeted campaigns and account development activity with partners and EBO’s Marketing team, taking responsibility for commercial follow-through.

→ Pipeline and sales execution

• Own the healthcare partner pipeline and forecast, with clear accountability for revenue performance across new business, renewals and expansion.
• Generate and qualify opportunities, coordinate joint sales activity and maintain momentum throughout the sales cycle.
• Lead and close partner opportunities within agreed commercial parameters.
• Bring the Head of Sales into larger and more complex opportunities to lead the close, remaining actively responsible for partner engagement and deal progression.
• Agree clear account responsibilities and opportunity ownership with direct sales, ensuring coordinated customer engagement and accurate attribution.
• Develop commercial partnership proposals and negotiate arrangements within agreed approval limits.

→ Building the function

• Establish a practical approach to partner recruitment, onboarding, enablement and performance management.
• Maintain accurate partner and opportunity information in HubSpot, supported by regular pipeline reviews and partner business reviews.
• Track which partnerships and activities produce qualified pipeline, revenue and repeatable growth, adjusting priorities accordingly.
• Build a scalable operating model that makes it straightforward for partners to work with EBO and sell its solutions successfully.

Working across EBO

You will work closely with the Head of Sales, supported by EBO’s established Marketing and pre-sales functions.

Alongside Product and the CTO, you will identify partner and market requirements that could strengthen EBO’s offering. This includes building commercial cases for integrations, new capabilities and joint solutions, helping inform technology priorities through evidence of customer demand and revenue potential.

You will also collaborate closely with the sales and partner team at EBO’s Malta headquarters, which manages sectors outside healthcare. Where partners operate across multiple sectors, you will coordinate plans, share intelligence and maintain alignment across the relationship.

What success looks like

Success will be measured by the commercial contribution of the partner network:

• Growth in partner-generated revenue and genuinely qualified pipeline.
• Increased productivity from existing partners, alongside new partnerships that progress into active selling.
• Partners that can confidently position EBO and consistently introduce relevant opportunities.
• Joint propositions and campaigns that create access to new customers and markets.
• Disciplined forecasting, clear deal ownership and effective collaboration with direct sales.
• A repeatable partner sales approach that supports EBO’s continued expansion.

Your initial priorities

During the first 90 days, you will assess the existing healthcare partner network, establish priority relationships and agree a focused commercial plan with the Head of Sales.

You will put joint action plans in place with priority partners, identify immediate opportunities, begin targeted sales activity and establish visibility of the partner pipeline. Alongside this, you will identify gaps in the network and build a targeted plan for new partner acquisition.

What you will bring

• A proven track record of generating revenue through enterprise software or technology partnerships.
• Experience developing both reseller channels and broader commercial alliances.
• Evidence of turning existing relationships into productive partnerships and taking new partners from recruitment to revenue.
• Strong commercial judgement, including opportunity qualification, joint business planning, negotiation and forecasting.
• The ability to engage senior stakeholders while working directly with partner sellers to progress opportunities.
• Confidence translating technology capabilities into clear customer value and commercially credible propositions.
• The initiative and discipline to build a new function while delivering against sales targets.

Healthcare experience, particularly within the NHS or wider healthcare technology market, is strongly preferred.

You will be comfortable taking ownership in a growing business, challenging inactivity and holding yourself and partners accountable for results.

The support to succeed

You will have access to EBO’s Marketing, pre-sales and technical expertise, established sales tools and an existing partner network.

The opportunity is to shape a new function with a clear commercial purpose: build productive partnerships, expand EBO’s reach and deliver sustained healthcare revenue growth.

Package and benefits

• Competitive base salary with uncapped commission and strong on-target earning potential.
• Company pension plan.
• Fully remote, UK-based working.
• Support from established Marketing, pre-sales and technical teams.
• The opportunity to build and lead a new commercial function within a growing international AI business.