Partnerships Manager

ABOUT the company

Join the company and help us define the future of observability. We are OpenTelemetry-native, building a delightful, simple, and AI-centric platform that eliminates vendor lock-in and meaningless toil. Shape a product developers love, with transparent pricing and built-in cost control.

The Opportunity

This is not a relationship maintenance role — it's a strategy and building role. You'll own the two channels providing the most leverage for the company's next phase of growth: hyperscaler marketplaces (AWS, GCP, Azure) and the cloud-native consultancy ecosystem that influences every enterprise buying decision.

Your mission is to build the motion from near-scratch: partner program design, commercial frameworks, co-sell enablement, and field activation. You'll simultaneously work live deals through hyperscaler channels where the opportunity is immediate. Based in Amsterdam or London (remote).

What You'll Do

• Own the relationships with AWS, GCP, and Azure — drive the company onto marketplace listings, activate co-sell motions, and turn field relationships with Cloud Solution Architects into a repeatable source of qualified pipeline.

• Design and execute a partner model for cloud-native SIs and consultancies — the firms that spec observability stacks for enterprise clients. Define the incentive structure and co-delivery model.

• Drive revenue through partners — you'll be measured by ARR contribution: net-new logos sourced through partners and accelerated deals via SI influence.

• Feed partner and SI intelligence back into product, pricing, and positioning. Proactively address competitive movements.

• Build and document relationships with hyperscaler solution architects in target geographies (US East Coast, UK/Netherlands/DACH) to generate qualified introductions.

What You Bring

• 5+ years in partnerships, alliances, or business development at a developer tools, observability, or cloud-native infrastructure company.

• Established relationships with field teams at one or more of the major hyperscalers (AWS, GCP, Azure).

• Demonstrated experience building or scaling a hyperscaler co-sell motion — from listing to active deal flow.

• Experience designing partner programs for SIs or consultancies (tiers, incentives, enablement) at a technical product company.

• A track record of partner-sourced or partner-influenced revenue.

• A builder mentality — you're energized by the ambiguity of standing up something new and prefer creating the playbook to following one.

Nice to Have

• Background in observability, APM, or DevSecOps.

• Experience with the OpenTelemetry or Prometheus ecosystems.

• Existing CNCF community relationships.

• International experience spanning US and Europe.

Why the company

This is a unique opportunity to help build a generational company. The company is backed by top-tier investors including Balderton Capital, Accel, and Cherry Ventures, and led by a founding team with decades of experience in observability. We're in the middle of a massive growth phase after our Series B, and we're just getting started.

If you're looking for a place where a great product meets great people, where momentum is real, and your impact is visible from day one — this is it.

What we offer

• Competitive salary & meaningful equity participation; you'll own part of what you're building

• Flexible, remote-first work environment with offices in New York, Amsterdam, and Munich

• €60/month Lifestyle allowance

• Location-specific benefits

• Collaborative, fast-moving team culture with a builder mindset

• Clear path for career growth and development

• Direct access to founders and leadership