合作伙伴关系主管
Head of Partnerships
职位描述
我们正在招聘第一位合作伙伴负责人，负责并拓展对Metabase最重要的关系：客户日常使用的AI平台和数据仓库供应商。你将从两端拓展这些关系——与合作伙伴的领导团队建立共识，同时与影响销售的销售人员和解决方案工程师建立信任。这是一个高级、高自主权的职位，适合曾从零开始建立合作伙伴体系并希望再次这么做的人，加入一家被数十万社区用户喜爱的公司。
你会做什么：
- 负责并深化与关键技术和市场合作伙伴的关系，近期重点是主要的AI供应商和数据仓库提供商
- 在销售/现场层面和合作伙伴领导层建立多线关系，确保Metabase在合作的每一层都保持优先地位
- 设计并执行联合销售和联合营销策略，将合作伙伴关系转化为销售渠道，而不仅仅是良好意愿
- 在战略对话中代表Metabase；协商优先级，解决摩擦，并识别深度技术或商业整合带来的共同价值
- 建立系统、节奏和报告机制，将合作关系从一系列关系转变为可重复、可衡量的功能
- 随着Metabase生态系统的发展，识别和评估新的合作机会
- 作为内部合作伙伴的声音；将他们的路线图、优先事项和限制传达给销售、市场和产品团队
我们寻找：
- 8年以上合作伙伴、业务发展或相关市场推广岗位经验，具备从端到端拥有合作伙伴关系的实际经验
- 在小型成长型初创公司建立合作伙伴体系的经验——你曾在有限的指南下运作，并在过程中构建流程，而不仅仅是执行现有流程
- 能够在多个层级上操作：在与销售代表或解决方案工程师的房间中同样有说服力，或在与副总裁或合作伙伴负责人会议室中
- 有将合作伙伴关系转化为可衡量的销售渠道和收入的记录，而不仅仅是幻灯片上的名字
- 出色的书面和口头沟通能力，能够向技术性和商业性受众可信地代表Metabase
- 附加条件：在AI或数据仓库生态系统中已有的关系
- 附加条件：在开源、开发者工具或数据基础设施方面的经验
查看英文原文
Job Description
We're hiring our first Head of Partnerships to own and grow the relationships that matter most to Metabase: the AI platforms and data warehouse vendors our customers build on every day. You'll work both ends of these relationships — building alignment with partner leadership teams, and building trust with individual sellers and solutions engineers who influence deals in the field. This is a senior, high-ownership role for someone who's built a partnerships function from the ground up before and wants to do it again, at a company loved by hundreds of thousands in the community.
What you’ll do:
- 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
What we’re looking for:
- 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
- Ownership
- Comfortable with experiments
- Ability to create from scratch
- Comfort at different altitudes (IC to VP)
CompensationThe US base salary range for this role is $175K–$250K annually, plus equity and benefits.Compensation is determined by role, level, location, and individual qualifications, including skills, experience, and scope of responsibility. Pay may vary by geographic location and other job-related factors.
BenefitsWe offer meaningful equity and a comprehensive US benefits package, including fully employer-covered medical, dental, and vision insurance (with 75% coverage for dependents), a 401(k) with employer match available to enroll after the first 30 days, flexible and unlimited paid time off including sick time, and an asynchronous, remote-first environment.