💰 Seat Charter · Revenue & Partnerships Lead · Tier 2 · v1.0 · 🟢 Live
What this seat exists to deliver, what it is responsible for, what it may decide, and how it is measured.
Part of the REMAP Business Operating System. Approved September 2026 · Reviewed at each quarterly.
New seat MRR added every month.
Three gross placements a month, two net after churn, on the rate card, from a pipeline fed by Marketing and by a referral partner network that keeps sending. Every client sold fits the profile and starts on a REMAP-owned roadmap.
| Reports to | Integrator / COO |
| Directs | Business Development · Referral Partner Management · Strategic Partnerships · SaaS Account Executive (when needed) |
| Reviews | Sales Coordinator agent 🤖 |
| Works with | Closers are the AI Strategist and AI Architects (they sit in Technology and deliver this seat's outcome). Client Success (Delivery) attends discovery and owns follow-up. |
See Accountability Chart.
| Metric | Target |
|---|---|
| Discovery calls held | 2 / week |
| Proposals sent | 1–2 / week (6 / month) |
| Proposal turnaround | 100% within 2 hours |
| Seats closed (gross) | 3 / month, rolling 4 weeks |
| Gross new seat MRR | $3,000 / week |
| Open proposal value | ≥ $30,000 |
| Active referral partners (sent a lead in 90 days) | Tracked, rising |
| Discounts given | Count and average %, tracked |
See Weekly Scorecard.
See Quarterly Priorities.
Every qualified lead gets a discovery call within the week it is booked.
The Strategist may take a call alone; an Architect does not yet take a call alone. The call validates the requirement against the client profile and the roadmap rule.
A proposal is in the client's inbox within two hours of the discovery call: an AI-generated engagement page on the client portal setting out the roadmap, the seat, the term and the commercial terms.
The Architect may issue it directly. It does not pass through the seat holder unless it contains a discount or a deal shape outside this charter. Client Success owns follow-up under the closer's cadence.
The rate card is the rate card. Closers shape deals inside it: six-month standard term, roadmap included in month one, step-up or step-down between fractional and standard within the term, fortnightly split payments. Discounting is limited and recorded (see Delegation of Authority). Added value is preferred to price reduction on every deal.
Converts positive outreach replies into booked discovery calls: qualifies against the five checks in the Client Profile in no more than two exchanges, books the call, and prepares the pre-call brief. Works daily with Marketing, which runs the outreach machine and the reply-triage agent. Measured on calls held.
Onboards signed partners: agreement issued through the client portal, partner kit, co-branded landing page, intelligence assessment link. Keeps partners supplied monthly and reactivates any partner quiet for 90 days. Partner-sourced leads go straight to a closer; this responsibility keeps the partner informed of outcomes.
Partner acquisition sits with Marketing; commercial terms sit with this seat.
Strategic and co-selling relationships, networking groups and alliances, and the founder's presence in them. Sets and signs referral partner terms within the standard; anything above the standard is a seat-holder decision. Owns the rate card and proposes changes to it at the quarterly.
Every opportunity in the CRM with source, stage, value and next step. Weekly pipeline review before the Monday sync: calls held, proposals out, open proposal value, expected closes. Owns the Revenue scorecard lines and the attribution definitions jointly with Marketing. Reviews the Sales Coordinator agent's output.
| Cadence | What happens |
|---|---|
| Weekly | Pipeline review and scorecard lines updated before the Monday sync. Every open proposal has a next step and an owner. Partner-sourced leads acknowledged to the partner. Positive-reply backlog cleared. |
| Monthly | Seats closed against plan by source. Partner activity: who sent, who has gone quiet, who needs material. Discounts reviewed. Term-end dates for the next 60 days reviewed with Client Success so renewals are worked before month three. |
| Quarterly | Rate card reviewed. Partner terms and ceiling reviewed with Finance & Legal. Qualification and attribution definitions reviewed with Marketing. Closer capacity against the plan curve. Seat charter reviewed. |
| In | A booked discovery call with a pre-call brief (from Business Development), or a partner introduction (direct to a closer) |
| Out | A signed Order Form with funds received → Finance & Legal. A client with a roadmap and a start date → Client Success. Outcomes recorded against source so Marketing's funnel report closes. |
Principle: The rate card is fixed and published. Closers shape deals inside it freely and quickly; price is moved rarely, by a small amount, and always recorded. Value is added before price is reduced.
