Strategic Partnerships

What you'll do

• Own the outcomes for your portfolio: activated partnerships, sourced and co-sold pipeline, and revenue contribution against ambitious quarterly targets.
• Own a portfolio spanning Cloud Infra (AWS/GCP/Azure-class), frontier model labs, AI-native consultancies/SIs, Startups, and a venture portfolio motion.
• Run the cloud hyperscaler motion: partner relationship management with PDMs, regular partner syncs and follow-through, partner conferences and kickoffs, joint outbound with their AEs, field presentations on Exa, and marketplace listings/specials.
• Run the frontier model motion: joint solutioning with applied / forward-deployed teams on shared customer deployments, integration QA and eval support, tool catalog / marketplace listings (GPTs, Claude tools, Gemini extensions, etc.), and joint launches.
• Vet, sign, and activate AI-native consultancies and system integrators: field enablement so their consultants can position Exa in client work, joint pursuit support on live deals, and presence at their kickoffs/conferences.
• Vet and activate startup partners: technical enablement and integration support, periodic QBRs and tracking on active partnerships, and co-marketing across Exa's surfaces and theirs.
• Run a light-touch VC motion: plug Exa into VC startup programs to reach their portfolios at scale, issue and track promo codes, and keep firm-level relationships warm with minimal overhead.
• Drive co-marketing across the portfolio: joint launches, blog posts, demos, and conference moments, in lockstep with partner marketing teams.
• Bring the voice of the partner back into product: what their field is seeing, what their customers are building, what's about to change in their stack before we feel it ourselves.

Who You Are

• You've owned strategic partnerships end-to-end at a high-velocity company (cloud, infra, dev tools, AI/ML, data) and can point to specific partnerships you signed and activated to revenue, not just sourced.
• You've worked across at least two of: hyperscaler clouds, frontier model labs, consultancies/SIs, the startup ecosystem, or VCs, and can speak credibly to how each one buys, sells, and prioritizes.
• You can pick up technical concepts fast (APIs, agent stacks, retrieval, eval workflows) and represent them confidently to partner field engineers, FDEs, and AEs.
• You're comfortable in a high-velocity startup where the portfolio shifts regularly and where prioritization decisions sit with you.

Bonus

• You've run partner motions inside or with AWS, GCP, Azure, OpenAI, and Anthropic and know how their partner organizations actually operate (marketplace ops, FDEs, partner AEs, co-sell motions).
• You've built field enablement programs for system integrators or consultancies and have a point of view on what makes consultants actually pull a product into a client engagement.
• You have an existing network in the AI-native boutique consultancy space: relationships, not just LinkedIn connections.