Senior Partner Development Manager

Mixpanel•San Francisco, CA

2d•$189,500 - $256,500•Hybrid

About The Position

Mixpanel is seeking a Senior Partner Development Manager to join their Strategic Alliances team. This role is the number two on the team and will own a portfolio of partner opportunities and the sourcing of structural deals, such as embedded distribution, revenue share, API embedding, and committed co-sell. The ideal candidate will focus on companies defining how AI-native software is built and distributed, taking ownership from the first conversation through execution. Responsibilities include market analysis, due diligence, deal structuring and negotiation, expanding Mixpanel's exposure within strategic partners, and collaborating with cross-functional teams like Product & Engineering, Marketing, Channel, and Sales. The role requires comfort with ambiguity, the ability to translate company priorities into actionable partnerships, and a track record of successful collaboration with quantifiable outcomes.

Requirements

8+ years of professional experience with minimum of 5+ in strategic technology partnerships, alliances, or corp dev; ideally at a hyperscaler, high-growth SaaS, or with a consulting/banking background before going operator
Track record of having closed deals with real structure: you've negotiated terms, not just managed relationships
Fluency in the modern data stack (Snowflake, Databricks, BigQuery, Supabase) and the AI developer ecosystem (LLM platforms, agentics frameworks, vibe-coding tools, MCP Servers)
Technically fluent enough to hold a credible conversation with a CPO or platform team; commercial enough to close; your job is not to set meetings
Innate sense of urgency and prioritization; fast qualification, clear POV, no committee thinking
Exceptional communication skills; creates executive-level deliverables that are outcome-first, data-backed, decision-ready
Hands-on experience with AI; you’ve moved beyond chat interfaces and built something, shipped something, or broken something trying. You understand what developers actually experience when they evaluate a platform, and you can hold a credible technical conversation because of it, not despite your role.
Ability to operate and create structure within ambiguity; our scope of impact is broad and strategic - you need to be able to translate company goals into executable initiatives and be able to clearly articulate that connection; you won’t have a quota and systems to execute against
Exceptional cross-functional leadership and the ability to command the room and drive alignment across Product, Engineering, Sales/GTM, Legal, and Channel organizations.
Strong executive presence, negotiation capability, and comfort operating in fast-moving, ambiguous environments.

Nice To Haves

MBA or other advanced business degree, JD or engineering degree.
Previous experience in management or strategy consulting.
Experience partnering with Snowflake, Databricks or GCP, Anthropic and others across the AI space.
Hands-on experience with Mixpanel; able to connect the dots on partner opportunities
Sold or partnered in a product-led growth context
Built or shipped an integration — you know what it actually takes

Responsibilities

End-to-end ownership of a set of strategic partnerships with LLMs, Hyperscalers, AI developer tools, data platforms and niche providers who can fill product gaps.
Market analysis and due diligence, with emphasis on quantitative support for new partnerships and market entries.
Deal structuring and negotiation: term sheets, rev share, data licensing, API embedding, pipeline and revenue commitments
Expand and elevate Mixpanel exposure within our newest strategic partners; driving alignment up to, and including, C-level relationships
Work closely with Channel & Enablement teams seamless handoffs, as needed, around GTM execution: co-sell motions, joint pipeline, co-marketing in service of revenue or branding
Inbound partner management — screen fast, route correctly, don't let it become a distraction
Own the room with cross-functional stakeholders including Product, Engineering, Sales, and Legal to close and activate partnerships
Design and execute unique playbooks with partners with aligned, committed outcomes; not a rinse and repeat of collateral creation, account mapping and team socialization
Collaborate with marketing & demand gen teams to launch partnerships and campaigns designed to spread awareness and drive pipeline
Define and evangelize the value proposition with partners; what are we doing together, why and who should care; Product Marketing is there for support, but this is yours to own.