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Experience Level
Experience
Qualifications
Proven experience in partner development, channel management, or business development. Strong analytical skills with the ability to identify and leverage business opportunities. Excellent communication and interpersonal skills. Ability to work collaboratively in a fast-paced environment. Familiarity with cloud computing technologies preferred.
About the job
Join DigitalOcean as a Strategic Partner Development Manager in our Channels division, where you'll be at the forefront of our growth strategy. In this pivotal role, you'll cultivate and manage partnerships that drive our mission of simplifying cloud computing for developers. Your expertise will guide our channel growth initiatives, working closely with internal teams and external partners to create mutually beneficial relationships.
You will be responsible for identifying strategic opportunities, developing partnership strategies, and ensuring our partners have the tools they need to succeed. This is an exciting opportunity to influence our partner ecosystem and drive significant business results.
About DigitalOcean
DigitalOcean is a leading cloud infrastructure provider that empowers developers by providing a simple, intuitive platform for building and scaling applications. Our mission is to simplify cloud computing, making it accessible for everyone, from startups to large enterprises. Join a dynamic team that values innovation, collaboration, and a customer-first approach.
At Veeva Systems, we are a mission-driven innovator in the industry cloud space, dedicated to accelerating the delivery of therapies to patients. As one of the fastest-growing SaaS companies in history, we achieved over $2 billion in revenue last fiscal year with promising growth on the horizon.Our core values drive our operations: integrity, customer succes…
Full-time|$120K/yr - $182K/yr|Hybrid|San Francisco, CA - Hybrid; Denver, CO - Hybrid; New York, NY - Hybrid; United States - Remote
Gusto supports over 400,000 small businesses across the United States by managing payroll, health insurance, 401(k) plans, and HR tasks. The company operates from offices in Denver, San Francisco, and New York, and values a workplace that reflects the diversity of its customers and communities. Full-time roles at Gusto include competitive pay, a comprehensive benefits package, and equity in the form of RSUs. Compensation depends on role, level, and location. Details are available in Gusto’s Total Rewards philosophy. AI technology is central to Gusto’s operations. Team members are encouraged to use AI tools relevant to their work and to develop their skills as these technologies evolve. AI experience requirements vary by position and are assessed during interviews. Role overview The Strategic Partner Manager leads the direction and growth of a portfolio of Gusto’s largest and most influential accounting firm partners. This role focuses on expanding revenue and usage within these firms while identifying and driving new growth opportunities. Building strong relationships at all levels within partner organizations, from staff accountants to managing partners, is essential. The position requires experience managing complex partner relationships and product configurations. Key responsibilities Expand revenue and usage among top accounting firm partners Identify and pursue new growth opportunities within partner firms Build and maintain relationships at all levels, from staff to leadership Manage complex partner relationships and product configurations Leverage assigned AI tools to optimize sales workflows and identify inefficiencies Collaborate with cross-functional Gusto teams to support partner relationships and coordinate joint initiatives Provide insights to help refine the Gusto Pro product roadmap and processes About the team Gusto Pro is a cloud-based platform designed for accounting firms. It streamlines payroll, people operations, and advisory services, bringing these functions together in one system. Features include client dashboards, automated workflows, detailed reporting, and integrations with other accounting software, helping firms deliver better client service and support their growth. Locations San Francisco, CA – Hybrid Denver, CO – Hybrid New York, NY – Hybrid United States – Remote
About Our TeamAt OpenAI, we pride ourselves on our dynamic and agile partnerships team that plays a crucial role in fostering collaborations with our most significant partners. As a Partner Manager, your goal is to establish, develop, and manage strategic partnerships that further OpenAI’s objectives. You will facilitate partnerships that drive adoption, unveil new capabilities, and broaden OpenAI’s reach across vital industries and applications.About the RoleWe are looking for a versatile professional who excels in rapidly shifting contexts and possesses a robust background in working alongside product leaders, with a focus on strategic negotiations. You will drive initiatives with exceptional speed and inspire both external and internal stakeholders, including teams in product, engineering, and operations. With a self-driven and focused approach, you will devise innovative solutions to foster growth and drive innovation.Key Responsibilities:Lead daily partnership strategy and execution with priority partners, collaborating closely with product, engineering, research, sales, finance, legal, and marketing teams to align objectives and achieve results.Manage a portfolio of strategic partnerships: Define direction, prioritize opportunities, and ensure results align with OpenAI’s product and corporate objectives.Facilitate partnership deal execution: Oversee commercial negotiations from partner assessment through launch, expansion, and renewal phases, including product integrations and commercial agreements.Act as a cross-functional leader: Coordinate internal teams and external partners to successfully launch, manage, and optimize partnership initiatives from start to finish.Be the internal advocate for partners: Align product and cross-functional teams with partner objectives, provide constructive feedback on roadmap trade-offs, and ensure accountability against agreed-upon success metrics.Establish and manage partner operating rhythms: Create and maintain regular engagement with partners (business reviews, planning sessions, issue resolution), escalating and aligning with senior stakeholders as necessary.Monitor and communicate impact: Define success metrics, track performance (adoption, revenue, usage, satisfaction), and effectively communicate progress, risks, and opportunities to internal stakeholders.Build and maintain strong partner relationships: Serve as the primary contact for partner counterparts, fostering trust and identifying new collaboration and growth opportunities.
