Business Development Manager (Tech Alliances)

DevRev; Palo Alto (CA); Hybrid; USD 110,000 - 180,000; Full time

Job summary

DevRev is seeking a Business Development Manager for Technology Alliances to drive joint go-to-market initiatives with top AI and cloud platforms. You will source and develop co-sell opportunities, coordinate between DevRev and partner sellers, and help shape regional GTM motions to accelerate deals.

The role sits at the intersection of sales and partnerships, requiring strong techno-business acumen, robust partner networks, and willingness to travel within the assigned geography (Palo Alto or

Qualifications

• 8–12 years of experience in business development, alliances, partner/channel sales, or co-sell, ideally in SaaS, cloud, or AI.
• Techno-business acumen: comfortable in both commercial and technical conversations with sellers, partners, and customers.
• Established relationships with partner field/sales teams in your region is a strong plus.
• Region-based (Palo Alto or New York); willing to travel for partner and customer engagements.

Responsibilities

• Partner with DevRev's Tech Alliances team to design and run joint go-to-market motions with our technology partners.
• Co-build pipeline with partners — source and develop joint opportunities through co-sell, marketplace, and joint account planning.
• Bring DevRev sellers and partner sellers together on live deals, aligning both sides to accelerate opportunities through the funnel.
• Drive account mapping and joint account planning between DevRev and partner field teams in your region.
• Represent DevRev in partner field forums, co-sell reviews, and regional GTM motions.
• Localize partner GTM strategy to your geography, considering the regional customer base and partner landscape.

Skills

Alliance management

Channel sales

Business development

Co-sell

SaaS

Cloud

AI

Job description

About DevRev

At DevRev, we're building the future of work with Computer – your AI teammate. Unlike traditional tools, Computer unifies all your data sources, tools, and workflows into a single AI-ready platform, giving employees real-time insights, proactive suggestions, and powerful agentic actions. It extends your existing software with AI-native apps and agents that work alongside your teams and customers – updating workflows, coordinating across teams, and eliminating repetitive work. We call this Team Intelligence: human-AI collaboration that breaks down silos, brings people back together, and frees you to solve bigger problems. Backed by Khosla Ventures and Mayfield with $150M+ raised, DevRev is trusted by global companies across industries.

About the role

DevRev's Technology Alliances team partners with the most important AI and cloud platforms in the world — AWS, Anthropic, Databricks, Snowflake, MongoDB, Salesforce, and more — to create joint value with our customers. We're hiring Business Development Managers to work closely with these partners and accelerate GTM by driving pipeline generation and co-sell opportunities. You'll work hand-in-hand with DevRev's Tech Alliances team and these tech partners to build joint go-to-market motions, co-create pipeline with our partners, and bring DevRev sellers and partner sellers together to accelerate opportunities to close. This is a field-facing, revenue-oriented role that sits at the seam between DevRev's sales organization and our partner ecosystem.

What you do

• Partner with DevRev's Tech Alliances team to design and run joint go-to-market motions with our technology partners.
• Co-build pipeline with partners — source and develop joint opportunities through co-sell, marketplace, and joint account planning.
• Bring DevRev sellers and partner (Tech Alliance) sellers together on live deals, aligning both sides to accelerate opportunities through the funnel.
• Drive account mapping and joint account planning between DevRev and partner field teams in your region.
• Represent DevRev in partner field forums, co-sell reviews, and regional GTM motions.
• Localize partner GTM strategy to your geography — accounting for the regional customer base, partner landscape, and field team structure.
• Report on partner-sourced and partner-influenced pipeline, and on the health of the joint seller relationships you own.

What you bring

• 8-12 years of experience in business development, alliances, partner/channel sales, or co-sell — ideally in SaaS, cloud, or AI.
• Techno-business acumen: comfortable in both the commercial and the technical conversation with sellers, partners, and customers.
• Established relationships with partner field/sales teams in your region a strong plus.
• Region-based (Palo Alto or New York), able to travel across the geography for partner and customer engagements.

DevRev is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.