Partnerships Manager

Dash0; Amsterdam; On-site; EUR 100,000 - 150,000; Full time

Benefits offered by this job

Competitive salary

Equity stake

Remote-first

Phone allowance

Location benefits

Growth path

Direct access

Job summary

Dash0 Inc. in Amsterdam and beyond is building a strategic partnerships motion to scale the business through hyperscaler marketplaces and cloud-native consultancies.

You will own partner relationships, design programs, drive ARR through co-sell motions, and feed intelligence back into product and pricing in a remote-first environment with global reach.

Qualifications

• 5+ years in partnerships, alliances, or business development at a developer tools, observability, or cloud-native infrastructure company.
• Established relationships with field teams at one or more of the major hyperscalers (AWS, GCP, Azure).
• Demonstrated experience building or scaling a hyperscaler co-sell motion — from listing to active deal flow.
• Experience designing partner programs for SIs or consultancies (tiers, incentives, enablement) at a technical product company.
• A track record of partner-sourced or partner-influenced revenue.
• A builder mentality — you're energized by the ambiguity of standing up something new and prefer creating the playbook to following one.

Responsibilities

• Own the relationships with AWS, GCP, and Azure — drive Dash0 onto marketplace listings, activate co-sell motions, and turn field relationships with Cloud Solution Architects into a repeatable source of qualified pipeline.
• Design and execute a partner model for cloud-native SIs and consultancies — the firms that spec observability stacks for enterprise clients. Define the incentive structure and co-delivery model.
• Drive revenue through partners — you'll be measured by ARR contribution: net-new logos sourced through partners and accelerated deals via SI influence.
• Feed partner and SI intelligence back into product, pricing, and positioning. Proactively address competitive movements.
• Build and document relationships with hyperscaler solution architects in target geographies (US East Coast, UK/Netherlands/DACH) to generate qualified introductions.

Skills

Partnerships

Alliances

Business development

Cloud marketplaces

Partner programs

Co-sell enablement

Job description

About Dash0

Join Dash0 and help us define the future of observability. We are OpenTelemetry-native, building a delightful, simple, and AI-centric platform that eliminates vendor lock-in and meaningless toil. Shape a product that developers love—all with transparent pricing and cost-control built in.

The Opportunity

This is not a relationship maintenance role — it's a strategy and building role. You'll own the two channels providing the most leverage for Dash0's next phase of growth: hyperscaler marketplaces (AWS, GCP, Azure) and the cloud-native consultancy ecosystem that influences every enterprise buying decision.

Your mission is to build the motion from near-scratch: partner program design, commercial frameworks, co-sell enablement, and field activation. You'll simultaneously work live deals through hyperscaler channels where the opportunity is immediate. Based in Amsterdam or London (remote).

What You'll Do

• Own the relationships with AWS, GCP, and Azure — drive Dash0 onto marketplace listings, activate co-sell motions, and turn field relationships with Cloud Solution Architects into a repeatable source of qualified pipeline.

• Design and execute a partner model for cloud-native SIs and consultancies — the firms that spec observability stacks for enterprise clients. Define the incentive structure and co-delivery model.

• Drive revenue through partners — you'll be measured by ARR contribution: net-new logos sourced through partners and accelerated deals via SI influence.

• Feed partner and SI intelligence back into product, pricing, and positioning. Proactively address competitive movements.

• Build and document relationships with hyperscaler solution architects in target geographies (US East Coast, UK/Netherlands/DACH) to generate qualified introductions.

What You Bring

• 5+ years in partnerships, alliances, or business development at a developer tools, observability, or cloud-native infrastructure company.

• Established relationships with field teams at one or more of the major hyperscalers (AWS, GCP, Azure).

• Demonstrated experience building or scaling a hyperscaler co-sell motion — from listing to active deal flow.

• Experience designing partner programs for SIs or consultancies (tiers, incentives, enablement) at a technical product company.

• A track record of partner-sourced or partner-influenced revenue.

• A builder mentality — you're energized by the ambiguity of standing up something new and prefer creating the playbook to following one.

Nice to Have

• Background in observability, APM, or DevSecOps.

• Experience with the OpenTelemetry or Prometheus ecosystems.

• Existing CNCF community relationships.

• International experience spanning US and Europe.

Why Dash0

This is a unique opportunity to help build a generational company. Dash0 is backed by top-tier investors including Balderton Capital, Accel and Cherry Ventures and led by a founding team with decades of experience in observability. We're in the middle of a massive growth phase after our Series B — and we're just getting started.

If you're looking for a place where a great product meets great people, where momentum is real and your impact is visible from day one — this is it.

What we offer:

• Competitive salary & meaningful equity participation — you'll own part of what you're building

• Flexible, remote-first work environment with offices in New York, Amsterdam, and Munich

• €60/month phone & internet allowance

• Location-specific benefits

• Collaborative, fast-moving team culture with a builder mindset

• Clear path for career growth and development

• Direct access to founders and leadership