Partner Development Representative

dbt Labs

6d • $109,000 - $132,000 • Hybrid

About The Position

This Partner Development Representative role supports dbt Labs' hyperscaler alliance programs across AWS, Google Cloud, and Microsoft Azure. You'll work closely with the global alliance managers and the Global Head of Cloud Service Providers to research opportunities, analyze data, and help design programs that scale across all three cloud partners. You'll also stay connected to the day-to-day co-sell motion - understanding what's working in the field and helping sales teams engage with the right partner counterparts at the right time. This is an early career individual contributor role reporting to the Global Head of Cloud Service Providers.

Requirements

• 1–3 years of experience in a sales, business development, or partner-facing role - BDR, SDR, or similar experience is a plus
• Some exposure to alliances, partnerships, or co-sell motions, even if not as a primary focus
• Comfort working with data - you've used tools like Salesforce, Excel, or similar to analyze accounts, track pipeline, or identify trends
• Experience using AI tools - whether that's agents, AI-assisted research, or tools like Claude, Glean, Notion AI - to accelerate analysis, surface insights, and do more with less
• Strong organizational skills and attention to detail; you can manage multiple workstreams across different partners and stakeholders without dropping threads
• Clear, direct communicator - written and verbal - who can synthesize information and present it concisely to senior team members
• Curiosity about the data and cloud ecosystem; familiarity with AWS, GCP, or Azure
• Willingness to do the research - informational interviews, account mapping, competitive analysis - and turn findings into a clear point of view
• Collaborative by default; this role works across three alliance managers and multiple internal teams, so the ability to build relationships and earn trust matters
• Willingness to travel occasionally to engage partner teams and attend industry events

Responsibilities

• Co-sell execution and field support: Work with global alliance managers to understand co-sell processes specific to each partner and identify ways to improve support and scale - including sales-facing resources, system automation, and analytical insights.
• Proactively identify top accounts and customers for dbt Labs sales teams to prioritize with AWS, GCP, and Azure.
• Facilitate and secure engagements between dbt Labs/Fivetran and partner sales counterparts - including account workshops and joint opportunity reviews.
• Connect dbt Labs sales teams with the right partner contacts to ensure we're solution selling together and delivering a strong customer experience.
• Support pipeline creation and revenue growth across all three hyperscaler partnerships.
• Research and intelligence: Conduct informational interviews with partner field teams, customers, and internal stakeholders to understand where co-sell motions are working and where there's room to improve.
• Monitor trends across the hyperscaler ecosystem and synthesize findings into recommendations for alliance leadership.
• Identify whitespace and emerging opportunities across AWS, GCP, and Azure to help inform where we place bigger bets.
• Data analysis and account mapping: Own account mapping across all three partners — analyzing overlap, co-sell propensity, and expansion potential to help alliance managers prioritize.
• Track alliance health, pipeline contribution, and program performance across cloud providers.
• Translate data from internal systems, partner portals, and marketplace platforms into clear, actionable recommendations.
• Program development: Help design and pressure-test new alliance programs before launch, using data and field research to sharpen targeting and sequencing.
• Identify what's working in one region or with one cloud provider and build the case for scaling it globally.
• Define, maintain, and improve co-sell operational components including playbooks, sales resources, and analytical frameworks.

Benefits

• Unlimited vacation time with a culture that actively encourages time off
• 401k plan with 3% guaranteed company contribution
• Comprehensive healthcare coverage
• Generous paid parental leave
• Flexible stipends for: Health & Wellness, Home Office Setup, Cell Phone & Internet, Learning & Development, Office Space

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed