Partnership Manager

Location: US (New York or East Coast) - RemoteType: Full-timeAbout KestraKestra 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, BHP, 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 MissionWe'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 customersYou own this program end to end: from signing the first partners to running the ecosystem at scale.The RoleYou 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.Responsibilities1 — Build the Partner Program from scratchDesign the program structure: tiers, benefits, co-marketing, referral mechanics, certification requirementsDefine onboarding process, partner portal, co-sell rules of engagementSet KPIs: partner-sourced pipeline, partner-influenced ARR, ecosystem catalog coverage2 — Sign and activate technology partnersIdentify 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 scopesCoordinate with Product and Engineering to ship and document integrations3 — Develop consulting & SI partnershipsMap the landscape of relevant system integrators, boutique DevOps/data consultancies, and nearshore delivery firmsStructure partner enablement: training, certifications, Kestra Academy access, demo environmentsRun joint account planning with Field Engineers and Account Executives4 — Drive ecosystem growthOwn the Kestra Partner Ecosystem Catalog — content, positioning, and launchBuild co-marketing plays: joint case studies, webinars, conference presence, community cross-pollinationWork with PMM on partner-led demand generation campaigns5 — Operate with rigorMaintain a healthy pipeline of partner candidates at all stagesQuarterly business reviews with strategic partnersReport on partner-sourced and partner-influenced revenue monthlyWhat We're Looking ForMust-have4–7 years in partnerships, business development, or alliances — ideally in open-source infrastructure, data tooling, DevOps, or cloud platformsExperience 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 flinchingStrong commercial instincts: you know how to structure a win-win deal and move it to signatureExcellent written and verbal communication — in English, German or French a plusStrong plusPrior exposure to open-source ecosystems and developer communitiesExperience with workflow orchestration, data pipelines, or infrastructure automationExisting 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 KestraSeries A company, moving fast, expanding in the US and DACHYou own a greenfield — full scope, full accountabilityDirect line to the CEO and leadership teamOpen-source product with genuine community traction (~30K GitHub stars)Remote-friendly with a strong engineering cultureWhat You GetReal ownership in a globally distributed, technical teamDirect line to the CEO and full visibility on company strategyA product already running mission-critical workloads at Fortune 500 companiesCompetitive compensation, equity, and health insuranceLocation & TravelBase: US (East Coast preferred), fully remote. Regular travel to customers, industry events, and team offsites. Close coordination with the European team across time zones.Originally posted on Himalayas