Director of Strategic Partnerships

About Tavrn: Tavrn is at the forefront of innovation in the legal AI sector, reshaping the plaintiff law landscape through the automation of medical chronologies, demand letters, and medical record retrieval. Our mission is to establish ourselves as the premier AI-driven solution provider for personal injury, medical malpractice, workers' compensation, SSDI legal practices, and beyond. We envision expanding our cutting-edge AI solutions into related fields such as eDiscovery, healthcare, insurance, and other data-centric industries.Position Overview: We are seeking a dynamic and relationship-oriented Strategic Partnerships Lead to become a vital part of our expanding team. In this pivotal role, you will empower our clients to fully leverage Tavrn’s solutions, enhancing customer satisfaction, loyalty, and growth.Key Responsibilities:Cultivate and maintain relationships with key customer accounts, ensuring high levels of satisfaction and continued engagement.Identify and pursue opportunities for growth and expansion within accounts, actively driving customer retention initiatives.Communicate clearly with customers, prioritizing and addressing their requests and feedback effectively.Navigate complex customer workflows and requirements, delivering customized support and solutions.Collaborate with internal teams including sales, product, and engineering to ensure customer feedback informs product enhancements and developments.Qualifications:3–5 years of experience in customer-facing roles such as account management, sales, sales engineering, or consulting.Demonstrated success in establishing and nurturing strategic customer relationships.Exceptional communication skills with the ability to manage multiple customer requests simultaneously.Ability to comprehend complex customer needs and workflows, adapting swiftly to deliver effective solutions.A relationship-driven approach with a commitment to ensuring customer success.

OP Labs is at the forefront of developing cutting-edge technology for Optimism, the premier blockchain infrastructure provider, facilitating 65% of all Layer 2 transactions. Our innovative, open-source OP Stack empowers developers and enterprises to effortlessly launch scalable, secure, and customizable on-chain networks. With the backing of renowned investors such as a16z and Paradigm, we have successfully raised over $175M to spearhead the next wave of on-chain innovation.Role OverviewAs the Partnerships Lead for Strategic Accounts, you will be responsible for managing a select portfolio of Optimism’s most critical Superchain partners. You will act as the primary point of contact, ensuring relationship health, executing strategies, and delivering long-term value. Collaborating cross-functionally with Product, Engineering, Legal, and Go-To-Market teams, you will align partner objectives with Optimism’s strategic roadmap and drive partnership initiatives to fruition.Key ResponsibilitiesManage a portfolio of Tier 1 accounts, serving as the main point of accountability for relationship health, execution quality, and sustained impact.Design and implement long-term account strategies and Joint Business Plans (JBPs) for each partner, ensuring alignment with Optimism’s product roadmap and revenue objectives.Oversee the entire account lifecycle, including onboarding, integration, go-live preparation, performance management, renewal, and expansion.Drive measurable revenue outcomes through the establishment of clear KPIs, regular Quarterly Business Reviews (QBRs), and data-driven decision-making.Collaborate intensely with Product, Engineering, Legal, Data, and GTM teams to define project scopes, address blockers, manage trade-offs, and ensure timely delivery of high-quality results.Act as the executive-level relationship steward, cultivating trust with senior partner stakeholders, managing escalations, and navigating the complexities of organizational dynamics.Proactively identify risks and opportunities within your accounts, such as churn risk, underperforming initiatives, or potential for expansion, and develop remediation strategies.

