Partnerships Lead: Cloud Alliances & Growth with Equity

Pump; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical and dental coverage

401(k) plan

PTO + holidays

Winter break

Free lunch

Gym access

Annual retreats

Professional development bonuses

Equity

Job summary

Pump is seeking a Partnerships Lead to own and scale our partnerships program, deepening AWS, GCP, and Azure relationships, and building co-sell motions.

You’ll manage the full lifecycle from identification to performance, align with sales, marketing, and product, and travel up to 25% to engage partners.

This high-ownership role offers equity and a fast-growing team culture, with a focus on measurable pipeline and revenue growth.

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

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.

Skills

Partnership strategy

Cloud partnerships

Negotiation

Cross-functional

Data analysis

Relationship management

Travel readiness

Job description

Pump is seeking a Partnerships Lead to own and scale our partnerships program, deepening AWS, GCP, and Azure relationships, and building co-sell motions.

You’ll manage the full lifecycle from identification to performance, align with sales, marketing, and product, and travel up to 25% to engage partners.

This high-ownership role offers equity and a fast-growing team culture, with a focus on measurable pipeline and revenue growth.