Full-time|$162.6K/yr - $203.2K/yr|On-site|San Francisco, CA
Join Planet Labs and Help Change the World.At Planet Labs, we harness the power of space to make a difference on Earth. We operate the largest constellation of imaging satellites in history, delivering groundbreaking datasets that empower decision-makers across commercial, environmental, and humanitarian sectors. Our innovative cloud-based platform transforms satellite data into actionable insights, bridging the gap between technology and real-world solutions.Our diverse team of experts works collaboratively to push the boundaries of what's possible, and we're committed to fostering a culture that prioritizes our team members' well-being and professional growth. Be a part of a mission that reshapes how people perceive the world.With a global workforce, our team operates from various locations, including our offices in San Francisco, Washington DC, Germany, Austria, Slovenia, and The Netherlands.Role Overview:We are seeking a dedicated R&D Lab Manager to oversee our dynamic development workspace adjacent to our satellite production facility. In this pivotal role, you will be the steward of the physical lab space, ensuring it meets the needs of our design team engaged in critical validation processes. Your responsibilities will include maintaining a top-tier, organized lab environment and providing precise solder rework for non-flight hardware. You take pride in an immaculate and ESD-safe workbench, and thrive in creating an environment that empowers approximately 40 engineers (EE, FPGA, RF, MW, Firmware, Mechanical, GNC, and Thermal) to excel in their work.This is a full-time, on-site position at our San Francisco office, requiring five days a week attendance.
Join Lyft as a Strategic Partner Manager where you will play a crucial role in fostering and managing strategic partnerships that drive growth and innovation. You will collaborate with cross-functional teams to enhance our partner ecosystem, ensuring mutual success and alignment with Lyft's core values.
PagerDuty (NYSE:PD) stands at the forefront of Digital Operations Management. In a world that never sleeps, organizations of every size depend on PagerDuty to ensure flawless digital experiences for their customers every single time. Teams leverage PagerDuty to swiftly identify issues and opportunities, mobilizing the right resources to resolve problems promptly and avert future ones. Over 13,000 organizations, including 60 from the Fortune 100, trust PagerDuty for their Digital Transformation, Cloud Migration, and DevOps Modernization journeys. Notable clients include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon, and many more. As we rapidly expand our Digital Operations Management platform utilizing AI/ML and Automation, we're enhancing our adoption among Development, IT, Customer Service, Security, and various other teams across organizations.We are on the lookout for a Strategic Account Partner, Professional Services who will be instrumental in defining and scaling our Professional Services growth strategies, driving operational excellence, and establishing measurable frameworks for customer outcomes across PagerDuty's enterprise and strategic customer segments. This role will lead the evolution of our service delivery go-to-market strategy, create repeatable engagement models, and collaborate with Sales, Customer Success, Solutions Engineering, Delivery, Product, and Marketing leaders to align advisory, implementation, enablement, and automation services with market demands, focusing on incident response, AIOps, and service ownership.The ideal candidate will be a strategic visionary and consultative seller, adept at building organizational capabilities, establishing scalable best practices across the Professional Services team, translating market insights into innovative service offerings, and consistently driving growth at the portfolio level while ensuring exceptional customer outcomes and team effectiveness.