About DecagonDecagon stands at the forefront of conversational AI, empowering brands to elevate their customer interactions to a concierge level. Our innovative platform is trusted by industry giants like Avis Budget Group, Block’s Cash App, Square, Chime, Oura Health, and Hunter Douglas, enabling them to create personalized, engaging experiences across voice, chat, email, SMS, and beyond.We envision a future where customer service transcends traditional methods, fostering faster resolutions, richer conversations, and enduring relationships. With backing from top-tier investors such as a16z, Accel, Bain Capital Ventures, Coatue, and Index Ventures, we share a unified vision of excellence in customer engagement.As an in-office company, we thrive on a collaborative spirit, guided by our core values: Just Get It Done, Invent What Customers Want, Winner’s Mindset, and The Polymath Principle.About the TeamOur newly formed Partnerships team is dedicated to driving growth in product offerings, revenue, and ecosystem through strategic technology, solutions, channel, cloud, and AI partnerships. As an integral founding member, you will play a key role in shaping our strategy and executing programs that enhance customer outcomes.About the RoleDecagon is seeking a dynamic Strategic Alliances & Partnerships Lead. In this pivotal role, you will cultivate and manage relationships with leading cloud providers, top generative AI firms, and strategic technology partners. Leveraging your expertise in commercial negotiation, program design, and go-to-market strategies, you will drive impactful outcomes alongside our partners. The ideal candidate will have proven experience in building robust cloud, technology, and AI partnerships within a fast-paced, high-growth environment. Collaborating closely with the Director of Partnerships, your responsibilities will include:Initiating and expanding marketplace and co-sell initiatives within cloud ecosystems.Leading commercial negotiations to foster mutually beneficial agreements and enhance our partner network.Driving growth in partner-sourced SQLs, pipeline, and sustainable revenue across our ecosystem.Establishing alliances with prominent AI and technology firms to co-develop integrations, research initiatives, and joint proof-of-concept projects.Crafting and executing innovative strategies to strengthen our partnership framework.

About the Role: We are seeking a dynamic and strategic Director of Partnerships who will spearhead the development and execution of a robust partnerships strategy aimed at enhancing our go-to-market distribution through our Systems Integrator (SI) and agency ecosystem, as well as key technological alliances. This is a pivotal leadership role at a transformative stage for our company. You will be responsible for shaping the strategy, refining and expanding our partner portfolio, and translating a select number of high-impact initiatives into systematic processes that include clear playbooks, enablement strategies, and measurable outcomes. In collaboration with cross-functional teams, you will leverage partnerships as a powerful catalyst for pipeline growth, deal advancement, implementations, and overall business expansion. Key Responsibilities: Articulate and implement a comprehensive partner strategy with a prioritized portfolio across technology partners and SI and agency partners, including specific de-scoping when necessary. Establish a scalable SI and agency channel program that generates partner-sourced and partner-influenced pipelines, enhancing our capacity for complex deployments. Develop a robust technology and hyperscaler strategy to increase brand awareness and distribution, while enhancing our product offerings through valuable integrations. Operationalize partnership processes from start to finish, including co-selling activities, partner enablement, field workflows, and marketing initiatives in collaboration with Sales and Marketing teams. Craft compelling partner narratives that bolster Hex’s positioning as a leader in AI Analytics, equipping partners to effectively promote and sell alongside Hex. Define a set of roles, key performance indicators (KPIs), and operational rhythms to manage partnerships as a measurable and predictable engine of growth. Assemble and mentor a high-performing team over time, fostering a culture of clear expectations, coaching, and accountability. Act as a cross-functional operator, aligning product roadmaps, go-to-market priorities, and delivery capacities across both internal stakeholders and external partners. About You: You have successfully established partnerships programs that yield measurable business results, beyond mere activity metrics. You demonstrate strong leadership capabilities and possess a history of nurturing high-performing teams. You bring experience in the modern data and analytics landscape and are adept at engaging with technical partners and product audiences. You are results-oriented, adept at making trade-offs, setting clear success metrics, and steering your team towards high-impact endeavors. You have a solid background in SI and agency ecosystems, enabling you to recruit, empower, and scale partners to achieve both pipeline and service objectives. You possess the skills of a program builder, capable of transforming early-stage experiments into established, repeatable processes with incentives and measurable outcomes.

About RilletAt Rillet, we empower accounting and finance teams by providing them with innovative AI-driven tools that enhance speed, accuracy, and insights in their financial operations. Our mission is to revolutionize the way businesses manage their finances, ensuring they can achieve a zero-day close through our state-of-the-art ERP system.Our unique platform stands out with its unified data model, extensive integrations with top-tier services like Stripe, Ramp, and Salesforce, as well as automated workflows that maintain rigorous compliance. Trusted by leading high-growth companies such as Mercer, Windsurf, and Function Health, we pride ourselves on our exceptional customer satisfaction scores.With substantial backing of $100M from renowned investors including Sequoia, a16z, and First Round, we are poised to transform the financial landscape, enabling organizations to operate at the speed of AI.Our CultureRillet operates at a dynamic pace that demands intelligence, agility, and initiative. Our team members are self-starters who take ownership of their projects, driving results that exceed expectations. We thrive on delivering impactful solutions for our customers, often going beyond the initial scope to ensure success.While accounting expertise isn't a requirement for this role, a deep appreciation for the impact our tools can have on our customers' success is essential. Join us in powering the financial backbone of the fastest-growing companies worldwide.Your RoleWe are in search of a talented Strategic Partnerships Lead to enhance our footprint within the Accounting and Consulting sectors, particularly focusing on the Top 100 CPA firms, Global System Integrators (GSIs), and elite Office of the CFO consulting boutiques. This pivotal role will help Rillet establish credibility and build influential, long-term partnerships in the enterprise market.

