Sr. Partner Manager
About the Opportunity:
Humans here simply think computers should do more work. Within the organization, the focus is not just on making software, but on building a platform to help millions of businesses globally scale with automation and AI. The mission is to make automation work for everyone by delivering products that delight customers. Team members collaborate with brilliant people, use the latest tools, and leverage the flexibility of remote work. The work done directly fuels customer success, and as they grow, so will you.
The Senior Partner Manager is sought to join the Ecosystems & Channels organization. This role will drive the strategic opportunity pipeline and launches across the integration partner ecosystem, creating playbooks, identifying new opportunities, and driving execution with both unmanaged and managed partners. The focus is on unlocking the next wave of growth by ensuring the partner portfolio evolves in line with the most critical company objectives.
The Ecosystems & Channels organization sits at the center of the go-to-market strategy. With 8,000 SaaS partner integrations and a rapidly growing AI app ecosystem, this team drives impact by deepening integrations, enabling valuable use cases for joint customers, and opening entirely new growth pathways. As a Senior Partner Manager, you will build and execute initiatives that accelerate adoption, expand the integration partner footprint, and transform how partner motions scale.
This team is the most connected AI orchestration platform for the Enterprise. As the connective tissue for modern AI systems, the platform orchestrates over 8,000 apps, tools, and APIs, enabling companies to deploy AI in powerful, scalable ways without rebuilding their stack. As AI evolves, forward-thinking teammates who understand this emerging landscape and can help customers and partners navigate it are needed.
• Commitment to Applicants
• Culture and Values
• Guide to Remote Work
• Code of Conduct
• Diversity and Inclusivity
About You:
• You’ve done this before. You have 6 years of experience in technology partnerships, business development, or ecosystem strategy. Particularly driving net-new partnerships with partners of all sizes and generating new opportunities to capitalize on technology advancements, innovation, and shifting market or industry trends.
• You’re strategic. You know how to identify gaps, assess new opportunities, and frame compelling business cases that align with company-level and partner objectives.
• You embrace AI in your work. You don’t just use AI tools, you design workflows, build agents, and create playbooks with them. You can research partners, analyze data, synthesize insights, and create demos or campaigns using AI tools to accelerate outcomes.
• You’re a negotiator. You’ve led complex partner discussions, including defining terms, aligning on value exchange, and closing win-win agreements.
• You thrive in dynamic environments. You can proactively balance multiple initiatives, see around corners, evolve approaches based on data, and know when to double down versus when to scale out.
• You’re a cross-functional team player. You have strong organizational skills with a team-centric mindset and the ability to execute. You’re able to quickly and effectively collaborate cross-functionally with Product, Engineering, Sales, Marketing, and Operations teams to bring strategies to life and optimize roles & responsibilities for maximum business impact.
• You’re data-driven. You set goals (volume, usage, and revenue impact), measure outcomes, and iterate based on performance insights.
• Excellent communication skills You understand the value provided to partners and customers. You can transparently articulate your point of view to partners and internal stakeholders in both verbal and written formats.
• You have a growth mindset. You are motivated by building new models, scaling new categories, and creating playbooks that the broader team can run.
Things You’ll Do:
• Expand the partner ecosystem. Anticipate and prioritize strategic ecosystem opportunities aligned with the Enterprise GTM strategy, verticals, emerging AI apps, MCP that are high-impact and build business cases for future opportunities
• Drive MCP adoption. Work with new and existing partners to ensure adoption of Model Context Protocol (MCP) capabilities, enabling deeper partner opportunities and create valuable customer use cases supporting AI transformation goals.
• Recruit and operate at scale. Define and execute scalable paths to bring hundreds of new partners, integrations, use cases onto the platform.
• Negotiate new partnerships. Lead conversations with enterprise SaaS and AI partners to identify high-impact relationships.
• Create playbooks. Codify approaches from initial outreach to activation to scaling that can be used across the partner management team and function. Know when to make changes to roles and responsibilities across the motions to maximize efficiency of the process and teams involved.
• Balance multiple bets. Proactively manage and evolve initiatives, setting both volume and usage goals, and advising leadership on when to invest further versus scale back.
• Identify and manage marketing opportunities surrounding new partnerships and launches either through the partner’s GTM channels, those of the organization, or both.
• Challenge the status quo and effect positive organizational change outside of mandated work.
• Provide support to other team members, spread knowledge, and develop or mentor teammates outside formal reporting structures.
• Invest in tools and processes that lead to outsized impact for the organization