About the Role
We're hiring our first Director of Partnerships, Private Equity to build North's private equity partnership channel from the ground up.
This is a 01 role. You'll build relationships with private equity firms and their operating teams, positioning North as a strategic cloud optimization partner across their portfolios. These relationships will create introductions to portfolio companies, generate partner-sourced pipeline, and develop into repeatable, portfolio-wide programs.
You'll work with operating partners, technology leaders, finance executives, and other value-creation stakeholders to demonstrate how better cloud cost management can improve margins, strengthen EBITDA, and support scalable growth across portfolio companies.
This is a partnership role with direct revenue responsibility. We are open to candidates from strategic partnerships and channel backgrounds, as well as enterprise Account Executives who have meaningful private equity experience and know how to turn firm-level relationships into portfolio-company opportunities.
You'll report to the VP of Sales and work closely with teams across Marketing, Sales, Customer Success, Product, and Engineering.
What You’ll Do
- Own the private equity partnership strategy. Build and execute North's strategy for developing relationships with private equity firms and creating opportunities across their portfolios.
- Build relationships within PE firms. Establish trusted relationships with operating partners, technology operating partners, finance leaders, procurement teams, and other portfolio-operations stakeholders.
- Develop portfolio-wide programs. Position North as a preferred cloud optimization partner and create repeatable programs that can be introduced across multiple portfolio companies. Use successful portfolio-company engagements to identify additional opportunities across the broader PE firm portfolio.
- Turn relationships into revenue. Partner with Sales on partner-sourced opportunities from initial introduction through close, while creating clear processes for engagement, handoffs, and attribution.
- Build the channel from scratch. Develop the messaging, account-mapping strategy, commercial structure, enablement materials, and operating processes needed to make the motion repeatable.
- Operate the program. Run business reviews with partners, track sourced and influenced pipeline, and report clearly on relationship health, opportunities, and results.
- Build demand with Marketing. Partner with Marketing on executive events, portfolio-focused campaigns, joint content, and educational programs for PE operating teams and portfolio leaders.
- Represent North in the market. Attend private equity, portfolio operations, technology, cloud infrastructure, and value-creation events to develop relationships and generate pipeline.
What We’re Looking For
- 5+ years in strategic partnerships, channel sales, ecosystem development, enterprise business development, or a related revenue-focused role
- Meaningful experience working with private equity firms, PE operating teams, or private equity-backed portfolio companies
- A strong network among operating partners, technology operating partners, portfolio operations teams, or portfolio-company executives
- A track record of turning strategic relationships into sourced pipeline and revenue
- Experience building a partnership or channel motion from scratch, not just maintaining an established program
- The ability to engage executive, financial, and technical stakeholders
- Strong relationship-building and negotiation skills, with the judgment to identify which firms and partnerships are worth pursuing
- Based in the New York City Metropolitan area
Nice to Have
- Experience as an enterprise Account Executive selling into private equity firms or their portfolio companies
- Experience developing preferred-vendor, portfolio-wide, or group-purchasing programs
- FinOps, cloud cost management, cloud infrastructure, DevOps, or enterprise technology experience
- Understanding of EBITDA improvement, value-creation plans, technology due diligence, and portfolio operations
- Relationships with PE operating partners, CFOs, CTOs, CIOs, or procurement leaders
- Series A–C startup experience
Why This Role Matters
Channel will be a core revenue lever for North.
As cloud spend grows and companies seek cost optimization partners, resellers and ecosystem relationships will play a critical role in how customers discover and adopt North.
You’ll help define how we scale beyond direct sales, turning strategic partnerships into a predictable growth engine.
Work Setup
Hybrid role based in New York City, with an office in Dumbo, Brooklyn.
Benefits
- Unlimited PTO
- 16-week fully paid parental leave (20 weeks at 50% for mothers)
- Company-wide breaks: last week of August & Dec 23–Jan 3
- The opportunity to participate in company benefits, including a Medical PPO Plan with majority of the premium covered by North.
- 30-day sabbatical every 4 years
Compensation
- $130,000–$175,000 base salary, plus an uncapped performance-based component and equity.