Strategic Partner Manager

Responsibilities

• Own and grow a portfolio of strategic technology and platform partners across developer tooling, AI builders, and adjacent infrastructure.
• Develop and execute joint GTM plans with defined KPIs for wins, ARR, pipeline, integrations, and adoption.
• Execute expansion opportunities including co-marketing events, co-sell motions, and joint GTM initiatives.
• Drive sourced and influenced pipeline through partner relationships.
• Enable Sales teams with partner positioning, playbooks, and introductions.
• Collaborate with partners on co-selling opportunities and enterprise deals.
• Work closely with Product and Engineering on integration roadmaps and technical alignment.
• Coordinate co-marketing initiatives with Marketing (launches, webinars, hackathons, case studies, events).
• Support partner enablement through training, documentation, and ongoing engagement.
• Build strong relationships across all levels within partner organizations.
• Track and report on partner performance metrics (ARR, usage, activation, pipeline) and maintain forecasting and partnership health dashboards.

Requirements

• ~5 years of experience in partnerships, business development, or platform strategy at a developer tools, cloud, or infrastructure company.
• Strong understanding of developer ecosystems and modern data/infra stacks.
• Demonstrated experience shipping integrations and growing them post-launch.
• Experience owning partners end-to-end: sourcing, technical alignment, negotiation, launch, and growth.
• Commercially minded and comfortable with deal structures, revenue models, forecasting, and KPIs.
• Clear, concise communicator who can align Product, Engineering, Sales, Marketing, and Customer Success teams.
• Highly organized operator who can build programs from scratch and iterate quickly.
• Data-driven, outcome-oriented, and comfortable operating in ambiguity in a fast-moving, open-source-first startup environment.

Nice-to-Haves

• Experience with AI Builder partnerships.
• Background in open-source or Postgres-related ecosystems.