Partnerships Lead

Pump.co • San Francisco, CA

2d

About The Position

The Partnerships Lead owns Pump’s full partnerships function, helping the company grow by activating and deepening relationships with AWS, GCP, and Microsoft Azure; building co-sell motions; expanding into new partner types and partnership tiers; and establishing scalable program infrastructure. The role focuses on building partner relationships and communicating how Pump’s technology solutions can deliver value. It is a high-ownership role on a fast-growing team, contributing to the company’s product and values.

The Partnerships Lead manages partnerships from identification and negotiation through ongoing relationship management and performance evaluation. They source and qualify partner-referred opportunities, collaborate with sales through the close, own partnership metrics and targets, and work with internal teams to align initiatives with company goals. The role also represents Pump at industry events and includes travel of up to 25% to meet partners.

Requirements

• 3–5 years of experience in business development, partnerships, or sales, preferably in cloud or AWS, GCP, or Azure partner programs.
• Experience developing and executing partnership strategies to drive business growth.
• Proven track record of meeting or exceeding partnership and revenue goals and turning cloud provider partnerships into measurable pipeline.
• Comfort working cross-functionally with sales, marketing, engineering, and product.
• Ability to analyze data and metrics to inform partnership strategies and measure success.
• Strong negotiation and conflict-resolution abilities and relationship instincts.
• Excellent project management and organizational skills.
• Willingness to travel up to 25% to meet with partners.

Responsibilities

• Develop and execute strategic cloud partnerships to drive business growth and expand Pump’s market presence.
• Manage the full partnership lifecycle, from identification and negotiation to ongoing relationship management and performance evaluation.
• Build relationships across partner networks and progress through cloud partner program tiers.
• Source and qualify partner-referred leads; work with sales to hand off and support opportunities through close.
• Achieve partnership revenue targets and KPIs, and identify new market opportunities through partner collaborations.
• Own metrics for partner-sourced pipeline, influenced revenue, marketplace deal flow, and partner program health.
• Collaborate with sales, marketing, and product teams to align partnership initiatives with company goals and support successful implementation.
• Serve as the primary point of contact for partners, represent Pump at industry events, and provide regular collaboration.

Benefits

• Competitive compensation and equity.
• Comprehensive medical and dental coverage.
• 401(k) plan.
• Generous paid time off, including 13 days of accrued PTO, 9 sick days, all 11 federal holidays, and a company-wide winter break from December 24 through January 1.
• Free lunch at the office.
• Free access to the building gym.
• Annual company-paid retreats.
• Developmental bonuses supporting professional development tied to cloud and related fields.

What This Job Offers

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