Head of Cloud Partnerships

Exa; San Francisco (CA); On-site; USD 150,000 - 200,000; Full time

Benefits offered by this job

Premium healthcare benefits

Fertility benefits

Monthly wellness stipend

Job summary

Exa is looking for a Head of Cloud Partnerships in San Francisco to lead the partnership strategy across hyperscaler clouds and frontier labs. You will manage AWS, GCP, and Azure partnerships, driving integrations and revenue contributions. The role requires end-to-end relationship management with a focus on co-sell initiatives and joint launches.

The ideal candidate has a strong background in cloud partnerships, especially with AWS, and the ability to adapt to fast-paced environments. Premium healthcare and wellness benefits are provided.

Qualifications

• Owned cloud partnerships at a high velocity company with measurable outcomes.
• Direct experience with AWS and its partner organization.
• Quickly pick up technical concepts and confidently represent them.

Responsibilities

• Own outcomes for partnerships: integrations, pipeline, revenue.
• Manage AWS partnership and marketplace optimization.
• Scale partnerships with GCP and Azure.
• Collaborate with frontier labs like OpenAI and Anthropic.
• Drive co-marketing initiatives and capture partner feedback.

Skills

Cloud or platform partnerships

Navigating AWS co-sell

Technical concept representation

High-velocity startup adaptability

Job description

The role

As Head of Cloud Partnerships, you will own the most crucial distribution layer for Exa: hyperscaler clouds (AWS, GCP, Azure) and frontier model labs (OpenAI, Anthropic, and others). You will manage the full relationship stack with each partner, from executive alignment and technical integrations to marketplace presence, co‑sell motions with partner AEs, and joint launches.

Expect to operate with founder‑level autonomy and a mandate to make Exa the gold standard partner across these channels.

What you’ll do

• Own the outcomes for your portfolio: depth of integration, marketplace listings, sourced and co‑sold pipeline, and revenue contribution against ambitious quarterly targets.
• Run the AWS partnership end‑to‑end: relationship management with PDMs and partner AEs, AWS Marketplace listing and optimization, co‑sell activation, field presence at AWS events, and joint outbound with their field teams.
• Scale hyperscaler motions with GCP and Azure: replicate and adapt the AWS playbook across their partner ecosystems, marketplace programs, and co‑sell workflows.
• Own frontier lab partnerships with OpenAI and Anthropic: joint solutioning with their applied and forward‑deployed teams, tool catalog and plugin listings (GPT store, Claude tools, etc.), integration QA and eval support, and joint launches.
• Expand to additional frontier labs and AI platform partners as the ecosystem evolves.
• Drive co‑marketing across the portfolio: joint launches, blog posts, demos, and conference moments in lockstep with partner marketing teams.
• Bring the voice of the partner back into product: what their field is seeing, what their customers are building, and what’s about to change in their stack before we feel it ourselves.

Who you are

• You have owned cloud or platform partnerships end‑to‑end at a high‑velocity company and can point to specific relationships you built and activated to measurable revenue outcomes.
• Direct experience partnering with AWS: you know how their partner organization operates, have navigated the co‑sell motion, and understand AWS Marketplace mechanics (ISV Accelerate, PDM relationships, APN co‑sell).
• You can pick up technical concepts fast (APIs, agent stacks, retrieval, eval workflows) and represent them confidently to partner field engineers, FDEs, and AEs.
• Comfortable working in a high‑velocity startup where portfolio evolves quickly and prioritization decisions are yours.

Nice to have

• Broad experience across multiple hyperscaler platforms: GCP Partner Advantage, Microsoft Azure Marketplace, and familiarity with their co‑sell motions and partner incentive structures.
• Existing relationships inside OpenAI, Anthropic, or other frontier labs.
• Experience navigating marketplace listings and co‑sell programs across more than one cloud platform and a point of view on what makes listings actually convert.

Location: In‑person opportunity in San Francisco. We are happy to sponsor international candidates (STEM OPT, OPT, H1B, O1, E3). In addition to premium healthcare benefits (medical, dental, vision), we also offer fertility benefits and a monthly wellness stipend to all of our employees.