Cloud GTM Practice Lead

Overview Suger helps revenue teams sell more effectively by simplifying the workflows required to buy and sell through cloud marketplaces. We make it easier for our customers to transact, manage, and grow deals across AWS, Azure, Google Cloud, Alibaba, Oracle and Snowflake, creating a smoother buying experience for their customers. We’ve grown quickly by becoming the end‑to‑end orchestration system for the fastest growing sales channel (B2B Cloud Marketplaces) leveraging AI and integrations with core systems. Today, we work with over 250 B2B customers, ranging from large enterprises like Snowflake and Intel to fast‑growing startups like Glean and Vanta. Location San Francisco, CA Responsibilities Build a practice of Cloud GTM coaching for our customers. Develop a public open‑source playbook for partnership professionals to accelerate on cloud partnership, set timelines with customers, and lead webinars and in‑person events. Use AI aggressively to drive outcomes and identify leading indicators of success. Collaborate closely with founders, partnerships, sales, marketing and product teams. Role Overview This role is unique and does not exist elsewhere in the market. You will become the advocate of our product and the biggest critic. Our aim is to help customers adopt the fastest growing sales channel—cloud marketplaces and co‑selling with hyperscalers. You will serve as a trusted thought partner on partnership strategy and execution timelines, while the team maintains 100% partner attach rates and drives over 90% of revenue through the marketplace. Qualifications Grit and humility; ability to be stretched and learn quickly. Excellent organization and attention to detail. Strong data synthesis, presentation and communication skills for leadership and partners (AWS, Azure, GCP, etc.). Extreme ownership mentality. Experience co‑selling with hyperscalers is required; experience at a hyperscaler is a plus. Benefits Salary range: $150,000‑$210,000 per year, based on experience, market location and fit. Competitive salary, comprehensive health insurance, monthly office stipends and meaningful equity plan. Mission‑driven work to bring a consumer experience to B2B sales. Team of ~60 people with hubs in SF and Vancouver. Opportunity to manage a team of 2 partnership associates. Well‑funded organization with a long runway, flat hierarchy and fast‑moving culture. We may use artificial intelligence tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us. #J-18808-Ljbffr