Head of Partnerships

ABOUT the company

The company is building the trusted data reliability layer for the modern data stack. We help data teams detect, understand, and resolve data quality issues before they impact the business — making data trustworthy at every point in the pipeline.

We are now building our partnerships function from the ground up. This is our first dedicated partnerships hire, and it is a high-leverage, high-visibility role for someone who wants to own a motion end-to-end.

THE OPPORTUNITY

Partnerships will become a core growth lever for the company — not an afterthought. Our goal is to embed the company as a default component within the ecosystems where data teams already operate, working alongside platforms like Snowflake and Databricks, and Data Governance tools such as Atlan, Datahub and Alation.

As our first Head of Partnerships, you will build the foundation: establishing field relationships, creating co-sell motions, and generating measurable partner-influenced pipeline. Strategy will be set by company leadership; your mandate is to execute and turn relationships into revenue.

WHAT YOU'LL DO

Own Partner Relationships

• Build and manage day-to-day relationships with key ecosystem partners — initially Snowflake, Databricks, Atlan, Alation, and DataHub

• Develop strong connections with partner leadership, field teams, and alliance managers

• Maintain regular partner touchpoints and executive alignment

Drive Co-Sell Pipeline

• Enable partner sales teams to confidently introduce the company to their customers

• Run account mapping exercises to surface joint opportunities

• Identify, develop, and track partner-influenced deals through to close

• Create repeatable co-sell playbooks in collaboration with sales and marketing

Build the Partner Enablement Motion

• Train partner sellers on the company positioning, use cases, and competitive differentiation

• Create partner-facing materials: one-pagers, reference architectures, integration guides

• Support partner solution engineers and architects with technical context

Coordinate Internally

• Act as the connective tissue between product, sales, and marketing on all partner activity

• Ensure partner requirements and roadmap requests are surfaced to the right stakeholders

• Align joint initiatives across functions and manage execution against them

Expand the Ecosystem Over Time

• Identify new partnership opportunities across data orchestration, reverse ETL, and AI infrastructure as the motion matures

• Support evaluation and onboarding of new partners aligned with company strategy

• Contribute to marketplace listings, joint event presence, and thought leadership programs

WHAT WE'RE LOOKING FOR

Required Experience

• 5+ years in partnerships, alliances, or business development roles at a B2B SaaS company

• Demonstrated experience building or owning co-sell motions with cloud/data ecosystem partners (Snowflake, Databricks, or equivalent)

• Track record of generating measurable partner-influenced pipeline and revenue, not just managing relationships

• Ability to operate independently and build from scratch — this is a founding role, not a steady-state job

• Strong executive presence and comfort working with both field reps and C-level stakeholders

Nice to Have

• Experience in the data quality, data observability, or data catalog space

• Existing relationships within the Snowflake, Databricks, or Atlan partner ecosystems

• Experience working at an early-stage company where you were the first partnerships hire

• Familiarity with marketplace programs (Snowflake Marketplace, Databricks Partner Connect, etc.)

Who Thrives in This Role

• You are a builder, not a maintainer — you find existing playbooks motivating but don't need them to get started

• You measure your success in pipeline and revenue, not meetings and activities

• You navigate ambiguity well and can align internal stakeholders without a lot of process

• You care about the data ecosystem and can speak credibly about where data teams struggle

HOW SUCCESS IS MEASURED

This role is measured on business outcomes, not partnership activity. The primary metrics are:

• Partner-sourced and partner-influenced pipeline (primary)

• Closed revenue attributable to partner relationships

• Number of active co-selling partners with enabled field teams

• Joint customer wins and reference accounts

• the company inclusion in partner reference architectures and solution bundles

Within 12–18 months, a successful Head of Partnerships will have established Snowflake, Databricks, Atlan, Datahub and Alation reps who proactively introduce the company to customers — creating a predictable, repeatable distribution channel.

Over time, partnerships will expand into AI companies that depend on trusted data, where the company can become a foundational layer.

YOUR PARTNERS IN THIS WORK

You will work closely with a small but senior leadership team

• Gorkem (CEO) — sets partnership strategy, maintains executive-level relationships, and supports major negotiations

• Eric (Co-Founder / CTO) — guides technical integrations and ensures partnerships align with product roadmap

• Ram Parimi (Advisor) — CRO-level advisor with experience building scalable partnership motions; available to mentor and provide strategic guidance

• Tonni (Head of Sales) - leads sales, will be your partner in crime for seeing pipeline through to execution

• Nicole (Head of Marketing) - leads marketing, will be a partner from events to collateral to messaging