Role Overview Bluefishai seeks a Director of Strategic Partnerships to lead technology partnership efforts during a pivotal growth period. This position focuses on building and managing relationships with AI platforms, enterprise software companies, and channel partners. The Director will help shape how Bluefishai is viewed across the technology and enterprise sectors. Key Responsibilities Initiate, negotiate, and secure complex, high-value partnerships with major technology firms Work closely with the Senior Leadership Team to develop partnership strategies and identify new opportunities Represent Bluefishai in important external meetings and negotiations Balance multiple high-priority projects in an evolving, sometimes ambiguous setting Maintain high standards for all external communications and partnership materials What Sets This Role Apart Direct influence on Bluefishai’s position in the tech and enterprise ecosystem Opportunity to shape partnership strategy at a senior level Collaboration with top leadership on high-impact initiatives Location This role is based in New York or San Francisco, with a hybrid work arrangement.

At Plaid, we envision a future where financial interactions are seamless and empowering. Our mission is to drive this change by creating innovative tools and experiences that thousands of developers leverage to build their own products. By enabling users to effortlessly connect their financial accounts with applications like Venmo, SoFi, and major banks, we make financial health more accessible to millions. Our expansive network includes 12,000 financial institutions across the US, Canada, the UK, and Europe. Founded in 2013 and headquartered in San Francisco, we also have offices in New York, Washington D.C., London, and Amsterdam.We are seeking a seasoned professional to lead our commercial partnerships with key players in the fintech and financial services sectors. The ideal candidate possesses sharp business acumen and can deliver significant commercial outcomes, ensuring success for both Plaid and its partners.As a thought leader, contract specialist, and occasionally lead negotiator for major partnership deals, you will have a considerable impact in defining the commercial terms that govern our partnerships. You thrive on achieving measurable results and are adept at negotiating mutually beneficial agreements.In this role, you will also collaborate closely with Plaid’s broader go-to-market teams, refining and standardizing commercial processes to enhance efficiency and consistency. Your analytical mindset drives you to utilize data insights for informed decision-making, promoting transparency and effective communication across the organization.

Role Overview Checkout.com is looking for a Senior Specialist - Strategic Partnerships to help expand our presence in San Francisco. This role focuses on building and maintaining strong alliances that support the company’s growth. The Senior Specialist will work closely with partners and internal teams to ensure our goals align with those of our collaborators. What You Will Do Identify and evaluate new partnership opportunities that fit Checkout.com’s strategic direction. Manage and strengthen relationships with existing partners. Work cross-functionally with teams across the company to coordinate partnership efforts and align objectives.

About this RoleParaform is seeking a seasoned and innovative Account Executive who excels in securing partnerships with leading recruiting agencies and independent recruiters. This role is pivotal in developing a strategic framework to scale Paraform’s recruiter-side supply engine.This hybrid position combines elements of sales, partnership development, and market strategy. We are in search of individuals who possess a strong work ethic, can think on their feet, create streamlined systems, and provide innovative solutions to drive growth.

