As the Partner Solutions Lead, you will own Ditto's partner motion as a force multiplier for commercial and public-sector revenue. You'll sustain and grow an active portfolio of strategic partners (MongoDB, Zebra, AWS, Apple, LaunchDarkly, Oracle, Palantir, Carahsoft, and others) while building the FY27 partnership plan from the ground up: targets, named-partner waterfall, comp structure, program design, and operating cadence. This is not a traditional channel role. The bar is technical fluency combined with strategic conviction and cross-functional execution muscle. You will report to the Head of Commercial Sales with direct executive visibility through the CEO. As the Partner Solutions Lead you will: • Own the four pillars of Ditto's partner motion: Cloud (AWS), Technology (MongoDB, Zebra, Apple, LaunchDarkly, Oracle, Palantir), Services & Solutions, and OEM partnerships • Review, refine, and re-imagine the FY27 partner plan in your first 60 days: targets, named-partner waterfall, comp structure, program evolution, and reporting cadence • Sustain active partner relationships in handover state while driving partner-sourced and partner-influenced pipeline as a forecastable contribution to revenue • Evaluate partner technical fit independently, drive AWS APN Foundational Technical Review work, design joint reference architectures, and lead partner architecture conversations without needing an SA in the room • Design and launch Ditto's partner certification program in partnership with FDE and Professional Services • Own partnership program operations: agreement templates, partner tiers, deal registration, attribution framework, and the partner tooling stack (Crossbeam, Clazar, HubSpot) • Work cross-functionally with Commercial Sales, Public Sector, Marketing, Engineering, Product, and RevOps to position partnerships as a force multiplier across the company What You'll Need: • Technical fluency to independently evaluate partner technical fit, read partner documentation (APIs, connectors, integration specs, reference architectures), and hold partner architecture conversations without technical help • Strategic conviction with a blank-page mindset: you can build a partner plan from scratch and defend it under pressure, not just execute one that exists • Cross-functional execution: a track record of driving alignment across Sales, Product, Finance, Marketing, and Engineering on a specific initiative • Operating discipline: comfort running solo through a function rebuild for your first quarter without the team or process to lean on • Commercial structuring exposure: experience designing or operating revenue share, marketplace mechanics, deal registration, embedded contracts, or pricing schemes spanning multiple parties • Strong written and verbal communication, with the ability to translate fluidly between technical and commercial audiences • Willingness to travel for partner engagements (AWS reInvent, MongoDB .Local, Zebra SKO, partner off sites, quarterly cadence in Atlanta regardless of home hub) • Based in one of Ditto's designated key talent hubs: San Francisco, Seattle, Austin, or Atlanta Nice to Haves: • Demonstrated revenue accountability (quota, P&L, partner-sourced ACV, revenue attribution, or equivalent) • Experience at developer platform, infrastructure, or data companies (e.g. MongoDB, Couchbase, Confluent, HashiCorp, Snowflake, Databricks, Stripe, Twilio, and Cloudflare) • Hyperscaler partner-side relationship experience, AWS APN preferred • Partner ecosystem exposure in a prior role even if not partnership leadership: a product manager or engineer who led a technology partnership, a Solutions Architect who covered partner accounts, a consultant who lived inside an SI partner program • ISV or OEM commercial structure exposure (revenue share, embedded contracts, technical performance criteria) • Consulting, product management, or solutions engineering background with strategic ownership, not just delivery • People management experience or appetite for year-two team-building The Benefits of Building with Us We offer competitive salaries and meaningful equity. We believe everyone on the team should have a stake in what we're building. Benefits vary by region to make sure you're covered in the ways that matter most. In the US, that includes health, dental, vision, life, and disability insurance, plus a 401(k) and flexible spending accounts. Regardless of where you live, everyone at Ditto can utilize flexible time off. And while we work remotely, our Atlanta and San Francisco offices are open if you ever want a place to work or meet up with teammates. Apply Anyway At Ditto, we know game-changers don't always come wrapped in a "perfect" resume. Years of experience? Every single bullet point checked? Meh. That's not what drives us. What does matter? • Grit. • Curiosity. • Adaptability. • And a genuine spark for what we're building. So if you're fired up about our mission but not sure you tick every box - hit that apply button anyway. Use your application to show us how you'll make an impact here. We're always on the lookout for exceptional humans who want to grow, stretch, and build something meaningful with us.