dash0 - Partnerships Manager
Requirements
• 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. • 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. • Background in observability, APM, or DevSecOps. • Experience with the OpenTelemetry or Prometheus ecosystems. • Existing CNCF community relationships. • International experience spanning US and Europe.
Responsibilities
• 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.
Benefits
• 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. • This is a unique opportunity to help build a generational company. Dash0 is backed by top-tier investors including Balderton Capital, Accel and Cherry Ventures and led by a founding team with decades of experience in observability. We're in the middle of a massive growth phase after our Series B — and we're just getting started. • If you're looking for a place where a great product meets great people, where momentum is real and your impact is visible from day one — this is it. • Competitive salary & meaningful equity participation — you'll own part of what you're building • Flexible, remote-first work environment with offices in New York, Amsterdam, and Munich • €60/month phone & internet allowance • Collaborative, fast-moving team culture with a builder mindset • Clear path for career growth and development • Direct access to founders and leadership
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