Strategic Partnerships

Exa•San Francisco, CA

1d•$180,000 - $300,000•Onsite

About The Position

Strategic Partnerships at Exa is focused on distributing the world's most intelligent search engine through the highest-leverage channels in the AI ecosystem: hyperscaler clouds, frontier model labs, AI-native consultancies and system integrators, the startup ecosystem, and venture investors. Members of the team run partnerships end-to-end including portfolio management, joint solutioning, field enablement, co-marketing, and marketplace presence. We're hiring a Strategic Partnerships Manager for North America who can run partner motions shoulder-to-shoulder with the existing team so we can move faster and land more. You'll own and grow a portfolio of named partners end-to-end across cloud infra, frontier models, consultancies/SIs, startups, and VCs, working closely with engineering, marketing, and sales to take each partnership from first conversation to a live, co-sold, revenue-contributing relationship. Expect to operate with founder-level autonomy on the partnerships you own.

Requirements

You've owned strategic partnerships end-to-end at a high-velocity company (cloud, infra, dev tools, AI/ML, data) and can point to specific partnerships you signed and activated to revenue, not just sourced.
You've worked across at least two of: hyperscaler clouds, frontier model labs, consultancies/SIs, the startup ecosystem, or VCs, and can speak credibly to how each one buys, sells, and prioritizes.
You can pick up technical concepts fast (APIs, agent stacks, retrieval, eval workflows) and represent them confidently to partner field engineers, FDEs, and AEs.
You're comfortable in a high-velocity startup where the portfolio shifts regularly and where prioritization decisions sit with you.

Nice To Haves

You've run partner motions inside or with AWS, GCP, Azure, OpenAI, and Anthropic and know how their partner organizations actually operate (marketplace ops, FDEs, partner AEs, co-sell motions).
You've built field enablement programs for system integrators or consultancies and have a point of view on what makes consultants actually pull a product into a client engagement.
You have an existing network in the AI-native boutique consultancy space: relationships, not just LinkedIn connections.

Responsibilities

Own the outcomes for your portfolio: activated partnerships, sourced and co-sold pipeline, and revenue contribution against ambitious quarterly targets.
Own a portfolio spanning Cloud Infra (AWS/GCP/Azure-class), frontier model labs, AI-native consultancies/SIs, Startups, and a venture portfolio motion.
Run the cloud hyperscaler motion: partner relationship management with PDMs, regular partner syncs and follow-through, partner conferences and kickoffs, joint outbound with their AEs, field presentations on Exa, and marketplace listings/specials.
Run the frontier model motion: joint solutioning with applied / forward-deployed teams on shared customer deployments, integration QA and eval support, tool catalog / marketplace listings (GPTs, Claude tools, Gemini extensions, etc.), and joint launches.
Vet, sign, and activate AI-native consultancies and system integrators: field enablement so their consultants can position Exa in client work, joint pursuit support on live deals, and presence at their kickoffs/conferences.
Vet and activate startup partners: technical enablement and integration support, periodic QBRs and tracking on active partnerships, and co-marketing across Exa's surfaces and theirs.
Run a light-touch VC motion: plug Exa into VC startup programs to reach their portfolios at scale, issue and track promo codes, and keep firm-level relationships warm with minimal overhead.
Drive co-marketing across the portfolio: joint launches, blog posts, demos, and conference moments, in lockstep with partner marketing teams.
Bring the voice of the partner back into product: what their field is seeing, what their customers are building, what's about to change in their stack before we feel it ourselves.