Manage and grow a portfolio of active ISV and tech partners, serving as their primary point of contact at AirOps
Drive co-sell motion end-to-end: joint pipeline sourcing, deal registration, AE intros, and closed revenue attribution
Own co-marketing execution with partners: joint landing pages, launches, webinars, and events that generate qualified leads for both sides
Coordinate product integration work between partner teams and AirOps engineering, keeping roadmaps and commitments on track
Build and maintain partner enablement materials so partner sales teams can confidently position AirOps
Track and report on partner-sourced and partner-influenced pipeline; use data to prioritize where to focus
Identify expansion opportunities within existing partner relationships (new use cases, deeper integrations, marketplace listings)

5 to 8 years in B2B tech sales, partnerships, ISV alliances, or partner management at a SaaS company
Prior direct sales experience required
you've carried a quota at some point in your career and know what it takes to close
Proven track record driving co-sell revenue in a partnerships capacity: you've owned a partner pipeline number, not just supported one
Experience managing technical integrations with ISV partners (API, marketplace, MCP, or similar)
Strong GTM instincts: you know how to turn a good relationship into a joint pipeline motion
Familiarity with the AI ecosystem (LLM providers, agent frameworks, MCP, AI-native tooling) is a strong plus
Comfortable operating without a playbook; you'll build it here.

ISV & Tech Partnerships Manager

Key skills