Join a dynamic team at New Relic, where we are pioneering the future of observability. Our intelligent platform equips organizations to thrive in an AI-driven world, providing them with unmatched insights into their intricate systems. As we grow our global presence, we seek enthusiastic individuals ready to contribute to our mission. If you aspire to help leading companies optimize their digital applications, we encourage you to pursue a career with us!Your OpportunityAs the Director of Strategic Cloud Partnerships, you will spearhead New Relic's strategic alliances with AWS, Microsoft Azure, and Google Cloud. This pivotal role marries business development with intricate commercial negotiations and market strategies. Reporting directly to the VP of Ecosystem and Strategic Partnerships, you will architect these partnerships, ensuring that our cloud infrastructure investments yield strategic advantages, improved margins, and accelerated market growth.Your responsibilities encompass engaging with C-level executives, integrating partner product strategies, and devising frameworks that enhance both New Relic's outcomes and customer value. Collaborating closely with executive leadership across functions, including co-selling and co-marketing initiatives, you will ensure that our strategic engagements with cloud partners align with our objectives in engineering, product, finance, procurement, marketing, sales enablement, and services.What You'll DoStrategic Partner ManagementPartnership Strategy: Develop and refine the strategy for New Relic's success with AWS, Azure, and GCP.Execution Alignment: Act as the primary liaison to cloud partner leadership; lead quarterly business reviews and executive briefings to ensure cohesive alignment.Joint Business Plan and GTM Integration: Oversee the annual global business plans; collaborate with Sales and Marketing to ensure our cloud partnerships drive our co-sell initiatives and market expansion. Lead the creation of joint content, use cases, and success stories.Cross-Functional Leadership: Foster a unified approach across Product, Engineering, and other departments to maximize partnership impact.

About SemgrepSemgrep is a pioneering force in code security, empowering developers to innovate seamlessly. Our platform enables teams to identify, flag, and rectify genuine security issues before deployment, utilizing adaptive security that evolves alongside development processes. Semgrep safeguards code in real time and provides essential guardrails, allowing developers to accelerate their workflow while maintaining security. Designed for creators and endorsed by security professionals, Semgrep integrates effortlessly into development environments, delivering solutions without disrupting productivity and offering security teams unparalleled visibility, control, and assurance. Our intelligent platform reduces false positives through AI that adapts to your context, prioritizing actionable vulnerabilities, as confirmed by 95% of security reviewers across over 6 million findings. Semgrep transforms the quest for zero false positives into reality, allowing AppSec teams to address 80% fewer false alerts across code and supply chain, significantly reducing backlog.Founded in San Francisco and supported by notable venture firms such as Menlo Ventures, Felicis Ventures, Lightspeed Venture Partners, Redpoint Ventures, and Sequoia Capital, Semgrep has been recognized by Gartner in Application Security Testing and is trusted by industry leaders, including Snowflake, Dropbox, and Figma. Discover more at semgrep.dev.About the RoleWe are seeking an innovative and proactive Director of Strategic Technology Partnerships to spearhead the development and implementation of our strategic alliances. This role demands a high-agency problem solver dedicated to eliminating obstacles, fostering relationships with key stakeholders at partner organizations, and aligning partner product and engineering teams with Semgrep's. The ideal candidate will also craft compelling joint value propositions and lead co-marketing initiatives. Some partnerships are established and require further enhancement and scale, while others are in the nascent stages.Location Expectations:This role is expected to be based in our San Francisco office.What You’ll DoCultivate and sustain executive, product, and technical connections with counterparts at partner companies; orchestrate cross-functional collaboration internally across Product, Sales, Marketing, and executive teams.Lead partnership development from initial agreement through integration and launch, ensuring strong collaboration between partner product and engineering teams and Semgrep's.Articulate the joint value proposition and solution narrative; collaboratively establish success metrics with partners and monitor and report on partnership health, achievements, and challenges to the staff team.Collaborate with Marketing on co-marketing initiatives and announcements; establish...

