Partnerships / Cloud Alliance Lead

What You’ll Own

• Own the cloud and partnership relationships, specifically AWS, Azure, GCP, Snowflake, DoIT and Sela cloud
• Maniacally drive partner sourced and influence deals, working closely with our sales and marketing team
• Forecast accurately and manage partnerships pipeline with discipline and transparency

How this is different from many partnerships role

• You must be the single biggest user of our product and its biggest critic
• You will be critical to our product roadmap
• We eat our own dog food - meaning we have 100% partner attach rates, and drive over 90% of our revenue through the marketplace
• Everyone on the GTM team is partnership-fluent (even if we may not all be proficient)
• You are coming in to introduce new ideas of how partnerships can be done with AI, data and systems minded thinking

Who This Is For

• Grit - there’s nothing more important than this. You will feel stretched at times. You’ll learn a lot in this role. You must be humble and hungry
• Top notch organization and attention to detail
• Ability to understand, synthesize and present data to founders and leadership team (“tell me what’s important”)
• Extreme ownership mentality
• Experience co-selling with hyperscalers is a must. Experience at a hyperscaler is a nice-to-have

Why Join Us

• The OTE for this role is $200,000–$250,000/year, depending on experience, market location, and overall fit for the role
• Competitive salary, comprehensive health insurance, monthly office stipends, meaningful equity plan, benefits, etc.
• You get to manage 2 awesome partnerships associates
• Top-notch team - You'll work with an awesome bought-in team, who have both built large-scale enterprise SaaS products at top companies (e.g. Google, Meta, Salesforce, Confluent), and high-growth startups (e.g. Workstream, Motive, Square)
• Well-funded / long runway
• We are a fast-moving flat org and avoid hierarchical structures