Head of Strategic Partnerships & AI Ecosystem

Sendbird
San Mateo
Workplace: OnsiteFull timeUSD 300,000 - 340,000 annuallyFunction: Business Development & PartnershipsSkills: ["Communication","Leadership","Problem-solving"]

Lead the ISV and hyperscaler ecosystem strategy for Delight.ai, driving partner-sourced and partner-influenced ARR. Own AWS co-sell programs and GenAI platform alliances (OpenAI, Anthropic, Google), build scalable partnership models, and automate pipeline tracking to turn partnerships into a measurable revenue engine.

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FursaFursa
Sendbird
Sendbird
4 months ago

Head of Strategic Partnerships & AI Ecosystem

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Source: Company careers pageValidated by: Fursa AI
Last checked: 2 hours agoStatus: Live

Job Summary

Lead the ISV and hyperscaler ecosystem strategy for Delight.ai, driving partner-sourced and partner-influenced ARR. Own AWS co-sell programs and GenAI platform alliances (OpenAI, Anthropic, Google), build scalable partnership models, and automate pipeline tracking to turn partnerships into a measurable revenue engine.
Location: San Mateo
Workplace: Onsite
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Director level

Key Responsibilities

  • •Define and lead ISV ecosystem strategy across AI, CX, commerce, and SaaS. Use AI tools to track ecosystem shifts and translate them into actionable partnership and product strategy for internal leadership.
  • •Expand our AWS commercial relationship and launch new ones with OpenAI, Anthropic, Google, and other leading GenAI platforms. Identify and secure high-impact ISV partners that extend product value and unlock new customer segments.
  • •Build partner segmentation, tiering, and prioritization frameworks. Automate pipeline tracking and reporting so your time goes to strategy, not spreadsheets.
  • •Build and operationalize repeatable co-sell motions. Align with Sales on account planning, enterprise pursuits, and vertical strategies. Own partner-sourced and partner-influenced pipeline and ARR with clear dashboards to back it up.
  • •Develop joint value propositions and enablement materials that drive real field adoption. Expand AWS co-sell engagement with consistent field alignment and opportunity execution.
  • •Partner with Marketing on joint campaigns, events, content, and marketplace promotions. Drive ecosystem storytelling and strategic announcements that elevate brand visibility and marketplace performance.

Pay and Benefits

Salary: USD 300,000 - 340,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVisionEquity401kParantal Leave

Key Requirements

  • •10+ years in Strategic Partnerships, Technology Alliances, or Ecosystem Leadership inside SaaS or enterprise technology.
  • •Deep hands-on experience with hyperscalers, especially AWS co-sell programs, and direct relationships with GenAI platform vendors.
  • •Technical fluency to engage product and engineering leaders, plus commercial acumen to structure and close complex partnership agreements.
  • •Proven, quantifiable revenue impact through partner-sourced and partner-influenced pipeline.
  • •Experience designing and scaling a global partnerships operating model, including segmentation, tiering, and performance frameworks.
Experience:SaaSAIEnterprise technologyAWSGenAICX
Skills:CommunicationLeadershipProblem-solving
Languages:English
Tech Stack:AWSOpenAIAnthropicGoogleGenAIAI toolsCo-sellPipeline tracking

Company Brief

Sendbird
Provides a real-time messaging platform and APIs for in-app chat, voice, and video experiences, enabling businesses to integrate scalable communications into mobile and web applications across industries.
Industry: API Platforms
Company Size: Large (251 to 1,000 employees)
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series C
Headquarters: San Mateo, United States
Founded: 2013
WebsiteLinkedIn