Business Development & Partnerships Manager

Fiddler AI•Palo Alto, CA

5h•$145,000 - $193,000

About The Position

At Fiddler, we understand the implications of AI and the impact that it has on human lives. Our company was born with the mission of building trust into AI. The rise of Generative AI and Agents has unlocked generalized intelligence but also widened the risk aperture and made it harder to ensure that AI applications are working well. Fiddler enables organizations to get ahead of these issues by helping deploy trustworthy, and transparent AI solutions. Fiddler partners with AI-first organizations to help build a long-term framework for responsible AI practices, which, in turn, builds trust with their user base. AI Engineers, Data Science, and business teams use Fiddler AI to monitor, evaluate, secure, analyze, and improve their AI solutions to drive better outcomes. Our platform enables engineering teams and business stakeholders alike to understand the "what", “why”, and "how" behind AI outcomes. Our Founders Fiddler AI is founded by Krishna Gade (engineering leader at Facebook, Pinterest, Twitter, and Microsoft) and Amit Paka (product leader at Microsoft, Samsung, Paypal and two-time founder). We are backed by Insight Partners, Lightspeed Venture Partners, and Lux Capital. Why Join Us Our team is motivated to help build trust into AI to enable society harness the power of AI. Joining us means you get to make an impact by ensuring that AI applications at production scale across industries have operational transparency and security. We are an early-stage startup and have a rapidly growing team of intelligent and empathetic doers, thinkers, creators, builders, and everyone in between. The AI and ML industry has a rapid pace of innovation and the learning opportunities here are monumental. This is your chance to be a trailblazer. Fiddler is recognized as a pioneer in the field of AI Observability and has received numerous accolades, including: 2022 a16z Data50 list, 2021 CB Insights AI 100 most promising startups, 2020 WEF Technology Pioneer, 2020 Forbes AI 50 most promising startups of 2020, and a 2019 Gartner Cool Vendor in Enterprise AI Governance and Ethical Response. By joining our brilliant (at least we think so) team, you will help pave the way in the AI Observability space. 👩🏽‍🚀 The Mission The Manager, Business Development & Partnerships is responsible for building and scaling Fiddler AI’s strategic partner ecosystem to drive meaningful pipeline and revenue growth. This role will develop deep relationships with cloud and infrastructure partners (AWS, GCP, NVIDIA), global systems integrators (Accenture, PwC, Capgemini, etc.), and adjacent AI ecosystem partners. The mission is to translate partnerships into real-world impact through co-selling, joint solutions, and repeatable go-to-market motions that accelerate enterprise adoption of Fiddler. With a strong analytical and commercial lens, this role ensures partnerships are tightly aligned to Fiddler’s enterprise GTM strategy and deliver measurable business outcomes. 🪐 About The Team This role sits at the intersection of Sales, Product, Marketing, and Customer Success. You’ll work closely with enterprise Account Executives, product leaders, and partner organizations to unlock new opportunities and scale Fiddler’s reach. We’re a collaborative, high-energy team that balances strategic thinking with hands-on execution. We debate GTM strategy, dissect deal mechanics, and celebrate wins—while building the partnership playbook together as we scale. 🚀 What You’ll Do

Requirements

5–8+ years of experience in Business Development, Partnerships, Alliances, or Strategic Sales
Proven experience working with cloud providers, infrastructure platforms, or systems integrators
Track record of driving measurable pipeline and revenue through partnerships
Experience in enterprise B2B software, ideally in AI, ML, data, or cloud infrastructure
Ability to communicate complex technical concepts in clear business terms
Strong executive presence and relationship-building skills
Comfortable navigating complex, multi-stakeholder enterprise environments
Experience operating in a fast-paced startup or scale-up environment

Nice To Haves

Familiarity with AI/ML, GenAI, MLOps, or data platforms is strongly preferred
Experience with AWS/GCP Marketplace motions

Responsibilities

Build and deepen strategic partnerships with AWS, Google Cloud (GCP), and NVIDIA, driving co-sell and field alignment
Develop and execute joint go-to-market initiatives, including:
Co-selling and account mapping
Marketplace listings and private offers
Joint solution architectures and reference designs
Executive briefings, workshops, and partner events
Establish and manage partnerships with global systems integrators (Accenture, PwC, Capgemini, etc.)
Enable SI partners to position, sell, and deliver Fiddler as part of broader AI, GenAI, and digital transformation programs
Identify and build partnerships with adjacent AI and GenAI companies (e.g, AI tooling companies)
Collaborate with Product and Engineering to prioritize high-impact integrations
Work closely with Sales to embed partners into active enterprise deals and accelerate pipeline
Track and report on partner-sourced and partner-influenced pipeline and revenue
Partner with Marketing on joint messaging, announcements, and campaigns
Represent Fiddler at partner events, conferences, and executive meetings
Operate with ownership, focus, and execution discipline in a fast-paced environment
Travel as required (approximately 10–25%)