Join DigitalOcean as a Strategic Partner Development Manager, where you will play a pivotal role in driving our partner ecosystem forward. You will be responsible for identifying, nurturing, and developing relationships with key strategic partners to enhance our offerings and expand our market reach.Your expertise will help us create mutually beneficial partnerships that align with our business goals. If you are passionate about technology and thrive in a collaborative environment, we want to hear from you!
Full-time|$150K/yr - $175K/yr|On-site|San Francisco, California
About Us:At Notion, our mission is to empower individuals, teams, and organizations to customize their software solutions to tackle any challenge. Despite the potential of computers as our most powerful tools, the ability to create or adapt software remains out of reach for many. We aim to change this through meticulous focus, design, and craftsmanship.Founded in 2016, we have partnered with innovative brands such as OpenAI, Toyota, Figma, Ramp, and thousands more on this transformative journey. As we rapidly expand, we are eager to welcome new talent who are leaders in their fields. We are dedicated to fostering a company culture that reflects the diversity and creativity of the millions of users we serve worldwide.Notion operates as an in-person company, requiring employees to be present in the office for three Anchor Days each week (Mondays, Tuesdays, and Thursdays).About The Role:Join our Business Partnership team, where you will act as a trusted advisor, steering the budgeting, forecasting, and monthly closing processes. You will support critical C-level decisions through insightful analysis and collaboration. We seek a proactive and analytical individual who will work closely with cross-functional teams, including Accounting and Procurement, to enhance Executive-level insights into our financial performance, refine our forecasting accuracy, and undertake strategic initiatives for decision-makers across GTM, R&D, and G&A functions. As part of a lean team, your contributions will have an immediate and significant impact.What You'll Achieve:Deliver comprehensive financial analysis and actionable insights that influence strategic decisions at both departmental and organizational levels. Prepare and present persuasive reports to senior leadership, transforming financial data into clear, actionable narratives.Oversee the monthly and quarterly close processes, ensuring accuracy, timeliness, and consistency of reported results. Identify and implement process enhancements to improve forecasting accuracy, streamline reporting, and boost operational efficiency.Manage the development and scalable administration of budgets and forecasts, including operating expenses and headcount allocations.Perform detailed variance analyses and provide transparent explanations for discrepancies, furthering our forecasting precision.Construct and refine financial models to assess business performance, investment opportunities, and strategic projects.Conduct ad-hoc financial analyses to support special projects and strategic initiatives.
Full-time|Remote|US-San Francisco; US-New York City; US-Seattle; US-Remote; US-Chicago
Join Stripe as a Partner Development Manager where you will play a pivotal role in establishing and nurturing strategic partnerships. You will collaborate with cross-functional teams to drive growth initiatives and enhance our partner ecosystem.
Join Notion Labs Inc. as a Finance Business Partner within our Research & Development team. In this pivotal role, you will collaborate with R&D leaders to provide financial insights, enhance decision-making, and support innovative projects. Your expertise will drive financial modeling, budgeting, and forecasting efforts, ensuring our initiatives are strategically aligned with the company’s goals.
Join DigitalOcean as a Strategic Partner Development Manager in our Channels division, where you'll be at the forefront of our growth strategy. In this pivotal role, you'll cultivate and manage partnerships that drive our mission of simplifying cloud computing for developers. Your expertise will guide our channel growth initiatives, working closely with internal teams and external partners to create mutually beneficial relationships.You will be responsible for identifying strategic opportunities, developing partnership strategies, and ensuring our partners have the tools they need to succeed. This is an exciting opportunity to influence our partner ecosystem and drive significant business results.
