[Hiring] Partnership Manager @Kestra Technologies

Role Description

You report to the CEO and work closely with Product, PMM, Field Engineering, and the Sales team. This is a builder role. There is no playbook yet. You write it.

Responsibilities

• Build the Partner Program from scratch
  • Design the program structure: tiers, benefits, co-marketing, referral mechanics, certification requirements
  • Define onboarding process, partner portal, co-sell rules of engagement
  • Set KPIs: partner-sourced pipeline, partner-influenced ARR, ecosystem catalog coverage
• Sign and activate technology partners
  • Identify and prioritize integration partners (strategic cloud platforms, AI/ML tooling, data infrastructure, DevOps/IDP vendors)
  • Lead partnership negotiations: co-marketing agreements, joint GTM plans, technical integration scopes
  • Coordinate with Product and Engineering to ship and document integrations
• Develop consulting & SI partnerships
  • Map the landscape of relevant system integrators, boutique DevOps/data consultancies, and nearshore delivery firms
  • Structure partner enablement: training, certifications, Kestra Academy access, demo environments
  • Run joint account planning with Field Engineers and Account Executives
• Drive ecosystem growth
  • Own the Kestra Partner Ecosystem Catalog — content, positioning, and launch
  • Build co-marketing plays: joint case studies, webinars, conference presence, community cross-pollination
  • Work with PMM on partner-led demand generation campaigns
• Operate with rigor
  • Maintain a healthy pipeline of partner candidates at all stages
  • Quarterly business reviews with strategic partners
  • Report on partner-sourced and partner-influenced revenue monthly

Qualifications

• 4–7 years in partnerships, business development, or alliances — ideally in open-source infrastructure, data tooling, DevOps, or cloud platforms
• Experience building a partnership program from early stage (not just inheriting and operating one)
• Technically fluent: you understand how integrations work, can speak to engineering teams, and read a YAML config without flinching
• Strong commercial instincts: you know how to structure a win-win deal and move it to signature
• Excellent written and verbal communication — in English, German or French a plus

Requirements

• Prior exposure to open-source ecosystems and developer communities
• Experience with workflow orchestration, data pipelines, or infrastructure automation
• Existing network in the data/cloud/DevOps consulting world (Europe or US)
• Familiarity with co-sell and co-market mechanics in cloud marketplaces (AWS, GCP, Azure)

Benefits

• Real ownership in a globally distributed, technical team
• Direct line to the CEO and full visibility on company strategy
• A product already running mission-critical workloads at Fortune 500 companies
• Competitive compensation, equity, and health insurance

Location & Travel

Base: US (East Coast preferred), fully remote. Regular travel to customers, industry events, and team offsites. Close coordination with the European team across time zones.