About AirwallexAirwallex stands as the premier unified payments and financial platform designed for global enterprises. With our innovative blend of proprietary infrastructure and software, we empower over 200,000 businesses globally—including industry leaders such as Brex, Rippling, Navan, Qantas, and SHEIN—with comprehensive solutions that streamline everything from business accounts and payments to spend management and treasury functions, all the way to embedded finance on a global scale.Founded in Melbourne, our team comprises over 2,000 of the most talented and visionary professionals in the tech industry, operating across 26 offices worldwide. Valued at a remarkable US$8 billion, we are backed by top-tier investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital. Airwallex is at the forefront of shaping the future of global payments and financial platforms. If you're prepared to embark on the most ambitious journey of your career, we invite you to join us.Attributes We ValueWe seek dynamic builders who possess a founder-like energy and aspire for significant impact, rapid learning, and genuine ownership. You bring a wealth of relevant expertise and insightful thinking, driven by our mission and operating principles. You act swiftly with sound judgment, possess a deep curiosity, and make decisions grounded in first principles, striking a balance between speed and thoroughness.You embody humility and collaboration; transforming innovative concepts into tangible products, and you excel at seeing initiatives through from start to finish. Leveraging AI, you work smarter and solve challenges more efficiently. Here, you will confront complex, high-stakes issues alongside exceptional teammates and elevate your career as we redefine the future of global banking. If this resonates with you, let’s create what’s next together.About the TeamThe Strategic Partnerships team at Airwallex is a synergistic collective of dealmakers and relationship architects, dedicated to cultivating strategic alliances that propel our growth. We draw on our extensive industry expertise and financial insight to identify and nurture mutually beneficial partnerships with leading firms, fintech pioneers, and financial institutions. Together, we envision unlocking opportunities for global enterprises while collaborating closely with internal stakeholders to ensure seamless integrations and maximize value for both Airwallex and our partners.Your RoleAs the Director of Strategic Partnerships, AI, you will be pivotal in steering business growth by identifying, developing, and managing critical partnerships that harness the potential of artificial intelligence to enhance our offerings and drive transformative results.

About Our TeamThe Strategic Partnerships division operates within the Enterprise Sales team and shapes the strategic direction, acquisition, management, and expansion of DoorDash’s collaborations with leading restaurant groups globally. The complexity and scale of our significant partners make this team vital to DoorDash’s success in every market we serve.About Your RoleAs the Associate Manager of Strategic Partnerships, you will play a key role in formulating and implementing partnership strategies, managing projects, executing operational plans, and nurturing relationships with major restaurant clients. This position allows you to significantly influence the growth and operational strategies for our top partners while collaborating cross-functionally with marketing, operations, finance, legal, analytics, and product teams to propel our business forward.Why You’ll Love This OpportunityBe a pivotal force in shaping and executing the off-premise strategy for one of our largest partners throughout all stages of our collaboration.Ensure the operational health of partner relationships, including POS integrations, tailored reporting, menu optimization, merchant marketing, and operational enhancements.Leverage data analysis and insights to drive adoption of DoorDash’s comprehensive product offerings.Utilize your innovative mindset to foster growth with partners through marketing initiatives and product enhancements.Lead cross-functional collaboration as you partner with DoorDash management, product, support, marketing, and operations teams.We’re Excited About You Because…You bring over 3 years of experience in management or operations consulting, business strategy/analytics, finance, business operations, or similar roles that require analytical thinking and client interaction.You have a track record of success in cross-functional team environments, developing creative solutions.You enjoy diving deep into details while keeping an eye on overarching goals.Your project management, organization, and presentation skills are exemplary.

MongoDB is seeking a dynamic and seasoned business development and partnerships leader to propel our vision forward by cultivating and expanding influential partnerships with key AI infrastructure providers. This role encompasses working with hyperscalers, observability platforms, model labs, and diverse technologies that empower developers to create cutting-edge AI applications. Initially, you will spearhead the strategy and execution of technical and go-to-market partnerships with AI-centric platforms such as Vercel, Lovable, and Replit, enabling developers to leverage MongoDB as their backend database for AI and agentic applications. You will be responsible for sourcing and structuring integrations, defining joint value propositions, and driving collaborative sales efforts to position MongoDB as the preferred data layer within the AI ecosystem. This impactful position demands extensive partnership development expertise, strong technical knowledge, and exceptional collaborative skills across various teams and organizations. We invite candidates located in the San Francisco Bay Area to consider this role within our hybrid working model.

Join Modulate as a Senior Business Development Manager, where you will lead the charge in cultivating strategic and embedded partnerships with key stakeholders. Your expertise will drive growth and innovation across our platforms, enabling us to deliver exceptional experiences to our clients. You will work closely with cross-functional teams to identify opportunities, develop strategies, and execute partnerships that align with our vision.