Approved by the founder, September 2026; reviewed quarterly.
| Action | Closer / Revenue seat | Approval | Notes |
|---|---|---|---|
| Standard engagement on the rate card (six months; fractional $2,800, standard $5,000, senior $6,500 USD / month) | Any closer may agree; the Architect may issue | — | Roadmap included in month one. |
| Three-month term at the short-term rate (+15%) | Any closer | — | Month-to-month only as a step-down path for existing clients. |
| Step-up / step-down between fractional and standard within the term; fortnightly split payments | Any closer | — | Term length unchanged. Payment remains in advance. |
| Discount on a direct lead (marketing-sourced or founder-network), up to 8% | Any closer, recorded on the proposal | — | Founder's business network members are eligible. Prefer added value over discount. |
| Discount on a referral-partner-sourced lead | Not offered | Seat holder, exceptional, up to 8% | The partner fee occupies the margin. Offer an additional tool or function instead of price. |
| Any discount above 8%, or any deal below the fractional rate | No | Seat holder decides; Integrator informed | |
| Deal shape outside this table (payment in arrears, custom terms, non-standard scope) | Propose | Seat holder decides | Finance & Legal issues any non-standard Order Form. |
| Referral partner agreement at the standard (13% of seat MRR, life of the seat) | Seat holder signs; Finance & Legal issues from the portal template | — | Paid monthly on receipt of the client's payment. First two months held and back-paid in month three once onboarding is confirmed. |
| Referral partner terms above 13%, up to the 15% ceiling | Seat holder decides | Integrator informed | Above 15%: Integrator decides. |
| Rate card changes | Propose at the quarterly | Integrator decides | |
| Accepting a client outside the Client Profile, or one who declines the roadmap | Closer may proceed only with a written retention strategy | Integrator informed within 24 hours | See Client Profile disqualifiers. |
| System | Role | Purpose |
|---|---|---|
| Twenty CRM | Full access: opportunities, stages, source, partner records | Pipeline, attribution, partner activity |
| Client portal (proposal and agreement generation) | Closer: generate and issue proposals · Seat holder: partner agreements | Two-hour proposal; partner sign-up |
| Documenso | Sender | Order Forms and partner agreements |
| intelligence.remap.ai | Full | Pre-call assessment and roadmap inputs |
| Google Calendar / Meet | Booking links | Discovery call scheduling |
| Wise / Relay / Stripe | None | Payments go via Finance & Legal |
| What fit looks like for this seat | |
|---|---|
| Understands | The client profile and why the disqualifiers exist; the economics of a seat and of a referral fee; how a discovery call becomes a roadmap. |
| Wants | To be measured on seats closed and on partners that keep sending. |
| Capacity | The seven responsibilities above, with Business Development, Referral Partner Management, Client Success and the Sales Coordinator agent carrying volume, and two Architects sharing discovery. |
See Seat Fit Assessment.
| Responsibility | Sits with |
|---|---|
| Generating demand and recruiting partners | Marketing & Demand Gen |
| Onboarding and the ongoing client relationship | Client Success · Delivery & Client Ops |
| Issuing non-standard contracts | Finance & Legal |
| Building the proposal and coordination agents | Technology (this seat specifies and reviews them) |
REMAP Business Operating System · Seat Charter: Revenue & Partnerships Lead · v1.0 · September 2026 · Internal · Reviewed at each quarterly