Runpod is the foundational platform for developers to build and run custom AI systems that scale. With over 500,000 developers worldwide and an annual recurring revenue run rate exceeding $120M, Runpod operates at the intersection of developer velocity and production-scale AI. Founded in 2022, we’ve grown rapidly by building infrastructure purpose-built for modern AI workloads. Our platform enables teams to move from experimentation to deployment with flexibility across cloud, on-prem, and hybrid environments. As a remote-first, globally distributed company, we are building the infrastructure layer that powers the next generation of AI systems.
We are seeking a strategic and execution-oriented Head of Partnerships to join our team. As the first dedicated hire in this function, you will be responsible for systematizing and scaling our existing organic traction into a powerful force multiplier for growth. You will design and lead our partnership ecosystem across three primary pillars: Referral Partners, Reseller/Marketplaces, and System Integrators.
Responsibilities:
- Referral Partner Ecosystem: Identify and recruit complementary vendors in the AI/ML ecosystem (tooling, platforms, and consulting) to build bidirectional referral engines and co-marketing initiatives.
- Channel Revenue & Marketplaces: Lead our presence in major cloud marketplaces (AWS, Azure, GCP) and manage relationships with technology distributors and VARs to tap into enterprise procurement workflows.
- System Integrator (SI) Strategy: Build joint solution programs with GSIs and boutique AI consultancies, enabling them to bundle Runpod infrastructure into complete "AI development lifecycle" solutions for enterprise customers.
- Ecosystem Development: Scale partnerships as a force multiplier for growth, allowing Runpod to expand its market reach without proportional headcount expansion.
- Cross-Functional Collaboration: Work closely with Sales, Product, DevRel and Marketing to ensure partnership leads are seamlessly integrated into our hybrid PLG/SLG motion.
Requirements:
- 7+ years of experience in partnerships, business development, or ecosystem growth, with at least 2+ years operating at a senior or leadership level.
- AI/ML Domain Expertise: Demonstrated understanding of the AI infrastructure market, adjacencies across the dev lifecycle, and the industry broadly.
- Partnership Experience: Proven track record of managing Cloud Marketplace co-sell motions and building relationships with System Integrators.
- Execution Focus: A "player-coach" mentality, capable of both high-level strategy and hands-on partner recruitment and team