The AI ecosystem is being redrawn in real time. The person who wins this role won't just watch it happen. They'll be the one shaping where Delight.ai sits inside it. The Role Own Delight.ai's full ISV and hyperscaler ecosystem strategy, from AWS co-sell execution to GenAI platform alliances with OpenAI, Anthropic, and Google. Build the commercial engine that makes partnerships a measurable, compounding revenue driver. This role is built for someone who moves fast, uses AI to do the work of a full team, and treats every partnership as a distribution play. You might be this person if: - You reach for AI tools to automate the operational overhead of partnership work: pipeline tracking, enablement, reporting, outreach. - You think about ecosystem strategy the way an engineer thinks about architecture: modular, scalable, with clear interfaces between components. - You know the difference between a partner that looks good on a slide and one that actually moves pipeline. - You can walk into a room with a CTO, a hyperscaler field rep, and a CFO and speak credibly to all three. - You get restless when processes are manual. If something is done by hand more than twice, you're already automating it. - You track the AI ecosystem obsessively, not just the headline players but emerging ones, integration models, and commercial structures that are starting to win. - You can point to partner-sourced or partner-influenced ARR with your fingerprints on it. You need to have: - 10+ years in Strategic Partnerships, Technology Alliances, or Ecosystem Leadership inside SaaS or enterprise technology. - Deep hands-on experience with hyperscalers, especially AWS co-sell programs, and direct relationships with GenAI platform vendors. - Technical fluency to engage product and engineering leaders, plus commercial acumen to structure and close complex partnership agreements. - Proven, quantifiable revenue impact through partner-sourced and partner-influenced pipeline. - Experience designing and scaling a global partnerships operating model, including segmentation, tiering, and performance frameworks. What you'll actually do: - Define and lead ISV ecosystem strategy across AI, CX, commerce, and SaaS. Use AI tools to track ecosystem shifts and translate them into actionable partnership and product strategy for internal leadership. - Expand our AWS commercial relationship and launch new ones with OpenAI, Anthropic, Google, and other leading GenAI platforms. Identify and secure high-impact ISV partners that extend product value and unlock new customer segments. - Build partner segmentation, tiering, and prioritization frameworks. Automate pipeline tracking and reporting so your time goes to strategy, not spreadsheets. - Build and operationalize repeatable co-sell motions. Align with Sales on account planning, enterprise pursuits, and vertical strategies. Own partner-sourced and partner-influenced pipeline and ARR with clear dashboards to back it up. - Develop joint value propositions and enablement materials that drive real field adoption with SI, GSI, and VARS organizations. - Partner with Marketing on joint campaigns, events, content, and marketplace promotions. Drive ecosystem storytelling and strategic announcements that elevate brand visibility and marketplace performance. What we offer We take care of the people who build the future. Here's some of what you can expect when you join Sendbird. - Medical, dental, and vision coverage, on us. Sendbird covers 100% of the premium for our employees and roughly 80% for their dependents. - Generous time off. 20 days PTO, 13 company holidays, 7 sick days, 2 rest & rejuvenation days, 1 volunteer day, and your birthday off. - $3,500 annual "Be Your Best Self" boostSpend it on anything that helps you grow. Gym memberships, therapy, books, courses, massages, and more. - Parental leave for all new parents. Time to be present for the moments that matter most. - 401(k) from day one. Auto-enrollment, flexible contributions, and access to Vanguard's investment platform. - HSA & FSA options. Pre-tax accounts to cover healthcare, dependent care, and commuter expenses. - Life & disability coverage, fully paid. Life insurance and AD&D at 2x your salary, plus short- and long-term disability at no cost to you. Pay Transparency For cash compensation, we set standard ranges for all roles based on function, level, and geographic location. To determine our ranges, we utilize a variety of compensation data benchmarked against similar-stage growth companies. A reasonable estimate of the current salary range for this role is $300,000 - $340,000 OTE . This range is specific to the San Francisco Bay market. We consider several factors when making final compensation decisions, including, but not limited to, location, skill sets, experience and training, licensure and certifications, and other business and organizational needs, which may cause your specific offer to vary from the amount listed above. Flexible Work Policy We offer a flexible work schedule at Sendbird. We also value collaboration and relationship building. With those values in mind, we require all employees to gather with their team in the office three days per week as a minimum. Some of our roles require a more frequent in-office schedule. Please work with your manager to understand the office time requirements for your position.