Metabase - Head of Partnerships
Requirements
• 8+ years in partnerships, business development, or a related go-to-market role, with real ownership of partner relationships end-to-end • Experience building a partnerships function at a small, scaling startup — you've operated with limited playbooks and built the process as you went, not just executed an existing one • Comfortable operating at multiple altitudes: equally credible in a room with an AE or SE as in a room with a VP or Head of Partnerships • A track record of turning partner relationships into measurable pipeline and revenue, not just logos on a slide • Excellent written and verbal communicator who can represent Metabase credibly to technical and commercial audiences alike • Bonus: existing relationships within the AI or data warehouse ecosystems • Bonus: experience in open-source, developer tools, or data infrastructure companies • Qualities we’re looking/testing for • Comfortable with experiments • Ability to create from scratch • Comfort at different altitudes (IC to VP) • We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
Responsibilities
• Own and deepen Metabase's relationships with our key technical and go-to-market partners, with a near-term focus on major AI vendors and data warehouse providers • Build multi-threaded relationships at both the seller/field level and the partner leadership level, so Metabase stays top-of-mind at every layer of the partnership • Design and run co-selling and co-marketing motions that turn partner relationships into pipeline, not just goodwill • Represent Metabase in strategic conversations with partners ; negotiating priorities, resolving friction, and identifying where deeper technical or commercial integration creates mutual value • Build the systems, cadences, and reporting that turn partnerships from a set of relationships into a repeatable, measurable function • Identify and evaluate new partnership opportunities as Metabase's ecosystem grows • Act as the internal voice of our partners ; surfacing their roadmaps, priorities, and constraints to Sales, Marketing, and Product
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