As a Partner Development Manager, you will serve as a crucial bridge within the organization, driving growth and strategic execution for three critical initiatives by collaborating seamlessly with the sales, partnership, and RevOps teams, as well as our external partners. This includes driving our AWS partnership through end-to-end relationship management, scaling the credit program to drive channel growth, and overseeing the global success fee program to maximize referral opportunities and optimize the business model.
What you'll own
AWS Partnership
Own our AWS co-sell motion helping Sales and PDMs decide when a deal benefits from AWS insight or the Marketplace, and driving those deals to close.
Position the Marketplace as an early, proactive negotiating asset to expand deal size, extend deal length, and win price-sensitive or competitive opportunities.
Partner day-to-day with our AWS Partner Manager to advance the AWS Strategic Collaboration Agreement (SCA), and manage AWS Account Managers, PDMs, and regional teams to unlock account insight and advocacy.
Enable our sales teams to spot co-sell early and apply best practices, and educate AWS reps on who we are and why to advocate for us.
Own the internal Marketplace process with Rev Ops and Deal Desk – submission, approvals, private offers, and billing – and steward partner-funding programs such as MPOPP.
Success Fee Program
Own the Success Fee referral program end-to-end: partner qualification, referral validation, approval , and payout as the final decision-maker on what is and isn't accepted.
Act as the program's gatekeeper: validate referrals against a clear attribution standard, reject opportunistic or ineligible requests, and prevent revenue cannibalization and after-the-fact credit.
Run the prioritized-accounts motion, working with partners and sales leaders on intentional account mapping that unlocks higher-value, higher-commitment referrals.
Continuously develop the program – its fee model, portal experience (PartnerStack), and reporting – and champion new field-driven initiatives that scale partner impact.
Credit Program
Work with the sales team to identify deals that are a fit for the program.
Align with the relevant partners and secure credit commitment for specific deals.
Collaborate with the Partnership team and Commercial Partnership team to build pipeline and secure partner commitment.
Define and improve processes to scale the program.
Onboard new partners to the program.
Who you are
5+ years in partnerships, alliances, business development, or commercial sales within SaaS, AdTech, or a related B2B technology field.
A proven dealmaker who has grown revenue through partnerships and navigated complex, multi-stakeholder deals.
A natural orchestrator who influences outcomes across Sales, Revenue Operations, Finance, and Deal Desk without direct authority.
Principled and disciplined – able to say no, protect program integrity, and balance partner goodwill against the company's revenue interests.
A compelling communicator who makes complex commercial ideas simple for any audience, and a daily AI user in how you research, prioritize, and decide.
Entrepreneurial and self-directed, energized by owning ambiguous, high-leverage programs.
Preferred
Experience with cloud co-sell or a cloud marketplace (AWS, GCP, or Azure).
Experience running a partner referral / incentive program and a PRM platform.
Familiarity with the mobile measurement / AdTech ecosystem.
Being introduced by our team member.
