Director, Partnerships

Gong.io•Salt Lake City, UT

21h•$279,000 - $340,000•Remote

About The Position

Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside the world’s most successful revenue teams. Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical sales workflows, and close more deals with less effort. At Gong, you will join a company built on innovative products, ambitious goals, and passionate people. We are shaping the future of revenue intelligence and we want people who are excited to build what comes next. You will work with a team that dreams big, moves fast, and cares deeply about the craft and about each other. Here, transparency and trust are core to how we operate, and every person has the opportunity to make a visible impact. If you want to grow, stretch, and do work that truly matters, Gong is the place to do the best work of your career. Gong's hyperscaler relationships with AWS, Microsoft, and GCP are among the most strategically important growth levers in the business. As Head of Hyperscaler Partnerships, you will own the vision, investment case, and cross-functional execution of Gong's entire hyperscaler portfolio — setting the multi-year roadmap for how Gong wins through co-sell, marketplace, and technology partnerships across all three platforms. This is not an execution role scoped to a single partner; it is a leadership role that defines which hyperscaler bets Gong makes, how the organization mobilizes around them, and what tradeoffs get made when priorities compete. You will build and lead a team of alliance managers (including roles like the AWS Alliance Manager), set the operating model each partner works within, and represent Gong at the executive level with AWS, Microsoft, and GCP partner leadership.

Requirements

8-10+ years of experience in alliances, channel sales, or partnerships within high-growth B2B SaaS, including several years in a management or leadership capacity.
Direct experience managing relationships with one or more hyperscalers (AWS, Microsoft, GCP) at a senior level, including co-sell programs (e.g., AWS ACE), marketplace operations, and executive partner relationships.
A track record of building and scaling a team, setting a hiring bar, and developing individual contributors and managers into strong operators.
Proven ability to set direction under ambiguity — defining the roadmap and making disciplined tradeoffs rather than waiting for consensus or perfect information.
Strong presence and cross-functional influence; able to align Sales, Marketing, Product, and Finance leadership around a shared hyperscaler strategy and represent Gong externally at the partner-executive level.
Highly analytical and outcomes-driven, with fluency in building and defending a business case using pipeline, revenue, and ROI data (Gong, Salesforce)
An ownership mentality: comfortable being accountable for outcomes with no clear precedent, and proactively resolving structural gaps that no one else is positioned to own.
Strong familiarity with the broader Technology Partner landscape Gong engages with (CRM, conversation intelligence adjacencies, data and AI ecosystem players, and other ISVs), and an understanding of how hyperscaler strategy fits within and complements that wider ecosystem.

Responsibilities

Set the Hyperscaler Strategy: Define Gong's multi-quarter roadmap across AWS, Microsoft, and GCP, deciding where to concentrate investment and headcount based on revenue potential, strategic fit, and market timing.
Own the Performance of the Hyperscaler Partnership Portfolio: Set ambitious, ELT-visible targets for co-sell & sourced pipeline, marketplace revenue, and program ROI across all three hyperscalers, and hold the portfolio accountable to them.
Build and Lead the Team: Hire, develop, and manage alliance managers dedicated to each hyperscaler, defining the hiring bar, coaching them on high-stakes negotiations, and ensuring consistent standards of excellence across the portfolio.
Drive Executive Relationships: Serve as a senior operating point of contact with AWS, Microsoft, and GCP partner and sales leadership, building the trust and access needed to unlock funding, co-sell prioritization, and joint go-to-market investment at scale.
Architect the Operating Model: Design and continuously improve how Gong engages hyperscalers end-to-end — co-sell & sourcing motion, marketplace operations, deal registration, and field enablement — so the model runs consistently across partners.
Align Cross-Functional Stakeholders: Partner with Sales, Marketing, Product, and Finance leadership to ensure hyperscaler strategy is built into broader company GTM planning -resolving competing priorities between internal teams and partner requests.
Scale What Works: Identify which plays succeed with one hyperscaler and drive systematic adoption across the others, building repeatable infrastructure (enablement content, co-sell playbooks, marketplace processes).
Define the Future / Optimize for Gong: Sets the multi-quarter hyperscaler roadmap, makes tradeoffs to prioritize company outcomes over any single partner's agenda, and prevents silo behavior across the AWS, Microsoft, and GCP teams.
Deliver Results / Own It: Delivers results through enforced execution systems and holds the portfolio to a consistent evidence standard, owning outcomes and resolving fundamental ownership gaps no one else is positioned to close.
Communicate Clearly / Collaborate for Impact: Communicates hyperscaler strategy in a way that drives cross-functional action, builds partnerships with AWS, Microsoft, and GCP leadership before problems require them, and creates shared accountability structures with key stakeholders.
Raise the Bar / Champion Culture: Defines and maintains the hiring bar for the alliance team, builds a strong, accountable culture across the discipline, and ensures standards are held regardless of individual results.