About the RoleThis is a foundational role. You will not inherit a fully built playbook - you will create Factory's partner marketing motion from the ground up, in close partnership with Partnerships/Alliances, Product Marketing, and Field Marketing. You will design co-marketed campaigns and events, build the enablement that lets partners tell the Factory story, and stand up the operating model (including MDF) behind it all.
Every program you run will be tied to target accounts, informed by partner and sales priorities, and measured by its impact on partner-sourced and partner-influenced pipeline, deal acceleration, and revenue.
This role is both strategic and hands-on. You will own the strategy, planning, budget, and reporting for partner marketing while also rolling up your sleeves to execute the campaigns, events, and enablement yourself.
What you will do and achieve- Own and scale Factory's partner marketing strategy, driving co-marketed campaigns and events that generate measurable partner-sourced and partner-influenced pipeline.
- Build the co-marketing motion across Factory's partner types - cloud providers, foundation model providers, systems integrators, and strategic technology/AI partners.
- Develop joint marketing plans with strategic partners, translating the combined value of Factory + partner into joint positioning and campaigns that work across channels.
- Launch end-to-end joint programs - executive dinners, roadshows, webinars, co-hosted events, and third-party conferences - ensuring partners actively source and engage priority accounts.
- Partner closely with the Partner Sales team to identify strategic partners, align on target account lists, and maximize partner contribution to every program.
- Own partner engagement for each initiative, holding partners accountable for bringing qualified prospects, supporting joint outreach, and generating measurable pipeline.
- Build partner enablement - pitch decks, one-pagers, positioning and competitive guides, and solution briefs, so partners and field teams can sell Factory with confidence.
- Own a clear MDF operating model - intake, prioritization, budget allocation, and approvals as well as investing in the activations that produce the highest ROI.
- Coordinate partner presence at Factory and third-party flagship events (eg, AWS re:Invent), advising on messaging, audience targeting, and customer engagement.
- Develop attribution frameworks and reporting to measure partner-sourced attendance, pipeline, and program performance, using data to continuously optimize results.
- Collaborate cross-functionally with Partnerships/Alliances, Product Marketing, and Field Marketing to align campaign strategy, account engagement, and follow-up execution.
- Leverage AI and automation to improve partner engagement, campaign execution, reporting, and operational efficiency.
- Champion the Factory voice and ensure every program reflects the ambition of our mission to bring autonomy to software engineering.
Qualifications- 6+ years in partner marketing, channel marketing, alliances, field marketing, or a related go-to-market function at a high-growth B2B SaaS or technology company.
- Proven track record building partner or channel marketing programs from zero to a repeatable motion that drives measurable pipeline through strategic partner engagement.
- Experience developing account-based partner marketing strategies in close partnership with Partner/Channel teams.
- Strong understanding of partner ecosystems, joint go-to-market programs, and partner-led demand generation.
- Strong campaign creation - ability to translate product value into crisp partner value propositions.
- Analytical operating discipline - comfort with pipeline attribution, CRM workflows, and reporting that stands up to revenue scrutiny.
- Exceptional project and stakeholder management, with the ability to influence cross-functional teams and external partners.
- Excellent written and verbal communication skills.
- Actively leverages AI tools as a core part of daily work to use them to improve campaign execution, automate workflows, accelerate analysis, and increase productivity.
- Comfort with marketing tools such as Salesforce, marketing automation platforms (eg, HubSpot or Marketo), and event management tools.
Location: San Francisco, CA or New York, NY (in office), or Remote 
