Director of Partnerships

About Us

Dorsia is at the forefront of hospitality-tech innovation, redefining how the world gains access to the most in-demand restaurants, events, and experiences. By fusing cutting-edge technology with the art of luxury hospitality, we empower our members to secure impossible-to-get reservations while providing operators with unprecedented levels of control, visibility, and revenue optimization.

In 2025, we grew revenue 480% and scaled to 400+ venues across 25 destinations, with the launch of our Culture Calendar extending Dorsia beyond restaurants into the world's most sought-after cultural moments.

Backed by $54M in funding from investors including Index Ventures, Invus, and Red Sea Ventures, and strategic partners including MoonPay, Major Food Group, and The Dinex Group - Daniel Boulud, we are entering our most consequential phase of growth and reshaping the global hospitality landscape. We're adding exceptional talent to drive what comes next, and that's where you come in.

About the Role

Dorsia is seeking a Director of Partnerships to own the function that turns partner interest into signed, operationalized revenue. This role owns every partnership and sponsorship deal end to end, from first call through go-live, across member inventory, event technology, and brand sponsorship, and brings finance, legal, marketing, product, and operations in at the right moments rather than after the fact. This is a role for someone who individually closes deals and stays with them until they are live.

The right candidate has run partnerships end to end at a consumer, media, or hospitality business and knows the difference between a partnership that reads well in a deck and one a venue team can deliver on a Saturday night. Dorsia's inventory is scarce by design and every partnership spends some of it, so you will decide what access to the most discerning audience in the world is worth and turn down the deals that would dilute it.

What You’ll Do

Deal Origination & Structuring

• Own every partnership and sponsorship deal from first call through operationalization as the single point of accountability across the company.
• Scope what a partner actually wants across member inventory, event technology, and sponsorship, holding one qualification standard so introductions sourced anywhere in the business enter a single pipeline in a single shape.
• Define what Dorsia will and will not sell against its inventory, and decline the deals that spend scarcity for too little.
• Deploy AI research agents to qualify partners before the first call, surfacing brand fit, audience overlap, and prior activation history so scoping starts from evidence rather than discovery.

Negotiation, Underwriting & Contracting

• Negotiate, draft, and close Dorsia's partner agreements, spanning trademark and IP licensing, member entitlement mechanics, media and co-marketing commitments, exclusivity and category carve-outs, rights of publicity for talent deals, and data sharing terms.
• Design the member entitlement mechanics behind every deal: what the benefit is, which tiers receive it, how it is provisioned and capped, what happens when it is oversubscribed, and when it expires.
• Partner with Finance on economics, margin, and the modeling behind every committed term.
• Run review calls with marketing and product as terms evolve, confirming every promised capability is deliverable before it is signed.

Operationalization & Partner Ownership

• Own the operationalization plan the moment a deal is signed, naming owners, dates, and deliverables across marketing, product, and operations.
• Hand day-to-day execution to the account manager assigned to the partner while remaining the partner's senior point of contact, and intervene the moment promised and delivered begin to diverge.
• Define the renewal and expansion motion, entering every renewal conversation with the performance record already in hand.
• Deploy AI agents to track live deliverables against signed terms across marketing, product, and operations, surfacing slippage the week it happens rather than at the renewal conversation.

Executive Cadence & Pipeline

• Run the weekly partnership review with an agenda that names exactly what is required from finance, marketing, and product on each live deal.
• Bring new partnership opportunities to the executive team with a point of view rather than a menu.
• Own a single source of truth on pipeline, stage, and economics, deploying AI agents to keep deal records, call notes, and stages current without manual entry.

Team & Systems Build

• Build and manage a small team of Partnership Account Managers, setting the standard for how a Dorsia partner is handled.
• Establish the standardized partnership process, intake through renewal, that the company does not have today.
• Produce the deck, proposal, and one-pager templates that make every partner-facing document read as on brand and considered.
• Implement AI agents that draft first-pass proposals, turn partner calls into structured deal notes, and flag at-risk deliverables ahead of a renewal, replacing manual coordination with systems that hold past the next ten deals.

The Winning Recipe

• Bachelor's degree in Business, Marketing, Communications, or related field.
• 7+ years in partnerships, business development, or commercial roles, including 3+ years owning deals end to end through close.
• Direct experience in luxury, hospitality, live events, media, or premium consumer, where the brand across the table is as protective of its image as Dorsia is.
• A closer's record, with specific deals you personally negotiated and signed and terms and economics you can walk through line by line.
• Fluency in commercial structures including rate cards, revenue share, minimum spends, sponsorship packages, and in-kind value.
• Experience building a repeatable partnership process and the materials that go with it, not only operating inside one someone else built.
• Proven people management, with a track record of hiring and developing junior commercial talent.
• A builder's mindset towards AI, with demonstrated experience deploying AI agents and automation across pipeline management, proposal generation, and partner reporting.
• Fluency in CRM and pipeline tooling, contract and e-signature workflows, and BI reporting (i.e. HubSpot, Salesforce, Looker, etc.).
• The judgment to run a cross-functional deal without owning any of the functions, and the standing to hold finance, legal, marketing, and product to dates.
• Comfort with lifestyle hours, since partner dinners, activations, and on-site delivery happen at night and on weekends.
• The discipline to know that growth and exclusivity are not a tradeoff at Dorsia.
• Experience with sponsorship sales or brand activations inside a membership business is a plus.