The Challenge
Runpod is the platform 500K+ developers use to build and run custom AI systems at scale, hitting $120M ARR. You'll be the first head of partnerships, tasked with turning organic traction into a systematic growth engine across referral partners, cloud marketplaces, and system integrators.
Your Mission
Map the partnership ecosystem across AI/ML tooling, platforms, and consulting to identify 15-20 high-potential referral partners for outreach
Establish baseline partnerships with AWS, Azure, and GCP marketplace teams; secure initial co-sell agreements with at least one per platform
Recruit and qualify 8-10 system integrators (GSIs and boutique AI consultancies) as pilot partners with signed LOIs
Define partnership tier structure, commercial terms, and co-marketing playbook; align cross-functionally with Sales, Product, and DevRel
Launch referral engine with 25+ active referral partners, tracking lead volume, conversion rates, and closed revenue per partner
Close co-sell arrangements with 2+ major cloud marketplace partners, achieving co-listed status and joint GTM campaigns
Build 5 joint solution programs with SI partners, each bundling Runpod infrastructure into end-to-end AI solutions; track pipeline value
Generate $2M+ in partnership-sourced pipeline and close $500K+ in partnership-influenced revenue
KPIs You'll Own
Partnership-Sourced Pipeline
Total ARR value of opportunities sourced from partnerships, tracked by partner cohort and motion type.
Partner Activation Rate
Percentage of recruited partners actively generating leads or revenue within 60 days of onboarding.
Marketplace Co-Sell Momentum
Number of joint customer wins and co-listed offerings across AWS, Azure, and GCP; revenue influenced.
SI Solution Velocity
Number of joint solutions launched, pipeline value per SI program, and time-to-first-customer win.
Partner Retention & NRR
Percentage of partners renewing, repeat referral volume, and revenue growth per partner year-over-year.
Tools & Stack
Your Team
Your Manager
Likely CEO or Chief Revenue Officer (not specified; to be clarified during interview)
Current Team
First dedicated partnerships hire; will collaborate with Sales, Product, DevRel, and Marketing teams
New role – building the function from scratch
The Package
Salary
$220K-$300K base
Equity
Stock options (amount TBD based on seniority and experience)
Remote
On-site in San Francisco, CA; company is remote-first but this role is on-site
Benefits & Perks
Company Intelligence
Runpod is the foundational platform for developers to build and run custom AI systems that scale. Founded in 2022, the platform serves 500K+ developers globally with $120M ARR, enabling teams to move from experimentation to production across cloud, on-prem, and hybrid environments.
Founded
2022
Customers
500,000+ developers; enterprise teams building custom AI systems
Culture
Remote-first, globally distributed; execution-focused startup with infrastructure-scale ambitions
Is This Role For You?
- You've built 5+ strategic partnerships from scratch and closed $1M+ in partnership-influenced revenue
- You understand AI/ML infrastructure, developer tools, and the cloud marketplace ecosystem deeply
- You thrive in ambiguity and can move fast—this is a founder-like role with no playbook yet
- You're equally comfortable in strategy meetings and on the phone recruiting partners; player-coach mentality is non-negotiable
- You've negotiated complex commercial deals and managed multi-year strategic relationships with GSIs, VARs, or cloud platforms
- You need a playbook and established processes—you're building this from zero
- You've only done transaction-based BD or sales; strategic, long-term partnership building isn't your strength
- You're not comfortable with San Francisco on-site requirement or can't relocate within 30-60 days
- You lack hands-on partner recruitment and deal-closing experience; this is not a people-management-only role
Interview Process
Initial Screen
Phone call with recruiter or hiring manager to confirm AI/ML domain expertise and partnership track record (30 min)
Deep Dive on Partnerships
Conversation with CEO or CRO to discuss specific partnership case studies, how you'd approach the three pillars (referral, marketplace, SI), and strategic vision (60 min)
Cross-Functional Alignment
Meetings with Sales, Product, and DevRel leads to assess collaboration fit and understand current go-to-market motion (60 min total)
Partner Strategy Exercise
Take-home or live whiteboarding: map out first 90 days of partner recruitment and ecosystem strategy (async or in-meeting)
Background Check & Reference Calls
Standard background check plus references from prior partnership or channel roles
Interested in this role?
Apply now and hear back within days, not weeks.
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