Senior Director, Hyperscaler Program and GTM

Gruve • Seattle, WA

2d • $180,000 - $225,000

About The Position

Gruve is seeking to hire a Senior Director, Hyperscaler Programs & GTM to lead the development and execution of Gruve’s hyperscaler partnership engine. This foundational, player-builder role will initially focus on AWS and expand to Google Cloud and Azure, driving partner tier advancement, co-sell and marketplace execution, and hyperscaler-aligned revenue growth. The ideal candidate will accelerate pipeline velocity, enable land-and-expand motions, and position Gruve as a preferred AI infrastructure and inference services partner within hyperscaler ecosystems.

Requirements

• 10+ years of experience in hyperscaler programs and GTM, cloud partnerships, or enterprise technology business development.
• Proven track record of building hyperscale partnerships from Registered to Advanced/Premier tiers.
• Strong revenue orientation with hands-on enterprise deal execution experience.
• Deep familiarity with AWS Partner Network programs and co-sell motions.
• Working knowledge of AI, data, infrastructure, and inference workloads.
• Ability to operate effectively across executive, sales, technical, and partner stakeholders.

Nice To Haves

• Experience scaling partnership engines across multiple hyperscalers (AWS, Google Cloud, Azure).
• Established executive relationships within hyperscaler partner organizations.
• Demonstrated success in driving measurable hyperscaler-sourced and influenced revenue.
• Ability to create repeatable hyperscaler plays supporting scalable AI Factory deployments.
• Strong communication and presentation skills for external evangelism and internal enablement.

Responsibilities

• Design and execute Gruve’s hyperscaler GTM framework, including governance, operating cadence, and success metrics.
• Lead AWS partner tier advancement and achievement of Specialized Competencies (AI/ML, Data & Analytics, MSP).
• Build and operationalize marketplace and co-sell motions (ACE, CPPO, ISV Accelerators).
• Drive a high-velocity pipeline of AI infrastructure and transformation deals.
• Orchestrate alignment with hyperscaler account teams, specialists, and partner leadership.
• Leverage hyperscaler funding and incentive programs to accelerate deal execution.
• Serve as Gruve’s external evangelist across hyperscaler ecosystems and events.
• Embed a partner-first operating model across sales, marketing, and delivery teams.

Benefits

• At Gruve, we foster a culture of innovation, collaboration, and continuous learning.
• We are committed to building a diverse and inclusive workplace where everyone can thrive and contribute their best work.

What This Job Offers

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