ISV Partnerships Manager (Founding Role)

Replenit; Warszawa; On-site; PLN 180,000 - 260,000; Full time

Benefits offered by this job

Founding ownership

Remote-first (EU)

Equity / ESOP

Warsaw HQ energy

Job summary

Replenit, Warsaw-based, is hiring its first dedicated Partnerships hire to build a scalable program from the ground up. You will convert founder-led deals into a revenue engine across global platforms and marketplaces, and operationalize the ecosystem with a strong co-sell motion.

You will own the program end-to-end, manage marketplace listings, and represent Replenit at partner events. This is a hands-on, travel-friendly role with ownership of GTM partnerships.

Qualifications

• 4 to 5+ years in partnerships, alliances, or business development at tech companies with revenue accountability.
• Ideally MarTech, CDP, or ERP background and understanding of how data and engagement platforms connect.
• Marketplace experience with Google Cloud, Microsoft, SAP, AWS, or similar.
• Comfortable owning the whole thing from a blank page; adept at building systems in ambiguity.
• Strong operator and communicator who can align Partners, Sales, and Product without formal authority.

Responsibilities

• Define ecosystem strategy: pick which partners matter, why, and in what order; map vendor inputs and co-sell potential.
• Own revenue: manage partner-sourced and partner-influenced pipeline and create a scalable co-sell motion.
• Scale live alliances: expand Braze, Bloomreach, Google Cloud, and Databricks from founder-led to programmatic.
• Own marketplaces: drive Replenit presence on Google Cloud Marketplace, Microsoft, SAP, and other listings to enable procurement and co-sell.
• Build the partner program: tiering, economics, enablement, QBR cadence, and engagement rules for scale.
• Represent Replenit in market: speak at events, run sessions, be the face of the ecosystem, travel as needed.
• Feed loop to Product and GTM: integrate market signals into roadmap and integrations.

Skills

Partnerships

Revenue accountability

Marketplaces

Cross-functional alignment

Job description

Overview

This is Replenit's first dedicated Partnerships hire, a founding role. You'll define what partnerships means here and build the function from the ground up. Today our partnerships are founder-led and built deal by deal through relationships, without a system behind them. We already partner with Braze, Bloomreach, Google Cloud, and Databricks. Your job is to take that from a handful of founder relationships to a real ecosystem that generates revenue.

We sit behind the retailer's existing stack. We read the data other systems hold, decide the next move for each customer, and send execution-ready decisions back into the tools that act on them. That makes us a partnership company: on one side are the platforms that feed us data (CDPs, data warehouses, commerce and ERP systems) and on the other are the platforms that execute our Golden Decision Events (CRM, MAP, engagement, ecommerce, app). Every partner we connect makes our decisions better informed or better executed, and the more of the stack we connect, the more defensible we become. Right now that connective tissue lives in the founders' heads; you turn it into an engine.

This is pure enterprise B2B. The partners are global platforms, the deals run through long committees on both sides, and the buyer has heard every vendor's integration pitch. You won't start from a blank page. We have live alliances and a clear thesis on where the ecosystem goes. Your job is to operationalize it: take over what's founder-led, build the program around it, and make partnerships a channel the whole company can rely on.

We're hiring for ownership, not relationship management. We don’t want someone who keeps partners warm. We want someone who carries revenue through them, moves without waiting for approval, and tells us when our partner strategy is wrong and shows us why. If a partnership isn't producing, kill it or fix it. If the ecosystem map doesn't survive contact with how these platforms actually co-sell, say so. The best version of this role makes Replenit's go-to-market structurally stronger, not just better connected.

It's deeply hands-on: an individual contributor, not a manager of managers. You set the strategy and you build the relationships, structure the co-sell motion, run the marketplace listings, and represent us on stage yourself.

What you'll actually do

• Ecosystem strategy: Decide which partners matter, why, and in what order. Build the map across both sides of our position: vendors that feed Replenit data, and vendors that execute Golden Decision Events. Then go build the relationships.
• Carry revenue: This is not alliance management for its own sake. You own partner-sourced and partner-influenced pipeline, and you build the co-sell motion that turns relationships into deals.
• Take over and scale the live alliances: Braze, Bloomreach, Google Cloud, and Databricks are already in motion. Move them from founder-led to programmatic: joint solution narratives, co-sell mechanics, enablement on both sides, and measurable pipeline you can point to.
• Marketplaces: Own Replenit's presence and transactability on Google Cloud Marketplace, Microsoft, SAP, and others as we expand. Turn listings into a real procurement and co-sell channel, with the credits and motions that come with them, not a logo on a page.
• Build the partner program: Tiering, economics, enablement, QBR cadence, and the rules of engagement that let the ecosystem scale beyond what one person can hold.
• Represent Replenit in market: Speak at partner and industry events, run joint sessions, and be the face of the ecosystem. This role requires travel; the ecosystem gets built in rooms.
• Feed the loop: Bring partner and market signal back into Product and GTM so our integrations and roadmap reflect where the ecosystem is actually moving.

What we're looking for

• 4 to 5+ years in partnerships, alliances, or business development at tech companies, with revenue accountability. You've carried a number through partners, not just owned the relationship.
• Ideally MarTech, CDP, or ERP background. You understand how data and engagement platforms connect, where the money sits in these ecosystems, and how co-sell works in practice.
• Marketplace experience: Google Cloud, Microsoft, SAP, AWS, or similar. You know how listing, transactability, and co-sell credits actually function.
• Comfortable owning the whole thing from a blank page. Early-stage experience is a strong plus. You're at home with ambiguity and you build the system, not just work it.
• Strong operator and communicator who can align partners, Sales, and Product around a shared motion without formal authority.
• Near-native English, written and spoken. Our partners and market are global.
• Willing to travel. This is a role that lives in front of partners and audiences.

How we work

• We don't hire people who fit in, we hire people who stand out.
• Outcomes over optics: We measure impact, not hours.
• Conviction over consensus: You don't need permission to ship. You need evidence and the nerve to press go.
• Clarity over complexity: We simplify the impossible. It starts with how we write.
• Speed over perfection: We iterate in production with real data, not in Figma with fake data.
• Experiments over playbooks: We're creating a category, so there's no playbook to copy. We test new ideas constantly, keep what works, and are never satisfied with where we are. You won't just live this, you'll drive it.

What's in it for you

• Founding ownership of the partnerships function, with a direct line to the founders and exec team.
• Competitive base salary, benchmarked against top-tier EU AI startups.
• ESOP. Real equity in one of Europe's fastest-growing AI companies.
• Remote-first. Work from anywhere in Europe, with Warsaw HQ for in-person energy.

Why this role matters

Most partnership hires inherit a program someone else built. You'd build this one. The ecosystem you stand up becomes the channel every future deal flows through, the way the rest of the stack plugs into Replenit, and the reason a retailer's existing vendors bring us in rather than block us. Get it right and you're not managing partners, you're building the position that makes Replenit hard to displace.

You build it, you ship it, you see the result.

If that's the kind of work you've been waiting for, let's talk.