Director of Strategic Alliances

Director of Strategic Alliances
At Lexipol, our mission is to create safer communities and empower the individuals on the front lines with market-leading content and technology. Our top-notch team works closely with law enforcement, fire, EMS, corrections, and local government professionals to tailor our solutions to better address today’s challenges and keep first responders coming home safely at the end of each shift.

Working at Lexipol means making a difference – day in and day out.

Director of Strategic Alliances
The Strategic Alliances team drives corporate growth through high-impact partnerships, market development strategies, and revenue enablement initiatives that expand Lexipol’s reach across public safety and local government markets. The team builds relationships with risk management associations (RMAs), professional associations, accrediting bodies, government leaders, and other ecosystem partners to increase market saturation, accelerate pipeline, and deepen customer retention. The Director of Strategic Alliances is an individual contributor responsible for delivering territory results, in collaboration with Sales, while also delivering enterprise-level deals through partnerships with key influencers. This position is remote, #LI-Remote.

This is accomplished through leadership and execution across the following key performance objectives:

Key Performance Objective #1: Revenue Influence & Territory Quota Enablement (40%)
Drive measurable revenue impact by enabling Agency Sales teams to achieve quota within assigned territories.

Success in this objective means: Alliance strategy directly contributes to quota attainment, increased win rates, and accelerated sales cycles.

Example Activities:

• Develop and execute Strategic Alliance Plans aligned to Agency Sales territory quotas.
• Partner closely with Regional Sales Directors and Sales Account Executives to align alliance strategy with territory goals.
• Create and activate revenue enablement programs that generate qualified opportunities for Sales.
• Conduct joint planning sessions with Sales leadership to identify whitespace and expansion opportunities.
• Participate in key deal strategy discussions for high-value or strategic opportunities.
• Track and report on alliance-influenced pipeline, bookings, and win rates.
• Conduct executive-level partner business reviews to identify expansion opportunities.

Key Performance Objective #2: Pipeline Creation & SDR Enablement (25%)
Ensure alliance programs generate sufficient top-of-funnel pipeline through coordination with SDR and Marketing teams.

Success in this objective means: SDR teams consistently receive qualified leads and alliance-driven campaigns produce measurable pipeline contribution.

Example Activities:

• Collaborate with SDR leadership to define pipeline targets attributable to alliance programs.
• Develop co-branded campaigns, webinars, events, and referral programs with strategic partners.
• Provide messaging, positioning, and market intelligence to SDR teams to improve outreach effectiveness.
• Monitor pipeline velocity, conversion rates, and campaign ROI tied to alliance initiatives.
• Identify and activate partner referral channels that drive incremental pipeline.
• Conduct regular reviews with SDR leadership to assess pipeline sufficiency relative to territory quota.

Key Performance Objective #3: Statewide, Risk Pool & Multi-Agency Deal Development (25%)
Drive statewide risk pool partnerships and multi-agency agreements that accelerate market saturation and large-scale revenue impact.

Success in this objective means: Execution of structured, scalable agreements that influence multiple agencies within a state or region.

Example Activities:

• Identify and cultivate executive-level relationships within statewide, risk pools, and multi-agency consortiums.
• Structure and negotiate statewide or multi-entity agreements aligned to corporate revenue objectives.
• Coordinate cross-functionally (Sales, Legal, Finance, Customer Success) to operationalize large-scale agreements.
• Track performance metrics including agency adoption rates, revenue contribution, and expansion outcomes.
• Develop scalable playbooks for replicating multi-agency deal structures across additional states.

Key Performance Objective #4: Strategic Partnership Development & Market Expansion (10%)
Expand and optimize high-impact partnerships that increase market saturation and long-term retention.

Success in this objective means: Increased brand visibility, deeper partner integration, and expanded market reach.

Example Activities:

• Build and maintain executive-level relationships with RMAs, associations, accreditation bodies, and government leaders.
• Identify new partnership opportunities that align with corporate growth strategy.
• Gather and disseminate predictive market intelligence to Sales, Product, and Leadership.
• Represent Lexipol at industry conferences and strategic forums.
• Develop repeatable frameworks for alliance execution across markets.

Requirements:

• Command-level experience in Fire Safety.
• Experience working with RMA’s in partnership or in leadership.
• Proven track record meeting assigned sales targets in Business-to-Government and/or Insurance industry.
• Excellent interpersonal and sales presentation skills with demonstrated success in establishing rapport and long-lasting business relationships.
• Exceptional verbal and written communication skills.
• Demonstrated ability to work in a fast-paced, self-directed entrepreneurial environment.
• Strong analytical and business acumen and ability to craft innovative solutions and problem solve.
• Proficient with Microsoft Office Suite applications and CRM software; SalesForce.com preferred.
• Exceptional organization, time management and prioritization skills with ability to multi-task activities with shifting priorities.
• Willing to travel 50%+ of the time.

Preferred Experience

• Bachelor’s degree in business, Marketing, Public Relations or equivalent related experience is required.
• 5+ years of relevant SaaS Business-to-Government (Federal, State or Local) or Business-to-Business with emphasis in sales to the public safety sector and/or association experience is highly preferred.
• Understanding current issues, legal decisions, practices, operations and concerns of the public safety community is a MUST.

Target Outcomes / Target Results

• Achieve revenue to plan within assigned territory.

Duties listed are not intended to be exhaustive or exclusive; other duties may be assigned. Management retains the discretion to add to or change the duties of the position at any time.

The Environment

This role operates in a high-performance, revenue-driven SaaS environment where success is measured by measurable impact on sales quota attainment, pipeline generation, and statewide partnership growth. The Director of Strategic Alliances works cross-functionally with Agency Sales, SDR, Marketing, Product, and Executive Leadership, balancing independent territory execution with collaborative strategic planning. The position is remote-first with regular travel for partner engagement, executive meetings, and industry events.

Compensation and Benefits
Lexipol offers a competitive base salary, monthly incentive and a comprehensive benefits package including 401(k) with Company match and flexible PTO model. 

Base salary is $135,000 with On Target Earnings landing at $195K.

About Lexipol
Lexipol is the leader in advancing total readiness for public safety agencies, helping leaders reduce risk, ease administrative burdens, and strengthen community trust. Trusted by more than 12,000 agencies nationwide, Lexipol delivers a unified platform that integrates policy, training, wellness, and reporting to simplify operations and support data-informed decisions. By equipping leaders and teams with the tools, insights, and support they need, Lexipol makes readiness possible—today and for whatever comes next. Learn more at www.lexipol.com.

Lexipol Is an Equal Opportunity Employer (EOE)
Lexipol, LLC provides equal employment opportunities (EEO) to all team members and applicants for employment without regard to race, color, religion, gender, national origin, age, sex, pregnancy, disability, sexual orientation, gender identity or expression, veteran status, genetic information, or any other non-job-related characteristic. Lexipol complies with applicable federal, state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including hiring, placement, promotion, termination, layoff, recall, transfers, leave of absence, compensation, and training. #LI-AD1