The role

You'll build the channels, relationships, and market standing that let enterprises find, evaluate, buy, and deploy Applied Compute. Our customers run on Google Cloud, Microsoft Azure, and AWS, and many of them want to use committed cloud spend, existing procurement paths, and their own cloud environments when they work with us. You'll build those partnerships from the ground up, own the pipeline they produce, and make the hyperscalers' field teams a real source of new business for us.

This role owns the partnerships and market signals that help enterprises find, evaluate, buy, and deploy Applied Compute-cloud marketplaces and private offers, co-sell programs, analyst relations, SI/channel relationships, and preferred vendor status.

What you'll do

Cloud partnerships

• Own our relationships with major cloud providers, including partner program tiers, co-sell motions, joint business planning, and executive sponsorship
• Get Applied Compute listed and transactable on each cloud marketplace, including private offers, so customers can buy through the procurement paths and committed spend they already have
• Build relationships with the hyperscalers' field sellers, partner managers, and AI specialists, and give them the sales plays and enablement they need to bring us into their accounts

Business development

• Source and close partner led opportunities, and own the forecast for partner sourced and partner influenced revenue
• Develop relationships with systems integrators, consultancies, and software vendors that deliver AI work for enterprises, and structure resale, referral, and co-sell partnerships where they make sense
• Identify new distribution opportunities and make the case for which ones to pursue and which ones to stop

Market standing and enterprise readiness

• Own our analyst relations, including briefings with firms like Gartner, Forrester, and IDC and inclusion in the reports and evaluations enterprise buyers rely on
• Track the indicators enterprises use to judge a vendor, such as cloud partner tiers, marketplace and co-sell eligibility, industry recognition, and preferred vendor status, and build a plan to earn the ones that matter
• Bring field and market intelligence back to our founders, product, and GTM teams so it shapes what we build and how we sell

Operations

• Structure partner agreements with our business operations team and outside counsel
• Report on partner pipeline and revenue, and run regular business reviews with each partner

What we're looking for

• A track record of generating revenue and opportunities through partners, not only managing relationships
• A working understanding of how cloud marketplaces, co-sell programs, and committed spend function in practice, or the ability to learn them quickly
• Judgment about which relationships, programs, and market signals will actually move enterprise deals, and the discipline to set the rest aside
• Enough technical curiosity to hold a credible conversation with an engineering team about where our platform runs and how it deploys
• Comfort being measured on outcomes, including pipeline and revenue

Strong candidates also have

• Experience at an AI infrastructure, data, or developer tools company that sells through cloud marketplaces
• Previous work at Google Cloud, Microsoft, or AWS in a partner facing role
• Experience running analyst relations or earning inclusion in industry reports
• Relationships with global systems integrators and AI consultancies

The U.S. base salary range for this full-time position is $120,000-$240,000. Total compensation for this role also includes meaningful equity in a fast-growing startup, along with a comprehensive benefits package designed to support you both personally and professionally. Base salary is determined by a range of factors including individual qualifications, experience, skills, interview performance, market data, and work location. The listed salary range is intended as a guideline and may be adjusted.

Benefits & Logistics

This role is based in San Francisco. We work from our office in the Mission. We offer:

• Competitive compensation and equity
• 100% employer-paid health insurance coverage for you and your family
• Unlimited PTO
• Paid parental leave
• Daily lunches and dinners
• Transportation and relocation support
• 5% 401k match

We sponsor visas. While we can't guarantee success for every candidate or role, if you're the right fit, we're committed to working through the process with you. We encourage you to apply even if you do not believe you meet every single qualification.