Senior Partner Development Manager

About the Role

You'll own a portfolio of partner opportunities and sourcing of structural deals: embedded distribution, revenue share, API embedding, committed co-sell with the companies defining how AI-native software gets built and distributed (think Snowflake, Stripe, Anthropic, Google, Glean and Replit) and target new relationships, owning first conversation through execution. You’ll also provide due diligence support for in-flight opportunities. You need to be comfortable with ambiguity and have the ability to translate company priorities into a set of actionable and achievable partnerships. You will work closely with stakeholders and senior leadership across Product & Engineering, Marketing, Channel and Sales teams to ensure tight alignment and smooth execution - to be successful, you will need a track record of this collaboration with quantifiable outcomes.

Responsibilities

• End-to-end ownership of a set of strategic partnerships with LLMs, Hyperscalers, AI developer tools, data platforms and niche providers who can fill product gaps.
• Market analysis and due diligence, with emphasis on quantitative support for new partnerships and market entries.
• Deal structuring and negotiation: term sheets, rev share, data licensing, API embedding, pipeline and revenue commitments.
• Expand and elevate Mixpanel exposure within our newest strategic partners; driving alignment up to, and including, C-level relationships.
• Work closely with Channel & Enablement teams for seamless handoffs, as needed, around GTM execution: co-sell motions, joint pipeline, co-marketing in service of revenue or branding.
• Inbound partner management: screen fast, route correctly, don’t let it become a distraction.
• Own the room with cross-functional stakeholders including Product, Engineering, Sales, and Legal to close and activate partnerships.
• Design and execute unique playbooks with partners with aligned, committed outcomes; not a rinse and repeat of collateral creation, account mapping and team socialization.
• Collaborate with marketing & demand gen teams to launch partnerships and campaigns designed to spread awareness and drive pipeline.
• Define and evangelize the value proposition with partners; what are we doing together, why and who should care; Product Marketing is there for support, but this is yours to own.

Qualifications

• 8+ years of professional experience with minimum of 5+ in strategic technology partnerships, alliances, or corporate development; ideally at a hyperscaler, high-growth SaaS, or with a consulting/banking background before going operator.
• Track record of having closed deals with real structure: negotiated terms, not just managed relationships.
• Fluency in the modern data stack (Snowflake, Databricks, BigQuery, Supabase) and the AI developer ecosystem (LLM platforms, agentics frameworks, vibe-coding tools, MCP Servers).
• Technically fluent enough to hold a credible conversation with a CPO or platform team; commercially enough to close; your job is not to set meetings.
• Innate sense of u