Head of B2B Partner Marketing

We are building the category of AI coworkers for the physical world. Our platform enables businesses to understand, automate, and act across their environments in real time.
Spot AI is relied on at over 10,000 locations by more than 1,000 customers across manufacturing, construction, logistics, and retail.
Backed by over $110 million from investors including Scale, Redpoint, Qualcomm Ventures, StepStone, and Bessemer, we are building the system that brings AI out of the digital world and into the real one.
We are building a company for people who want to solve real problems and have a direct impact on how businesses operate.
Connect with us on LinkedIn | X | YouTube

We're looking for a Partner Marketing Manager to build the engine that scales our business.
Spot AI just made one of the most significant go-to-market shifts in our history: we are now 100% channel fulfilled. Every deal we close runs through a partner, and the person in this role will sit at the center of that motion.
This is one of the highest-impact marketing roles at Spot AI right now. You will work hand-in-hand with our partnerships team to ensure our channel and technology partners have everything they need to find, engage, and close the right customers. You own the story that travels through the ecosystem, the programs that generate partner-sourced pipeline, and the enablement that turns partners into confident sellers of a category they may have never sold before.
Partners are how we scale. This role requires onsite presence in our San Francisco office 3 - 5 days per week. If you are not located in SF, you will need to relocate there within 60 days of starting in the position. Up to $10,000 in relocation reimbursement is available. Sorry, no agencies, and we are not currently able to support sponsorship for this role.
Own the Partner Narrative
Define and evolve how Spot AI’s story lands through the partner ecosystem, adapting core messaging for channel partners, VARs, and strategic technology partners (like HP) without losing the thread
Build and maintain partner-specific value propositions and ICP guidance for manufacturing, retail, logistics, and construction
Translate complex product capabilities into crisp, compelling messages that partners can use to open doors and close deals
Act as the narrative owner for the ecosystem, ensuring every partner tells a consistent, credible story
Enable Partners to Sell
Create the content, tools, and playbooks that give partners everything they need to independently bring in ICP deals
Develop use cases, case studies, and proof points tailored to partner audiences and their end customers
Design scaled enablement kits that work across a range of partner types and maturity levels
Partner directly with sales and channel managers to sharpen messaging, improve win rates, and accelerate partner-sourced deals
Help define and own the category of AI coworkers for the physical world, and extend that story into the partner channel
Build positioning that differentiates Spot AI in a fast-moving market and gives partners a compelling reason to lead with us
Develop thought leadership content and co-marketing assets that earn attention and build credibility with partner audiences
Work closely with product to ensure the roadmap, the story, and the partner narrative stay aligned
Build the Partner Pipeline Engine
Own partner-sourced pipeline with clear accountability for outcomes
Design and execute co-marketing programs with channel and technology partners that generate net-new opportunities
Build joint GTM motions with key partners, including co-branded campaigns, field events, and account-based programs targeting shared ICPs
Create feedback loops with the partner team and sales to understand what’s working, what isn’t, and where to invest next
Run rapid experiments across partner programs, messaging, and co-marketing formats
Use data, partner feedback, and sales input to learn quickly and double down on what drives pipeline
Build AI into your workflow to move faster, generate insight, and improve output quality
You are a storyteller, a systems thinker, and a commercial operator.
Have experience owning partner marketing, channel marketing, or ecosystem GTM with clear examples of programs you built and pipeline they generated
Understand both channel (VAR/reseller) and technology partner motions, and can articulate why they require different approaches
Have worked in B2B marketing at a startup or growth-stage company where the playbook was still being written
Know how to write for partners and their end customers, not just internal audiences
Are energized by building from scratch and figuring things out without a clear formula
Have used AI to meaningfully accelerate your own work: research, content, enablement generation
Have experience in a startup or category-defining company where you built the partner marketing function from scratch
Have worked in or marketed to industries like manufacturing, logistics, retail, or construction
Have experience with both channel and technology partner ecosystems simultaneously
Are a driven, hungry builder who is more motivated by generating pipeline than managing a content calendar
Are comfortable moving between writing a partner one-pager and sitting in a joint business planning session
Think in terms of the partner’s customer, the shared market, and the category, not just the product
Enjoy working across internal teams and external partners to get things done
Prefer a defined scope with established partner programs already in motion
Have primarily worked in large organizations where partner marketing infrastructure was already built
Want to focus on brand or content marketing rather than commercial outcomes through the ecosystem
Meaningful early stage equity

• Medical, dental and vision plan options with little-to-no cost for employees and dependents
• Company paid short- and long-term disability plans
• Company paid life insurance
• Come build the category-defining Physical World AI Platform with us!

As an equal opportunity employer, we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.