Partnerships Lead

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