Partnerships Manager

About Dash0

Join Dash0 and help us define the future of observability. We are OpenTelemetry-native, building a delightful, simple, and AI-centric platform that eliminates vendor lock-in and meaningless toil. Shape a product that developers love—all with transparent pricing and cost-control built in.

About Dash0

Join Dash0 and help us define the future of observability. We are OpenTelemetry-native, building a delightful, simple, and AI-centric platform that eliminates vendor lock-in and meaningless toil. Shape a product that developers love—all with transparent pricing and cost-control built in.

The Opportunity

This is not a relationship maintenance role; it's a strategy and building role. You will own the two channels providing the most leverage for our next phase of growth: Hyperscaler marketplaces (AWS, GCP, Azure) and the Cloud-native consultancy ecosystem that influences every enterprise buying decision.

Your mission is to build the motion from near-scratch: partner program design, commercial frameworks, co-sell enablement, and field activation. You will simultaneously work live deals through hyperscaler channels where the opportunity is immediate.

What You’ll Do

• Hyperscaler Ownership: Own the relationships with AWS, GCP, and Azure. Drive Dash0 onto marketplace listings, activate co-sell motions, and turn field relationships with Cloud Solution Architects into a repeatable source of qualified pipeline.

• Partner Program Design: Design and execute a partner model for cloud-native SIs and consultancies—the firms that spec observability stacks for enterprise clients. Define the incentive structure and co-delivery model.

• Revenue Generation: You will be measured by ARR contribution: net-new logos sourced through partners and accelerated deals via SI influence.

• Ecosystem Intelligence: Feed partner and SI intelligence back into product, pricing, and positioning. You proactively address competitive movements.

• Field Activation: Build and document relationships with hyperscaler solution architects in target geographies (US East Coast, UK/Netherlands/DACH) to generate qualified introductions.

Who You Are

• The Builder: You are energized by the ambiguity of standing up something new. You prefer creating the playbook over just following one.

• Commercially Relentless: You think in pipeline stages and deal economics. Every relationship must have a clear revenue thesis.

• Technically Fluent: You learn products fast and translate technical architecture (e.g., why a unified data store matters) into commercial advantages.

• Ecosystem-Native: You understand how cloud-native SIs, consultancies, and hyperscaler field teams actually make decisions and route business.

• Deal Execution Specialist: You are equally effective in executive relationship management and in-the-weeds deal execution.

Qualifications

• 5+ years in partnerships, alliances, or business development at a developer tools, observability, or cloud-native infrastructure company.

• Established relationships with field teams at one or more of the major hyperscalers (AWS, GCP, Azure).

• Demonstrated experience building or scaling a hyperscaler co-sell motion—from listing to active deal flow.

• Experience designing partner programs for SIs or consultancies (tiers, incentives, enablement) at a technical product company.

• A track record of partner-sourced or partner-influenced revenue.

Bonus Points

• Background in observability, APM, or DevSecOps.

• Experience with the OpenTelemetry or Prometheus ecosystems.

• Existing CNCF community relationships.

• International experience spanning US and Europe.

Why You’ll Love Working at Dash0

• Build Your Own Function: You have the rare opportunity to design our partnership strategy from the ground up.

• High-Tech Impact: Work at the forefront of the OpenTelemetry movement with a product built for engineers, by engineers.

• Competitive Package: Salary, uncapped incentives, and meaningful equity participation.

• Growth Path: As the ecosystem grows, so does your role. You are joining a high-growth team where your impact is visible every day.