5+ years in partnerships, alliances, channel sales, or business development at a B2B software company
Experience in partnerships at an API-first, developer platform, or data infrastructure company
Proven track record of signing new partners and generating measurable pipeline and revenue
Experience with co-sell and integration partnerships involving data platforms, ISVs, or cloud marketplaces
Strong understanding of partner economics, including various revenue models
Technical fluency with APIs and modern data infrastructure, capable of engaging with partner product and engineering teams
Responsibilities
Recruit and sign technology partners to integrate the Pulse API into their platforms
Scope embed and white-label partnerships with partner teams, defining integration and commercial terms
Manage a portfolio of partners, driving pipeline, revenue, and API usage
Develop joint go-to-market plans with partners, outlining success criteria and target accounts
Facilitate co-sell motions with partner sales teams, from mapping accounts to closing deals
Transform existing partner motions into repeatable programs for onboarding and enablement
Collaborate with Solutions Engineers on integration proofs-of-concept and technical validation
Benefits
Equity participation
Medical, vision, and dental coverage
Full Job Description
About the RoleAs a Partner Development Manager at Pulse, you will help establish and scale the partner ecosystem that puts the Pulse API inside the platforms, data pipelines, and vertical software our customers already use. You will recruit and sign new technology partners, turn our early partner motions into repeatable programs, and drive partner-sourced revenue alongside Account Executives and Solutions Engineers. You will be an early member of the partnerships team and will help shape how Pulse goes to market through partners.
Responsibilities
Recruit and sign technology partners that can embed or integrate the Pulse API where there is a document extraction gap in their platform, data pipeline, or vertical solution
Scope embed and white-label partnerships with partner product and engineering teams, including integration requirements, usage-based pricing, and commercial terms
Own a portfolio of technology, data platform, and marketplace partners, driving partner-sourced pipeline, revenue, and API usage
Build joint go-to-market plans with each partner that define success criteria, target accounts, and shared pipeline goals
Run co-sell motions with partner sales teams, from account mapping and introductions through deal registration and close
Help mature our existing partner motions into repeatable programs, including partner onboarding, enablement, and deal attribution
Partner with Solutions Engineers on integration proofs-of-concept and partner technical validation
Enable Pulse Account Executives on active partners, and enable partner sellers on Pulse use cases, positioning, and pricing
Negotiate partner agreements, revenue share, and commission structures
Maintain accurate partner pipeline, deal attribution, and forecast in CRM
Serve as the voice of our partners back to product and engineering, surfacing integration and roadmap needs
Requirements
5+ years in partnerships, alliances, channel sales, or business development at a B2B software company
Partnerships experience at an API-first, developer platform, or data infrastructure company
Track record of signing new partners and turning them into measurable pipeline and revenue
Experience running co-sell and integration partnerships with data platforms, ISVs, or cloud marketplaces
Strong understanding of partner economics, including referral, revenue share, usage-based, white-label, and marketplace models
Technical fluency with APIs, integrations, and modern data infrastructure, enough to read API documentation, scope an embed, and speak credibly with partner product and engineering teams
Nice to have
Existing relationships across cloud, data platform, or vertical software ecosystems
Experience with partners serving regulated industries such as financial services, insurance, healthcare, or energy
Familiarity with document processing, OCR, NLP, computer vision, or ML platforms
Experience helping establish a partner program at an early-stage company
SponsorshipSponsorship not available.
Compensation and benefitsCompetitive base salary and OTE plus equity, medical, vision, and dental coverage.
