Partnerships Lead

Pump; San Francisco (CA); Presencial; USD 150.000 - 210.000; Tempo integral

Benefícios oferecidos por esta vaga

Equity

Medical and dental coverage

401(k) plan

Paid time off

Company lunch

Gym access

Annual company retreats

Professional development support

Resumo da vaga

Pump is seeking a Partnerships Lead who will own the full partnerships function: activating and deepening cloud provider relationships (AWS, GCP, Azure), building co-sell motions, and creating scalable program infrastructure. You will translate technical value into partner-ready narratives and collaborate across Sales, Marketing, Product, and Engineering to drive growth.

The role requires 3–5 years in business development or partnerships, strong negotiation and analytics skills, and a

Qualificações

• 3-5 years in business development, partnerships, or sales roles, preferably cloud or with cloud provider programs
• Experience developing and executing partnership strategies to drive growth
• Proven track record of meeting or exceeding partnership and revenue goals

Responsabilidades

• Develop and execute strategic cloud partnerships to drive business growth and expand market presence for Pump.
• Manage the full partnership lifecycle, from identification and negotiation to ongoing relationship management and performance evaluation.
• Build relationships with partner networks and drive progression through cloud partner program tiers.
• Source and qualify partner-referred leads; work with sales to hand off and support opportunities through close to achieve partnership revenue targets and KPIs.
• Achieve partnership revenue targets and KPIs, while identifying new market opportunities through partner collaborations.
• Own the metrics: partner-sourced pipeline, influenced revenue, marketplace deal flow, and partner program health.
• Collaborate with internal teams (sales, marketing, product) to align partnership initiatives with company goals and ensure successful implementation.
• Serve as the primary point of contact for partners, representing Pump at industry events

Conhecimentos

Partnerships leadership

BD strategy

Cross-functional collaboration

Negotiation

Data analytics

Descrição da vaga

As a Partnerships Lead, you'll be a key player in helping our company grow. You'll own the full partnerships function: activating and deepening our existing cloud provider relationships (AWS, GCP, and Microsoft Azure), building co-sell motions, expanding into new partner types and partnership tiers, and creating the program infrastructure that scales it all. Your role involves building relationships and explaining how our tech solutions can make a real difference. It's a chance to be part of a fast-growing team and contribute to both our product and company values in a high-ownership role.

Responsibilities

• Develop and execute strategic cloud partnerships to drive business growth and expand market presence for Pump.
• Manage the full partnership lifecycle, from identification and negotiation to ongoing relationship management and performance evaluation.
• Build relationships with partner networks and drive progression through cloud partner program tiers.
• Source and qualify partner-referred leads; work closely with sales to hand off and support opportunities through close to achieve partnership revenue targets and KPIs.
• Achieve partnership revenue targets and KPIs, while continuously identifying new market opportunities through partner collaborations.
• Own the metrics: partner-sourced pipeline, influenced revenue, marketplace deal flow, and partner program health.
• Collaborate with internal teams (sales, marketing, product) to align partnership initiatives with company goals and ensure successful implementation.
• Serve as the primary point of contact for partners, representing Pump at industry events and providing regular collaborations.

Qualifications

• 3-5 years in business development, partnerships, or sales roles, preferably in cloud or with AWS, GCP, or Azure partner programs
• Experience developing and executing partnership strategies to drive business growth
• Proven track record of meeting or exceeding partnership and revenue goals and turning cloud provider partnerships into measurable pipeline
• Comfort working cross-functionally with sales, marketing, engineering, and product
• Ability to analyze data and metrics to inform partnership strategies and measure success
• Strong negotiation and conflict resolution abilities and relationship instincts
• Excellent project management and organizational skills
• Willingness to travel up to 25% to meet with partners

Benefits

• Competitive compensation + equity
• Comprehensive medical and dental coverage
• 401(k) plan
• Generous paid time off, including 13 days of accrued PTO, 9 sick days, all 11 federal holidays, and a company-wide winter break from December 24 through January 1
• Free lunch at the office
• Free access to the building gym
• Annual company-paid retreats
• Developmental bonuses: support for professional development tied to cloud and related fields