Partnership Manager

Job description

Location: US (New York or East Coast) - Remote Type: Full-time ABOUT KESTRA Kestra is the Orchestration Control Plane of the AI Era — a general-purpose, open-source workflow orchestration platform trusted by engineering and data teams at JPMorgan Chase, Bloomberg, Apple, Crédit Agricole, and Deutsche Telekom. We just closed a $25M Series A (total $36M raised). 2 billion workflows executed in 2025. ~30,000 GitHub stars. 25x revenue growth since Seed. We're not a niche tool. We orchestrate data pipelines, infrastructure automation, business processes, and agentic AI workflows — all in one platform. THE MISSION We're building the Kestra Partner Ecosystem Catalog — the go-to destination for integrations and solutions from Kestra's technology and services partners. Discover integrations and solutions from Kestra partners to help you build and run modern applications. This means three partner categories: - Technology partners — cloud providers, data platforms, AI vendors, infrastructure tools that integrate natively with Kestra (AWS, GCP, Azure, dbt, Spark, OpenAI, Terraform, Kubernetes, and 1200+ plugins already in the ecosystem) - Consulting & SI partners — system integrators and boutique firms that implement and customize Kestra for enterprise customers You own this program end to end: from signing the first partners to running the ecosystem at scale. THE ROLE 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 1 — 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 2 — 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 3 — 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 4 — 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 5 — 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 WHAT WE'RE LOOKING FOR Must-have - 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 Strong plus - 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) WHY KESTRA - Series A company, moving fast, expanding in the US and DACH - You own a greenfield — full scope, full accountability - Direct line to the CEO and leadership team - Open-source product with genuine community traction (~30K GitHub stars) - Remote-friendly with a strong engineering culture WHAT YOU GET - 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.