About MazeMaze is the premier user research platform that empowers organizations to develop the right products swiftly by providing user insights at the pace of product development.In many organizations, the demand for research significantly outstrips its availability. Factors such as time constraints, budget limitations, and insufficient access to expertise hinder teams. In today's AI-driven landscape, rapid product development is achievable for anyone. However, the true challenge lies in thoroughly understanding user requirements and delivering the right product. This is where Maze excels.We believe that businesses should not have to compromise between speed and quality. Maze makes research accessible, intuitive, and rapid, enabling product teams to prioritize user insights in every decision they make.Our platform allows researchers, designers, and product managers to swiftly recruit participants, conduct studies independently, and extract insights that genuinely influence product decisions. Our AI-driven features streamline the tedious tasks and enhance the depth and clarity of the insights gathered.This commitment to excellence is why Maze has been recognized as the #1 user research platform in UX Tools’ Design Tools Survey—and why we are rapidly expanding across sectors such as B2B SaaS, e-Commerce, Financial Services, Retail, and Automotive, serving esteemed clients including Uber, Amazon, Atlassian, Anthropic, and more.Maze is a Series B company supported by leading investors (Felicis, Emergence & Amplify). We maintain a global remote workforce driven by our core values.Target Location: San Francisco Bay Area / West Coast (PST)In this role, you will:Prospect, develop, and manage a sales pipeline within the Strategic segment, focusing on both new business and upselling opportunities.Cultivate and sustain relationships with key stakeholders and executives in Research, Product, and Design to help them achieve their business objectives through our platform.Collaborate with internal teams across customer success, support, legal, security, finance, and leadership to facilitate customer contracts.Accurately forecast performance against revenue targets.Share best practices and product feedback to enhance your teammates and improve our product suite.
About Us:Aurelius Systems is an innovative, VC-backed defense technology startup focused on developing autonomous robotics systems capable of utilizing directed energy for counter-unmanned aerial systems (UAS).Our mission is to create cutting-edge laser weapon systems designed to neutralize drones.Comprising a dedicated team of around 10 engineers, including former U.S. military operators and industry experts, we are committed to advancing America's directed energy capabilities with our reliable and robust laser weapon systems.Inspired by the principles of Marcus Aurelius, we adhere to a philosophy of relentless work ethic, much like Henry Ford's transformative approach to manufacturing. Our operational style emphasizes small teams delivering exceptional results without shying away from ambitious goals.With a lab and office in San Francisco and a manufacturing hub in Detroit, we conduct field tests weekly on our expansive, 400-acre private range.If you are an engineer who prefers practical applications of your work in real-world environments rather than confined lab settings, we invite you to continue reading.Your Role & Impact:As a Test Engineer, your primary responsibility will be to determine the functionality and performance of our systems across all layers. We are transitioning from prototype to production for an electromechanical directed energy system, and the test infrastructure you develop will serve as the cornerstone for our future products. You will be tasked with creating test benches from the ground up, ensuring they accurately simulate real-world conditions.You will lead the verification and validation processes for embedded firmware, power electronics, electromechanical assemblies, and full-system integration.Your work will directly influence every field test and demonstration, ensuring we arrive with a functional product.Your Responsibilities:Design and construct Hardware-in-the-Loop (HIL) and Software-in-the-Loop (SIL) test environments for embedded controllers, actuators, sensors, and power systems.Conduct performance, reliability, and safety testing at the system level, integrating hardware and firmware evaluations.Develop comprehensive test plans, acceptance criteria, and readiness gates as we progress from prototype to production.Write automated testing procedures in Python, creating your own regression suites without relying on external tooling.Oversee all aspects of field testing: setup, operation, data collection, teardown, post-test analysis, and documentation of failures.Debug across the entire stack of the system.
About Humble RoboticsJoin us at Humble Robotics, where we're driving a revolutionary shift in ground transportation. Our mission is to develop an autonomous, zero-emissions hauler that significantly reduces freight costs through cutting-edge vision-based AI, tailored for the modern global logistics landscape. As part of our dynamic and tight-knit team of AV industry experts and visionary innovators, you’ll experience a unique culture that fosters collaboration and adventure. Be part of a journey where progress is palpable. Position OverviewAs a Senior R&D Technician, you will be instrumental in designing and refining vehicle harnesses (both LV/HV and data). Your responsibilities will also include performing PCB rework and providing board bring-up support, in addition to assembling and maintaining test benches for sensors, computing systems, power supplies, and vehicle interfaces.
Listen Labs seeks an Account Executive for Strategic Accounts based in San Francisco, CA. This role focuses on building lasting relationships with major clients and plays a direct part in both revenue growth and client satisfaction. Main responsibilities Develop and manage partnerships with key strategic clients Collaborate with clients to understand their needs and deliver tailored solutions Identify and pursue new business opportunities within existing accounts to drive revenue Contribute to company objectives through thoughtful planning and execution Role focus This position centers on supporting major accounts and ensuring clients receive value from Listen Labs’ offerings. Success in this role requires both relationship management and a strong focus on business growth.
