Senior Partner Growth Manager - AI

DigitalOcean • San Francisco, CA

5d • Remote

About The Position

Dive in and do the best work of your career at DigitalOcean. Journey alongside a strong community of top talent who are relentless in their drive to build the simplest scalable cloud. If you have a growth mindset, naturally like to think big and bold, and are energized by the fast-paced environment of a true industry disruptor, you’ll find your place here. We value winning together—while learning, having fun, and making a profound difference for the dreamers and builders in the world. DigitalOcean is seeking a Senior Partner Growth Manager who is passionate about creating high-value, strategic partnerships to serve as a connector between our platform and the AI ecosystem. In this role, you will be the bridge between DigitalOcean’s Gradient AI Agentic Cloud and the world’s leading AI innovators. You will collaborate with cutting-edge AI technology companies – from model builders to integration frameworks to dev tools – to orchestrate high-impact integrations and develop innovative go to market strategies, rapidly expanding the value of our AI Ecosystem.

Requirements

• AI Ecosystem Fluency: You are deeply ingrained in the AI developer stack. You understand the difference between a large language model and a multimodal model, how tools like LangChain connect to vector databases and inference endpoints, and you know who the key players are in the open-source AI community.
• A "Builder" Mindset: You are a self-starter who thrives in ambiguity. You don’t wait for a playbook; you write it.
• Curiosity & Engagement: You love learning and meeting people. You are energized by "talking shop" and finding ways to support the builders in your network.
• Connected Presence: You have an active network in the San Francisco tech scene. You naturally enjoy making introductions and fostering relationships. You love meeting people, "talking shop" with developers, and connecting dots between potential partners.
• Commercial & Technical Balance: You possess the unique ability to discuss API rate limits with engineers in the morning and negotiate revenue-share agreements with executives in the afternoon. You can speak the language of both engineers and executives.
• Strategic Vision: You can see the "big picture" of how different players in the AI space fit together and can design partnership initiatives that align with those broader trends.
• Negotiation Skills: A history of managing complex commercial relationships and designing agreements that create win-win scenarios for all parties involved
• Experience: Proven track record in business development or partner management, or technical product marketing within the Cloud or AI/ML sectors.

Responsibilities

• Orchestrate the AI Ecosystem: Own and expand critical relationships with AI Partners, including model builders (e.g., OpenAI, Anthropic, Meta) and specialized AI Dev Tools (e.g., LangChain, LiteLLM, n8n). You will define the "better together" story with our partners and help build the DigitalOcean AI Ecosystem, appealing to startups and digital native enterprises alike.
• Facilitate Revenue Growth & Expansion: Treat your partner portfolio like a business and drive material impact by connecting partner solutions to customer needs. You will develop joint Go-To-Market (GTM) strategies that drive tangible revenue, tracking usage and adoption to optimize commercial outcomes.
• Drive Joint Product Innovation: Collaborate with Product, Engineering, and Business Development Teams from DigitalOcean and the Partner to help operationalize technical partnerships and identify areas where deep collaboration and innovation can unlock new revenue streams for both sides.
• Act as a Community Node: You will live and breathe the Bay Area AI scene—not just attending events, but actively learning, thinking about our strategic vision for our AI Ecosystem, and making connections among developers, customers, and partners.
• Negotiate & execute: Manage complex negotiations for partnership agreements and renewals, ensuring we secure terms that align with our long-term AI product strategy and business goals.
• Streamline Operations: Act as the internal connector, breaking down silos between Partner, Product, Engineering, Support, Sales, and Marketing teams. Use first principles approach to help ensure partner launches, integrations, and ongoing maintenance and operations are executed flawlessly and efficiently.

Benefits

• We innovate with purpose. You’ll be a part of a cutting-edge technology company with an upward trajectory, who are proud to simplify cloud and AI so builders can spend more time creating software that changes the world.
• As a member of the team, you will be a Shark who thinks big, bold, and scrappy, like an owner with a bias for action and a powerful sense of responsibility for customers, products, employees, and decisions.
• We prioritize career development. At DO, you’ll do the best work of your career. You will work with some of the smartest and most interesting people in the industry. We are a high-performance organization that will always challenge you to think big. Our organizational development team will provide you with resources to ensure you keep growing. We provide employees with reimbursement for relevant conferences, training, and education. All employees have access to LinkedIn Learning's 10,000+ courses to support their continued growth and development.
• We care about your well-being. Regardless of your location, we will provide you with a competitive array of benefits to support you from our Employee Assistance Program to Local Employee Meetups to flexible time off policy, to name a few. While the philosophy around our benefits is the same worldwide, specific benefits may vary based on local regulations and preferences.
• We reward our employees. The salary range for this position is based on market data, relevant years of experience, and skills. You may qualify for a bonus in addition to base salary; bonus amounts are determined based on company and individual performance. We also provide equity compensation to eligible employees, including equity grants upon hire and the option to participate in our Employee Stock Purchase Program.
• DigitalOcean is an equal-opportunity employer. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees