Director, Strategic Alliances

Retool•San Francisco, CA

16h•Hybrid

About The Position

ABOUT RETOOL Nearly every company in the world runs on custom software for critical operations like tracking performance metrics, handling customer support workflows, building admin dashboards, and countless other processes you might not have even thought of. But most companies don't have adequate resources to properly invest in these tools, leading to a lot of old and clunky internal software or, even worse, users still stuck in manual and spreadsheet flows. At Retool, we’re building the first enterprise AppGen platform: software that transforms natural language into production-ready code, integrates directly with business data, and meets the highest standards of security and governance. AI is redefining what it means to build software—and who gets to build it. The definition of “developer” now includes analysts, operators, and domain experts creating solutions directly. As the pool of builders widens, so does the complexity of what they need to build. The opportunity is enormous, but so is the challenge of enabling this larger community to build production-grade software safely. That means AI that understands real business data, enforces enterprise policies automatically, and empowers teams to create once and reuse everywhere with shared, trusted components. Over 100 million hours of work has been automated by developers and domain experts using our platform, freeing them to focus on creative problem-solving and strategic initiatives that drive real business value. The people closest to knowing what needs to be built can now safely create custom solutions within enterprise guardrails. And that's a mission worth striving for. Let's build the future together! WHY WE’RE LOOKING FOR YOU: We’re building our Global Partnerships team from the ground up. In this role, you’ll be a highly motivated individual contributor who works closely with our largest alliance partners. You have a knack for identifying the right people, programs, navigating complex organizations, and fostering relationships that drive growth. You’ll play a key role in expanding all revenue streams, pursuing our biggest opportunities, and thriving in a fast-paced, high-growth tech environment. You bring a mix of creative thinking and tactical execution to identify, develop, and strengthen partnerships to maximize revenue for Retool. WHAT YOU’LL DO: The Strategic Alliance will work with some of Retool’s biggest and most important partners, such as AWS, Databricks, Snowflake. In this role, you’ll be responsible for building and managing strong partnerships that help Retool grow. These partnerships impact many areas of the business—including sales, marketing, product, and customer success—so you’ll need to collaborate across teams and keep executives updated. To succeed, you should be a strategic thinker with experience in technology partnerships, a strong ability to drive revenue, and excellent relationship-building skills, including working with executives. Finally, we are a hyper-growth tech company so someone who is a self-starter, takes initiatives and can execute effectively will thrive here.

Requirements

7-10 years of experience in technology alliances.
Proven track record of building and scaling successful GTM partnerships (with ARR as a KPI).
Experience managing alliances with major tech companies (AWS, Databricks, Snowflake, etc.).
Demonstrated ability to grow partnerships over time with increasing commitments.
A self-starter who gets the job done.
Ability to work closely with Sales and Marketing.
Skilled at navigating complex organizational structures and building consensus across diverse stakeholder groups.
Demonstrated success in creating and executing joint business plans that drive measurable revenue growth.
Ability to understand Retool's mission and embed it into GTM efforts.
Ability to think outside the box regarding current and future partners.

Nice To Haves

Preference for having managed cloud partners such as AWS.
Experience with partner relationship management (PRM) or other systems for tracking KPIs.

Responsibilities

Building and managing strong partnerships that help Retool grow.
Collaborating across teams (sales, marketing, product, customer success) and keeping executives updated.
Identifying the right people and programs within alliance partners.
Navigating complex organizations and fostering relationships that drive growth.
Expanding all revenue streams and pursuing biggest opportunities.
Maximizing revenue for Retool through strategic alliances.
Establishing and tracking shared KPIs with Alliance partners through partner relationship management (PRM) or other systems.
Creating and executing joint business plans that drive measurable revenue growth.
Embedding Retool's mission into GTM efforts.