Partner Account ManagerTeam: Partnerships / ChannelLocation: [NYC] - HybridReports to: Head of Partnerships or VP, ChannelsAbout the RoleWe are looking for a Partner Account Manager to help build Lightning AI's partner ecosystem and turn strategic partnerships into real revenue. This role will own relationships with channel, cloud, reseller, services, and technology partners, and will be responsible for building joint pipeline, aligning field teams, and making partners successful in positioning Lightning AI to customers building serious AI systems.
What You'll Do- Own a portfolio of strategic partners and build clear joint business plans tied to pipeline, revenue, customer adoption, and field engagement.
- Create and execute co-selling motions with partner sales teams, Lightning AI Account Executives, Solutions Engineering, Marketing, and Customer Success.
- Identify partner-sourced and partner-influenced opportunities, qualify fit, and help move deals through the sales cycle.
- Develop partner account plans, executive alignment maps, target account lists, enablement plans, and quarterly business reviews.
- Work with Channel MLSEs and Partner Enablement to ensure partner teams understand Lightning AI's technical value proposition and how to identify strong-fit customers.
- Negotiate and operationalize partner motions, including referral, resale, co-sell, marketplace, implementation, and services workflows where applicable.
- Track partner performance, pipeline health, sourced revenue, influenced revenue, activation, and engagement quality.
- Represent partner feedback internally and help improve partner programs, packaging, integrations, and field processes.
What We're Looking For- 5+ years in partnerships, channel sales, business development, alliances, enterprise sales, or partner account management.
- Experience building revenue-producing partnerships in technical B2B markets.
- Strong commercial instincts and the ability to turn partner relationships into pipeline, opportunities, and closed revenue.
- Experience working with sales teams, technical pre-sales teams, partner field teams, marketing, and operations.
- Ability to build trust with partner executives and field sellers while driving accountability to measurable outcomes.
- Strong project management and communication skills, especially in ambiguous or cross-company environments.
- Comfort operating in a high-growth company where the partner motion is still being built.
Nice-to-Haves- Experience with cloud partners, systems integrators, AI/ML consultancies, data partners, developer platforms, or infrastructure ecosystems.
- Experience with marketplace, resale, referral, co-sell, or services partner models.
- Familiarity with AI infrastructure, GPUs, MLOps, data platforms, or enterprise cloud buying cycles.
- Experience building partner programs from an early stage.
Why Lightning AI- You will help define how companies build and scale real AI systems, not just sell another generic software product.
- You will work with technical customers and teammates who care about speed, clarity, craft, and direct problem-solving.
- You will join a company with developer credibility, infrastructure ambition, and a GTM motion that is still early enough to shape.
We are committed to offering competitive compensation that reflects the value each team member brings to our mission. Final offers are based on factors such as experience, skills, geographic location, and role expectations. In addition to base salary, our total rewards package for eligible roles includes a discretionary bonus, a meaningful equity component, and comprehensive benefits.
The anticipated annual base salary range for this role is:
$175-$200 USD
Benefits and PerksWe offer a comprehensive and competitive benefits package designed to support our employees' health, well-being, and long-term success:
- Comprehensive Health Coverage: Medical, dental, and vision coverage for employees and eligible dependents.
- Meaningful Equity: RSUs that give employees a stake in the company's long-term success.
- Retirement Savings: 401(k) matching (U.S.) and pension contributions (U.K.).
- Flexible Time Off: Unlimited PTO, company holidays, and floating holidays to support work-life balance.
- Company-Wide Winter Break: Two weeks of company closure each winter to disconnect and recharge.
- Paid Parental & Family Leave: Paid leave to support you and your family through life's important moments.
- Professional Development: Annual learning and development allowance to support your professional growth.
- Wellness Benefits: Wellness and work-from-home stipends to support your physical and mental well-being.
- Sabbatical Program: Four weeks of paid sabbatical leave after four years of service.
- Flexible Work: Flexible schedules and a hybrid work model for our office-based teams.
- In-Office Meals: Complimentary meals at our office hubs.
Benefits may vary by location, team, and role.
