dbt Labs
Partner Development Manager, Databricks & GCP
Job Summary
The role involves leading North American sales efforts with Google Cloud and Databricks to accelerate co-selling activities and drive revenue growth. The candidate will build and maintain sales relationships, enable and engage with sales teams, and collaborate internally to maximize revenue impact through partnership strategies. The position requires extensive experience in partner sales or development, particularly with large Data & AI platform partners, and strong communication skills. The focus is on developing mutual success with hyperscaler partners, pipeline generation, and exceeding sales quotas in a fast-paced, collaborative environment.
Required Skills
Benefits
Job Description
About Us
dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 50,000 teams every week.
As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Cloud customers, including JetBlue, HubSpot, Vodafone New Zealand, and Dunelm. We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:
Location: United States (remote)
About the Role
We’re currently seeking a Partner Development Manager to lead North American sales execution with Google Cloud & Databricks to join our ranks to accelerate co-selling activities across our collective ecosystem to accelerate our joint business.
What You’ll Do
- Build productive North American sales relationships with Google Cloud & Databricks
- Drive sales enablement & engagement with Google Cloud, Databricks & dbtLabs sellers to grow pipeline, exceed revenue and consumption goals
- Drive joint sales & marketing plays to generate pipeline and closed revenue for dbt labs.
- Collaborate internally at dbtLabs with product, sales, and marketing functions to accelerate revenue impact for dbt through Google Cloud & Databricks
What You’ll Need
- Have 12+ years experience working as a partner sales/development managers demonstrating an ability to work with & find mutual success with large Data & AI platform partners
- Experience partnering & navigating hyperscaler / platform partner sales and marketing organizations for mutual success - enablement, pipeline generation & sales execution
- Proven ability to hit and over exceed pipeline/revenue quotas through partners.
- Well-developed, commercial mindset and grasp the importance of pipeline generation
- Excellent verbal, written, and in-person communication skills to interact with partner & dbt Labs sales leadership as well as Account Executives
- Ability to operate in a highly accountable,fast-paced work environment with integrity
- Passion for being an inclusive, collaborative teammate focused on business outcomes
What Will Make You Stand Out
- Demonstrated success in sales and alliances at technology companies; start up experience welcomed but not required
- The ability to express a clear baseline strategy for growth and support of your partner
- Agility to evolve with speed on evolving product & platform partner strategy
- Demonstrated expertise in data analytics, ETL, BI, and/or open-source software
Remote Hiring Process
- Interview with a Talent Acquisition Partner
- Interview with Hiring Manager
- Team Interviews (1:1s) with members of the Global Partners Org
Benefits
- Unlimited vacation time with a culture that actively encourages time off
- 401k plan with 3% guaranteed company contribution
- Comprehensive healthcare coverage
- Generous paid parental leave
- Flexible stipends for:
- Health & Wellness
- Home Office Setup
- Cell Phone & Internet
- Learning & Development
- Office Space
Compensation
We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process. In select locations (including Boston, Chicago, Denver, Los Angeles, Philadelphia, New York City, San Francisco, Washington, DC, and Seattle), an alternate range may apply, as specified below.
dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn’t perfectly align with the job description, we encourage you to apply—we value potential just as much as a perfect resume.
Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page.
dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. Equity or comparable benefits may be offered depending on the legal or country limitations.
dbt Labs
dbt Labs makes data transformation easy for modern data teams. Build, test, and document reliable analytics in the cloud with dbt Labs..
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