Role Overview Juicebox Inc. is hiring a Partnerships Lead in San Francisco. This position focuses on building and managing collaborations that support our brand and help us reach new markets. What You Will Do Identify organizations and companies that align with Juicebox Inc.'s business goals Develop and maintain strong relationships with potential and existing partners Negotiate agreements that support company objectives What We Look For Experience leading partnership or business development initiatives Comfort working in a fast-moving setting Interest in creating and sustaining meaningful business relationships

Strategic Partnership ManagerAbout OpenArt AIOpenArt AI stands as a leading force in the AI video generation arena, boasting over 6 million active users monthly. As a pivotal partner for industry giants like Google, OpenAI, and Kling, we continue to push the boundaries of creativity and technology. Our innovations have captured the attention of major media outlets including ABC, TIME, Bloomberg, and TechCrunch.Role OverviewAs the Strategic Partnership Manager, you will oversee and enhance a portfolio of significant partnerships. Your role encompasses daily management of partner relations and spearheading execution across various partnership initiatives, ensuring seamless transitions from inception to delivery and sustained success. Your success will hinge on your operational prowess: converting partnership ambitions into actionable plans, coordinating stakeholders, and consistently achieving superior results while identifying opportunities for collaboration expansion.What Makes This Role ExcitingBe Part of a Market-Leading AI Company: Engage with one of the fastest-growing platforms in AI video generation.Innovate at the Intersection of AI and Creativity: Play a pivotal role in launching partnerships and initiatives that redefine AI-driven media and creativity.Gain High-Level Exposure and Mentorship: Work closely with the Head of Business Development & Partnerships, receiving direct mentorship rooted in extensive experience from Goldman Sachs and McKinsey.

About Our TeamAt OpenAI, our Strategic Finance organization plays a crucial role in providing valuable financial insights and guidance that align with our long-term strategic goals and ambitious growth initiatives. We collaborate across various departments including Product, Partnerships, Engineering, and Go-To-Market (GTM) to optimize resource allocation towards the most impactful opportunities while ensuring sustainable unit economics.The Applications Technology Strategic Finance team works closely with Product to enhance our core offerings and introduce innovative products to the market. We are responsible for leading revenue forecasting and performance management across our product portfolio, encompassing economic margins, pricing strategies, and structuring of partnership deals.About the RoleWe are seeking a Strategic Finance Partnerships Lead to spearhead strategic decision-making within OpenAI's growth and media partnership portfolio. This pivotal role acts as a key financial partner to the Partnerships deal leads and Product owners, focusing on the evaluation, pricing, and structuring of partnerships, while translating partnership opportunities into actionable economic insights and performance management strategies.Reporting to the Head of App Tech Finance, you will engage in hands-on deal evaluations, provide negotiation support, and oversee the partnership portfolio. Your expertise will shape our approach to partnership unit economics, measurement, incrementality, and the integration of partnership performance into forecasting and planning processes.This position is based in San Francisco, CA, operating under a hybrid work model (3 days per week in-office). Relocation assistance is available.Key ResponsibilitiesLead the financial evaluation of growth and media partnerships, modeling revenue, margin, compute costs, and payback periods to facilitate informed decision-making and negotiations.Establish clear economic frameworks and deal parameters (pricing floors, revenue-sharing structures, caps, minimum guarantees, performance-based terms) to safeguard long-term unit economics.Collaborate closely with Product and Partnerships teams to define and assess incrementality, ensuring contract terms align with measurable outcomes.Guide the pricing and structuring of partnership deals from initial strategy development through to final term-sheet negotiations, providing executive-level recommendations and trade-offs.Oversee partnership portfolio performance management: defining core metrics, identifying leading indicators, tracking variances against expectations, and surfacing potential risks and opportunities.Incorporate partnership economics into revenue forecasting and planning cycles in collaboration with the broader finance team.

We are actively seeking a driven and visionary Director of Strategic Partnerships & Alliances to spearhead our partner initiatives within the dynamic AI infrastructure ecosystem.As we rapidly expand our footprint in the AI landscape, strategic partnerships are pivotal for driving revenue and establishing long-term strategic advantages. Currently, partner relations are somewhat scattered across our team. We are looking for a dedicated leader to streamline, prioritize, and enhance our partnership efforts.This is a builder role; you will take full ownership of our strategic, technological, and channel partnerships, placing strategic relationships at the forefront, and translating them into tangible revenue growth.