Partner Development Manager

Pulse•San Francisco, CA

About The Position

Pulse is hiring a Partner Development Manager to establish and scale the partner ecosystem that brings the Pulse API into platforms, data pipelines, and vertical software. The role will recruit and sign technology partners, build repeatable partner programs, and drive partner-sourced revenue in collaboration with Account Executives and Solutions Engineers. As an early member of the partnerships team, this person will help shape Pulse’s partner go-to-market approach. The position is US-based and involves travel to partner sites, customer sites, and Pulse’s San Francisco office as needed. Pulse develops document-understanding technology for extracting structured information from complex documents at scale, using specialized component detection, OCR, reading-order algorithms, table parsing, and fine-tuned vision-language models.

Requirements

At least 5 years of experience in partnerships, alliances, channel sales, or business development at a B2B software company.
Partnerships experience at an API-first, developer platform, or data infrastructure company.
Track record of signing new partners and converting partnerships into measurable pipeline and revenue.
Experience running co-sell and integration partnerships with data platforms, ISVs, or cloud marketplaces.
Strong understanding of partner economics, including referral, revenue share, usage-based, white-label, and marketplace models.
Technical fluency with APIs, integrations, and modern data infrastructure, including the ability to read API documentation, scope an embed, and communicate credibly with partner product and engineering teams.
Must be US-based and able to travel to partner sites, customer sites, and Pulse’s San Francisco office as needed.
Eager to learn and adapt quickly.

Nice To Haves

Existing relationships across cloud, data platform, or vertical software ecosystems.
Experience with partners serving regulated industries such as financial services, insurance, healthcare, or energy.
Familiarity with document processing, OCR, NLP, computer vision, or ML platforms.
Experience helping establish a partner program at an early-stage company.
Prior startup or founding experience.

Responsibilities

Recruit and sign technology partners that can embed or integrate the Pulse API into platforms, data pipelines, or vertical solutions with document extraction needs.
Scope embed and white-label partnerships with partner product and engineering teams, including integration requirements, usage-based pricing, and commercial terms.
Manage a portfolio of technology, data platform, and marketplace partners, driving partner-sourced pipeline, revenue, and API usage.
Build joint go-to-market plans with partners that define success criteria, target accounts, and shared pipeline goals.
Run co-sell motions with partner sales teams, from account mapping and introductions through deal registration and close.
Develop existing partner motions into repeatable programs, including partner onboarding, enablement, and deal attribution.
Partner with Solutions Engineers on integration proofs of concept and partner technical validation.
Enable Pulse Account Executives on active partners and train partner sellers on Pulse use cases, positioning, and pricing.
Negotiate partner agreements, revenue share, and commission structures.
Maintain accurate partner pipeline, deal attribution, and forecasts in CRM.
Represent partner needs to product and engineering, surfacing integration and roadmap requirements.