Partner Business Manager

Job description

About DevRev At DevRev, we're building the future of work with Computer – your AI teammate. Unlike traditional tools, Computer unifies all your data sources, tools, and workflows into a single AI-ready platform, giving employees real-time insights, proactive suggestions, and powerful agentic actions. It extends your existing software with AI-native apps and agents that work alongside your teams and customers – updating workflows, coordinating across teams, and eliminating repetitive work. We call this Team Intelligence: human-AI collaboration that breaks down silos, brings people back together, and frees you to solve bigger problems. Backed by Khosla Ventures and Mayfield with $150M+ raised, DevRev is trusted by global companies across industries. About the role We're looking for a Channel Partner Manager with a startup mindset and a builder's instinct. You'll own the full lifecycle of partner relationships end to end — from acquisition through business outcomes — with no hand-offs and no waiting for someone else to figure it out. You'll identify and recruit high-potential partners, onboard them effectively, build joint business and channel plans, develop co-created solutions, and relentlessly measure and drive results. This isn't a maintain-the-program role. It's a build-the-program role — high-impact, high-visibility, and central to DevRev's go-to-market expansion across the United States. Location: North East (NY, PA, NJ) or Chicago only. Background and experience • Currently a solo marketer covering marketing, events, SDR, and pipeline follow-up — broad, high-autonomy scope. • Mentors junior field marketers and founders on event strategy. • Previously partnered with Christopher Martin on ~3 sponsored events via Startup Grind, so she comes with an existing tie into DevRev's network. Business acumen • Demonstrated strong judgment: turned down a misaligned Dreamforce partnership because the partner was targeting enterprise rather than her ICP — prioritizes pipeline quality over volume. • Bias to action: when SDRs produced zero invites for an upcoming dinner, she personally stepped in and invited 12 guests. • Frequently mistaken for the CEO at events — executive-level presence and ownership. Network • Self-described "super connector" in the Bay Area startup scene. • Strong relationships with Startup Grind and similar organizations, which approach her to recruit sponsors rather than the reverse. Fit for the role • Comfortable with the dual scope of field marketing plus events and understands how the two connect. • Bay Area based — aligns with the West Tier-1 city requirement. • Strong communication and rapport; described her first call with Laura as a "tête-à-tête, not an interview." Compensation • Ask: $180K base minimum, explicitly base only (not total comp). • Current package: $140K base + $10K bonus + $180K in stock options. • Held firm on $180K base and declined an 80/20 split framing to reach it. Areas to validate in later rounds • Metrics rigor: how she attributes events/campaigns to sourced vs. influenced pipeline. • Handoff discipline: how she passes engagements into sales/SDR follow-up and retargeting so momentum compounds. • AI and tooling: where she uses AI to speed up research and personalization. What you'll do • Drive partner acquisition — Identify, prospect, and recruit high-value channel partners (VARs, resellers, SIs, and technology alliances) aligned with DevRev's ICP and growth strategy. • Own partner onboarding end to end — Design and execute a structured onboarding experience that gets partners productive fast — including technical readiness, sales alignment, and go-to-market activation. • Build and drive business plans — Co-develop joint business plans and channel plans with each partner, setting clear revenue targets, pipeline commitments, and milestones. • Measure and drive business outcomes — Define partner KPIs, track pipeline contribution, revenue attainment, and deal velocity. Hold partners accountable and course-correct when results fall short. • Develop joint solutions — Work with partners and DevRev's product team to co-create integrated solutions, use cases, and offerings that differentiate in the market and accelerate customer adoption. • Enable continuously — Deliver ongoing training, certifications, and enablement programs that deepen partner expertise and independence. • Align with direct sales — Collaborate closely with DevRev's sales organization to coordinate on accounts, avoid channel conflict, and maximize co-sell impact. • Advocate internally — Be the voice of your partners inside DevRev, working with marketing, product, and customer success to ensure partner needs are met. • Represent DevRev externally — Attend partner events, QBRs, and industry conferences to strengthen relationships and build brand presence. What we're looking for • 4–7 years of experience in channel sales, partner management, or alliances — ideally in SaaS or enterprise software. • Startup mindset — you operate with urgency, resourcefulness, and zero entitlement. You don't wait for playbooks; you write them. • Builder at heart — you've created something from scratch before (a partner program, a territory, a team) and you're energized by ambiguity, not paralyzed by it. • End-to-end owner — you take full accountability from strategy through execution through outcomes. No "that's not my job" in your vocabulary. • Proven track record of acquiring partners and scaling those relationships into measurable revenue. • Experience building joint business plans and holding partners to outcome-based metrics. • Strong understanding of the SaaS go-to-market landscape and partner ecosystem dynamics. • Excellent communicator — comfortable presenting to C-level stakeholders at partner organizations. • Based in or willing to work from New York or Texas. Nice to have • Experience co-developing joint solutions or integrations with channel partners. • Background in CRM, customer support, or DevOps