AWS Alliances Lead

LangChain; United States; Remote; USD 150,000 - 210,000; Full time

Job summary

LangChain is seeking an experienced leader to own the AWS alliance, driving co-sell execution, marketplace presence, and revenue outcomes. This senior IC will work within the Partnerships team to bring AWS collaborations to closed deals while shaping go-to-market motions with cloud partners and field teams.

You will coordinate cross-functional efforts, align with GTM, and optimize funding programs to accelerate joint success and customer impact.

Responsibilities

• Co-sell and pipeline: Own and grow LangChain's co-sell motion with AWS, managing joint pipeline and coordinating deals.
• Marketplace: Own AWS Marketplace presence end to end, including listings and program enrollment.
• Programs and funding: Operationalize MDF credits and AWS collaboration funding to strengthen joint positioning.

Job description

About UsAt LangChain, our mission is to make intelligent agents ubiquitous. We build the foundation for agent engineering in the real world, helping developers move from prototypes to production-ready AI agents that teams can rely on. We began as widely adopted open-source tools and have grown to also offer a platform for building, evaluating, deploying, and operating agents at scale.With $125M raised at Series B from IVP, Sequoia, Benchmark, CapitalG, and Sapphire Ventures, we’re at a stage where we’re continuing to develop new products, growth is accelerating, and all team members have meaningful impact on what we build and how we work together. LangChain is a place where your contributions can shape how this technology shows up in the real world.Today, our platform includes LangSmith (Observability, Evaluation, Deployment, Fleet, and Sandboxes), our open source frameworks (LangChain, LangGraph, and Deep Agents), and the newly launched LangSmith Engine for autonomous agent improvement. We have 100M+ monthly open source downloads, 6,000+ active LangSmith customers, and 5 of the Fortune 10 use LangSmith in production (+ 35% of the Fortune 500 overall), including teams at Klarna, Clay, Coinbase, Workday, Lyft, Cloudflare, Harvey, Rippling, Vanta, LinkedIn, Monday.com, Nvidia, and Bridgewater.

About the Role

You will be LangChain's dedicated cloud alliance lead for AWS, owning the relationships and revenue motions that make these partnerships produce real pipeline. This is a senior individual contributor role sitting within the Partnerships team where you'll be close to the product, close to the field, and expected to drive results without a lot of hand-holding. You'll own co-sell execution and marketplace presence end-to-end, working with cloud partner teams, field sellers, and LangChain's GTM organization to turn partner relationships into closed deals.

What You'll Do

Co-sell and pipeline

Own and grow LangChain's co-sell motion with AWS: manage joint pipeline, coordinate deals with AWS field teams, and drive sourced and influenced revenue. Partner with LangChain sales leadership to define priority co-sell accounts, map territories to AWS coverage, and run co-sell plays region by region. Keep ACE hygiene high across the sales team so that opportunity sharing, acceptance, and launch become routine rather than a partnerships-team chore.

Marketplace

Own LangChain's AWS Marketplace presence end to end: listings, private offers, CPPO through channel partners, and program enrollment. Operate our marketplace GTM platform (Suger today) and extend referral and offer automation so sellers can transact through Marketplace without partnerships-team involvement.

Programs and funding

Operationalize AWS funding mechanisms across the team: MDF (market development funds for co-marketing), proof-of-concept credits, ISV Accelerate benefits, and any strategic collaboration funding we secure. Pursue AWS competency and specialization programs that strengthen our positioning with AW