Partner Account Manager

Spacelift is the infrastructure orchestration platform built for the modern software era, managing the full lifecycle for both traditional IaC and AI-accelerated infrastructure. It integrates with Terraform, OpenTofu, CloudFormation, Pulumi, and Ansible in a single governed workflow so you deliver secure, compliant infrastructure at scale. Developer self-service, Golden Paths with guardrails, an OPA policy engine, and drift detection accelerate developer velocity while maintaining control. Spacelift Intelligence adds AI-powered provisioning and diagnostics across traditional and AI-driven workflows. Spacelift was founded in 2020 by long-time DevOps practitioner Marcin Wyszynski and successful entrepreneur Pawel Hytry and has raised $82.3M in funding over four rounds from top venture capital firms, including Insight Partners, Blossom Capital, Hoxton Ventures, Inovo Venture partners and Five Elms Capital. About the Role We are seeking a Partner Account Manager to build, manage, and scale strategic partnerships with a focus on the U.S. Federal Government ecosystem. This role will be responsible for developing and executing partner strategies with systems integrators, resellers, and distributors that drive pipeline growth, accelerate federal adoption, and support mission-critical outcomes for both commercial and government customers. The ideal candidate brings deep experience in federal partner programs, understands government acquisition and contracting vehicles, and can work cross-functionally with sales, capture, product, and marketing teams. Key Responsibilities: Partner Strategy & Execution Develop and execute a federal partner alliance strategy aligned to company growth objectives Manage and grow our Carahsoft partnership Identify, recruit, and onboard strategic partners, including GSIs, SIs, VARs, and Distributors. Own partner business planning, joint value propositions, and go-to-market strategies Pipeline & Revenue Impact Drive partner-sourced and partner-influenced pipeline within Civilian, DoD, and IC accounts Collaborate with federal sales and capture teams to support opportunities from pre-RFP through award Track, measure, and report partner performance against pipeline and revenue goals Federal Market Enablement Enable partners on product capabilities, federal use cases, compliance requirements, and differentiation Support joint marketing activities, including events, webinars, solution briefs, and federal campaigns Cross-Functional Collaboration Act as the partner voice internally, providing feedback to product, engineering, and leadership teams Align closely with marketing, sales operations, and legal on partner agreements and programs Ensure partner compliance with federal regulations and security requirements Required Qualifications 7+ years of experience in partner alliances, channel management, or business development 3+ years supporting the U.S. Federal Government market Proven success driving partner-led pipeline and revenue in federal accounts Strong understanding of federal procurement processes and contracting vehicles Experience working with large SIs and federal integrators Excellent executive communication and relationship-building skills Be based in Washington, DC or the surrounding areas Preferred Qualifications Existing relationships with top federal SIs and GSIs Experience in software, SaaS, cloud, cybersecurity, data, or infrastructure solutions Familiarity with FedRAMP, FISMA, DoD SRG, or IC compliance environments Bachelor’s degree required; MBA or equivalent experience preferred Active or previous U.S. Government Security Clearance is a plus Success Metrics Partner-sourced and partner-influenced pipeline growth Revenue contribution through federal partners Number and quality of active, enabled partners Joint solutions and GTM initiatives launched Partner satisfaction and executive alignment Why Spacelift? Innovative Culture : Join a team shaping cloud infrastructure management’s future. Growth Opportunities : Be a key player in driving Spacelift’s business and AWS partnership to new heights. Work-Life Balance : Flexible work environment, with remote-first options and competitive compensation packages. Collaborative Team : Work with passionate, talented people committed to driving success for our customers and partners. What we offer Competitive salary and equity package Medical, dental and vision plans for employees and any dependents 401k Pension Plan 26 days of paid time off annually + local bank holidays Flexible working hours and a healthy 40-hour workweek Learning & education budget Company offsites We are a full-remote company Work in an international, diverse, dynamic, and passionate team with a friendly and supportive company culture Our values We build for CUSTOMERS We RESPECT each other We take OWNERSHIP seriously We succeed through COLLABORATION We embrace SPARK & WONDER More here: Join Us! At Spacelift, you won’t just be working on a technical product - you’ll be part of a team shaping the future of DevOps. Apply to contribute to a platform loved by its users and take your career to the next level!