About Echo Neurotechnologies Echo Neurotechnologies is a startup based in San Francisco, focused on Brain-Computer Interface (BCI) technology. The team combines hardware engineering and artificial intelligence to build tools that help people with disabilities gain greater independence and improve their quality of life. Team and Culture The company operates as a small, close-knit group where each member’s work matters. As an early-stage team, everyone has a voice in shaping both the product and the company’s direction. Professional growth and learning are encouraged, and cross-functional collaboration is part of daily work. Role Overview: Software Engineer for R&D This role centers on supporting scientific and engineering R&D for BCI projects. The engineer will design and build data pipelines, user interfaces, and software tools that support research and real-world applications. The work directly contributes to improving technology for patients with severe disabilities. Candidates should be comfortable building systems from scratch and working with a range of programming languages and technologies. Main Responsibilities Design and manage data pipelines to handle diverse datasets for collaborative research. Develop frameworks for acquiring and processing real-time data streams from digital sensors, such as microphones and cameras. Help design and build user interfaces for BCI applications, working closely with end users. Integrate custom software with various operating system APIs and features, including accessibility options. Work within a small team to improve software and R&D workflows, merging contributed code into larger codebases. Keep design documents, code, and test results well organized and clearly documented. Required Qualifications Bachelor's or Master's degree in Computer Science, Engineering, Neuroscience, or a related field. Minimum 1 year of software engineering experience in academic or industry R&D settings. Strong programming skills in multiple languages and experience with system design.
Join airops as a Strategic Account Manager and play a pivotal role in driving the success of our key clients. In this dynamic position, you will build and maintain strong relationships, ensuring our customers receive exceptional service and support. You will collaborate with cross-functional teams to develop tailored solutions and drive client satisfaction.
Full-time|$130K/yr - $180K/yr|On-site|San Francisco, CA, USA
For over two decades, Smartsheet has empowered individuals and teams to achieve remarkable outcomes. Our platform offers seamless work management and innovative, scalable solutions that enhance productivity and drive success. We are dedicated to creating a collaborative environment that fosters creativity, action, and meaningful work. When challenges are met with purpose and passion transforms into progress, that’s where the real magic happens at Smartsheet.We are currently seeking an Account Executive for Strategic Accounts to take on a pivotal role in executing our sales strategy for Global 2000 accounts in the West territory. This position involves cultivating executive relationships, selling our solutions, and driving significant growth in both software and service bookings, focusing on both new and expansion clients. A strong history of surpassing sales quotas, coupled with a driven attitude, accountability, high energy, integrity, and discipline, is essential for success within our Strategic Accounts Team.This prominent role will manage a selection of named accounts and report directly to the Regional Director of Strategic Accounts.Key Responsibilities:Consistently achieve and exceed quarterly and annual sales quotas for software and services.Accurately forecast, manage a diverse sales pipeline, and consistently meet performance metrics.Lead account management and sales strategy development over a multi-year horizon.Create and maintain actionable account plans.Collaborate with cross-functional internal teams and external partners.Ensure a positive customer experience and outcomes throughout the customer journey.Engage with various Line of Business (LOB) stakeholders, Functional Areas, and IT departments.Implement both transactional land/expand selling and value-based solution selling.Utilize the MEDDICC framework during the sales process.Build and sustain relationships with VP-level and C-suite executives, as well as key decision-makers.Exhibit a competitive and positive mindset, focusing on continuous improvement.Promote the functional and solution value of Smartsheet.Use data and Product-Led Growth (PLG) signals to inform sales strategies and decisions.
Join unlimit as a Senior Strategic Account Manager, where you will play a critical role in nurturing our key client relationships and driving strategic initiatives. In this position, you will collaborate closely with cross-functional teams to ensure the seamless delivery of our services while identifying opportunities for growth and expansion within existing accounts. Your expertise will help shape our client engagement strategies and foster long-term partnerships.
Full-time|Remote|Remote, United States; San Francisco, California, United States
Role Overview Checkr, Inc. is hiring a Strategic Account Executive. This fully remote role focuses on growing business and deepening relationships with major clients. The position can be based anywhere in the United States or in San Francisco, California. What You Will Do Work closely with key accounts to understand their needs and deliver tailored solutions. Use industry knowledge to provide strong service and help clients achieve their goals. Build trust and long-term partnerships that support Checkr’s growth.
