Partnerships Lead

Pump; San Francisco (CA); On-site; USD 140,000 - 180,000; Full time

Benefits offered by this job

Healthcare and dental

401(k) plan

PTO 13 days

Company shutdown

Free lunch/dinner

Professional development reimburse

Annual company retreat

Job summary

You will own program infrastructure, expand partnerships into new tiers, and deliver measurable impact on pipeline and revenue while aligning with company values in a high-ownership role.

Qualifications

• 3–5 years in business development, partnerships, or sales roles.
• Experience developing and executing partnership strategies.
• Proven track record of meeting revenue goals with cloud provider partnerships.
• Ability to analyze data and metrics to inform strategies.
• Strong negotiation and relationship skills.
• Willingness to travel up to 25%.

Responsibilities

• Develop and execute strategic cloud partnerships to drive growth.
• Manage the full partnership lifecycle from identification to evaluation.
• Build and progress partner networks through tier programs.
• Source and qualify partner-referred leads with sales to close opportunities.
• Own metrics: partner pipeline, revenue, and program health.
• Collaborate with sales, marketing, product to align initiatives.
• Represent Pump at industry events as primary partner contact.

Skills

Partnerships

Business development

Sales

Cross-functional collaboration

Negotiation

Data analysis

Job description

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 salary and equity
• Comprehensive healthcare and dental coverage for you
• 401(k) plan
• Generous PTO: 13 accrued days, plus company shutdown from December 24 to January 1
• Free lunch and dinner at the office
• Continuous learning and professional development reimbursements
• Annual paid company retreat

Compensation

• $140,000—$180,000 USD