Laura Washington
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Experience & track record

Two decades of building the route to the revenue.

Founding partnerships work, top-tier alliance ownership, and strategic-account leadership across AI-native, public-safety, and enterprise SaaS.

Professional experience
HumanlyOct 2023 – Jun 2026Conversational AI Hiring Platform
Director of Partnerships (Founding / Solo)
Built the entire partner function from zero
  • Partner-originated motions drove ~two-thirds of total ARR growth as the company scaled 400%+ from Series A through Series B and five acquisitions.
  • Navigated multi-brand M&A integration across five acquisitions — unifying partner programs, rationalizing tech stacks, and aligning GTM post-merger, so inorganic expansion fed durable ARR.
  • Led with community and relationship capital across the HR-tech ecosystem, so partners surfaced opportunities that never hit a portal.
  • Built and governed a multi-motion portfolio of 50+ partners across ATS, HCM, ISV, SI, RPO, and consulting ecosystems.
  • Structured Reseller (VAR), OEM/embedded, and white-label commercial models tied to durable ARR, not incremental referral incentives.
ParadoxSep 2021 – Oct 2023Conversational AI Hiring Platform
Strategic Alliance Manager
Owned the top-tier SAP SuccessFactors alliance
  • Generated $25M+ in partner-sourced pipeline and $1.5M net-new ARR through co-led GTM.
  • Managed partner-funded (MDF) investment and co-marketing, converting joint funding into pipeline-generating campaigns.
  • Led executive QBRs and structured feedback loops that elevated alliance health and informed product roadmap.
Flock SafetyOct 2020 – Sep 2021AI-Enabled Public Safety Technology
Customer Success Manager
Strategic advisor to 250+ agencies
  • Drove 223% net revenue retention, NPS 86, and sub-1% churn across a $5M+ ARR portfolio.
  • Launched customer user groups that doubled as a self-sustaining enablement and expansion community.
Employment Screening Services2016 – 2020Compliance-Driven SaaS
Regional Sales Manager
Community-led growth, before it had a name
  • Launched an exclusive executive networking circle for HR and Operations leaders, turning a trusted peer community into brand loyalty, warm referrals, and durable pipeline.
  • Delivered 21% YoY revenue growth and 98% retention; launched strategic HCM channel partnerships.
  • Top Sales Producer (2018); Top Rising Star (2017).

WhiteGlove Health

Business Development Lead

$773K NRR; secured 25+ strategic partnerships via broker and PEO alliances.

Cole Healthcare

Senior Business Development Rep

Consistent top performer; earned first senior promotion cultivating corporate HR partnerships.

LGW Realty

Residential Real Estate Agent

~$2M in residential sales transactions.

Core competencies

Where the strategy meets the execution.

Community-Led Growth

Community ArchitectureExecutive Networks & Inner CirclesBespoke Events & RoundtablesThought LeadershipTrust-to-PipelineAdvocacy & Referral Loops

Ecosystem GTM & Channel

Ecosystem OrchestrationNearbound RevenueReseller (VAR) / OEM / White-LabelCo-Sell MotionsMarketplace & ISV

Revenue & Deal Structuring

Commercial Deal DesignPartner-Sourced PipelinePlatform ARRIncentive ModelingAttribution

AI Fluency & Translation

Conversational, Voice & Video AILLM / API LiteracyAI-Native GTMC-Suite Simplification

Executive & Cross-Functional

C-Suite Stakeholder MgmtInfluence Without AuthorityEBRs & QBRsAccount Strategy

Strategy & Intelligence

Market & Competitive AnalysisEcosystem MappingPartner ScoringBusiness Case / ROI
Education & credentials

Mastering Sales Certificate

Kellogg Executive Education

B.A. in Criminal Justice

Sam Houston State University

Let's talk

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