Principal, Strategic AI Partnerships

We’re looking for an experienced and innovative business development and partnerships specialist to help accelerate the company’s vision by building and scaling high-impact partnerships with strategic and complementary AI infrastructure providers. This includes frameworks, hyperscalers, observability platforms, model labs, and other technologies that empower developers to build modern AI applications. To start, this individual will lead the strategy and execution of technical and GTM partnerships with AI-forward platforms, such as Vercel, Lovable, and Replit, that empower developers and agents to build AI and agentic applications on the company as their backend database. They will source and structure integrations, define joint value propositions, and drive co-selling motions to make the company the default data layer across the AI platform ecosystem. This is a high-impact role requiring expertise in partnership development, technical acumen, and the ability to collaborate across teams and organizations. We're looking to speak with candidates based in the San Francisco Bay Area for our hybrid working model. What You’ll Do Ecosystem Strategy: Develop a deep understanding of the AI infrastructure landscape, including hyperscalers, observability platforms, frameworks, model labs, and developer tools. Collaborate with internal teams to define priorities and strengthen the company’s partnerships with these key players Partnership Development: Identify, recruit, and activate strategic partnerships across complementary AI infrastructure. Negotiate effective deal structures and maintain the company’s relevance and prominence within these ecosystems Partner Success: Design and lead initiatives that drive adoption of validated integrations, ensure high-quality results, and maintain strong alignment with partner and the company goals Cross-Functional Collaboration: Work with teams across the company—including Product, Sales, Pre-Sales, Marketing, and Legal—alongside partner organizations, to deliver impactful outcomes through technical validations, joint roadmaps, and exceptional developer experiences Measurement of Success: Establish metrics to measure the effectiveness of AI-focused ecosystem partnerships and report on the company’s impact on top-of-funnel growth. Refine strategies based on data-driven insights Community Engagement: Represent the company at relevant industry events, conferences, and communities, ensuring resources and content are accessible to target audiences Who You Are Experienced: 8+ years of experience in business development, partnerships, product management, or program management, with a demonstrated ability to manage complex technical initiatives from ideation to execution Strategic & Tactical: Proven ability to think both at a high level and dive into details to solve problems and create opportunities Skilled Negotiator: Experience negotiating complex agreements with partners and driving their implementation to deliver exceptional outcomes Technically Strong: You have a technical aptitude to understand AI infrastructure workflows and developer ecosystems, paired with analytical skills that help guide decision-making Collaborative Communicator: Strong verbal and written communication skills—tailored to engage audiences ranging from developers to executives across internal and external teams Program Leader: Proven ability to align stakeholders, direct cross-functional processes, and execute high-value initiatives that drive measurable results Self-Starter: You thrive in fast-paced environments, take ownership of initiatives, and can independently deliver results while rallying others around high-priority opportunities Success Measures 3 Months: Gain a deep understanding of the company’s products, ecosystem strategy, and internal workflows while building relationships with key stakeholders for 2-3 known priority workstreams 6 Months: Establish an internal working team, prioritize initial partnerships, initiate outreach, define joint value propositions, and execute on some quick wins 12 Months: Successfully lead multiple cross-functional initiatives, demonstrating measurable business impact and meaningful adoption through key AI infrastructure partnerships The company’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set, experience, qualifications, and work location. Salary is one part of the company’s total compensation and benefits package. Other benefits for eligible employees may include: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid gender-neutral parental leave, fertility and adoption assistance, 401(k) plan, mental health counseling, access to transgender-inclusive health insurance coverage, and health benefits offerings. Please note, the base salary range listed below and the benefits in this paragraph are only applicable to U.S.-based candidates. Salary range: $162,400 — $203,000 USD. Req ID: 1273404067 the company is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter. the company, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. #J-18808-Ljbffr