Partnerships Manager

Job description

ABOUT DASH0 Join Dash0 and help us define the future of observability. We are OpenTelemetry-native, building a delightful, simple, and AI-centric platform that eliminates vendor lock-in and meaningless toil. Shape a product that developers love—all with transparent pricing and cost-control built in. The Opportunity This is not a relationship maintenance role — it's a strategy and building role. You'll own the two channels providing the most leverage for Dash0's next phase of growth: hyperscaler marketplaces (AWS, GCP, Azure) and the cloud-native consultancy ecosystem that influences every enterprise buying decision. Your mission is to build the motion from near-scratch: partner program design, commercial frameworks, co-sell enablement, and field activation. You'll simultaneously work live deals through hyperscaler channels where the opportunity is immediate. Based in Amsterdam or London (remote). What You'll Do - 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. - 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. - Drive revenue through partners — you'll be measured by ARR contribution: net-new logos sourced through partners and accelerated deals via SI influence. - Feed partner and SI intelligence back into product, pricing, and positioning. Proactively address competitive movements. - Build and document relationships with hyperscaler solution architects in target geographies (US East Coast, UK/Netherlands/DACH) to generate qualified introductions. What You Bring - 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. - A builder mentality — you're energized by the ambiguity of standing up something new and prefer creating the playbook to following one. Nice to Have - Background in observability, APM, or DevSecOps. - Experience with the OpenTelemetry or Prometheus ecosystems. - Existing CNCF community relationships. - International experience spanning US and Europe. Why Dash0 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. What we offer: - 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 - Location-specific benefits - Collaborative, fast-moving team culture with a builder mindset - Clear path for career growth and development - Direct access to founders and leadership