Partner Development Director

The Opportunity

Guru is seeking a strategic partnerships leader to build and scale the partner ecosystem that drives net-new pipeline through cloud marketplace, co-selling and technology alliances. This is a founding role for the partnerships function — you will be accountable for transforming critical partner relationships into a meaningful, repeatable revenue channel.

This role requires someone who can engage credibly at the executive level with partner leadership while simultaneously driving execution on the ground. You'll work cross-functionally with Sales, Marketing, and the Guru leadership team to ensure partnerships are embedded into the GTM at every level — not operating in a silo.

Why This Role Matters

AI is reshaping how enterprises buy, build, and operate — and Guru is positioning itself at the center of that shift. As our Head of Partnerships, you won't just manage vendor relationships — you'll architect the ecosystem that puts Guru's verified knowledge at the foundation of every enterprise AI stack, productivity suite, and cloud platform your partners touch.

This role sits at the intersection of cloud marketplaces, AI platform momentum, and the productivity tools where work actually happens. You'll build the partnerships that create pipeline, unlock new distribution channels, and make Guru the default answer when a partner field org asks "how do enterprises manage knowledge?"

What Makes You the Perfect Fit

You're a Partnership Builder, Not a Partnership Manager

• You've owned cloud marketplace programs end-to-end — ISV enrollment, private offer execution, and driving real transactable revenue through AWS, Azure, or GCP
• You know how to turn a co-sell relationship from a slide in a QBR into actual pipeline — with cadences, account mapping, and a field org that actually calls you
• You've built executive relationships at major platforms (think Slack, Microsoft, Google, Anthropic) and you're their first call when an enterprise knowledge problem surfaces
• You understand AI platform ecosystems — you know what MCP is, why it matters, and how to position Guru as the knowledge layer for enterprises building on leading AI platforms
• You've worked cross-functionally with Sales, Marketing, Product, and GTM Ops and you know how to translate partner activity into pipeline attribution that leadership trusts

You're Wired for Complexity

• You can manage three very different partnership motions simultaneously — cloud, AI, and productivity — without losing focus on what drives revenue
• You build the infrastructure as you go: Salesforce tracking, ROI measurement, co-branded materials, joint case studies — you don't wait for someone else to set it up
• You think in mutual value creation — you define who to focus on, which verticals to prioritize, and how to structure each partnership so both sides win

What You'll Actually Do

Own Cloud Marketplace as a Revenue Channel: Build and operate Guru's cloud marketplace presence from listing management to private offer execution — making committed cloud spend a real path to purchase for enterprise customers.

Make Guru the Default AI Knowledge Layer: Partner with AI platform teams to position Guru's MCP server and verified knowledge sources as the foundation enterprises reach for when building on leading AI platforms. Co-develop GTM motions and reference architectures that leverage the momentum of AI-native buying.

Activate Productivity Platform Ecosystems: Rebuild and grow co-sell motions with the messaging, workspace, and office suite platforms where enterprise employees live — ensuring Guru is top of mind for relevant opportunities and embedded where work happens.

Build the Partnership Operating System: Stand up the internal infrastructure — pipeline tracking, attribution, quarterly goals, co-marketing campaigns — so Guru's partnership motion is measurable, scalable, and integrated into the core sales motion.

Be the Voice of the Ecosystem Internally: Surface integration requirements and demand signals from the field to Product, feed partner-influenced deals into Sales, and report to leadership with clarity on what's working and what's driving growth.

The Perks of Being Exceptional

• Flexible hybrid work: Monday-Friday, with the autonomy to manage your schedule
• Travel with purpose: 3-4x per year for meaningful company events (not endless road warrior life)
• True influence: Your insights shape product development and company strategy
• Growth trajectory: This senior IC role is designed for those who want massive impact without the management overhead

Requirements:

• 8–12 years of experience in partnerships, business development, strategic alliances, or GTM roles in the in the software/technology industry
• Experience building cloud marketplace listings and driving transactable revenue through co-sell motions
• Background in early-stage or growth-stage SaaS companies where you have built partnership programs from scratch, not inherited a mature function
• Track record of engaging and influencing business and VP+ level executives at partner organizations 
• Experience presenting complex business and technical concepts to cross-functional audiences, including both technical and commercial stakeholders

Nice-to-Have:

• Direct experience with productivity platform partner networks and co-sell programs
• Familiarity with AI/ML tooling ecosystems; prior work with LLM platform ecosystems or adjacent AI infrastructure is a significant differentiator
• Existing senior relationships within hyperscalers, AI, or productivity platform partner organizations

This role reports to the Director of Sales and is classified as IC6 (our most senior individual contributor level). We believe in reasonable accommodations and are committed to enabling qualified individuals with disabilities to perform essential functions successfully.

Benefits to you

• Competitive salary
• Employee Incentive Stock Option Plan
• Generous medical benefits package
• Tax-advantaged accounts
• 401k
• Unlimited Flexible Time Off
• Paid Parental, Family & Medical Leave
• Wellness Stipend
• Tuition Stipend
• Guru-sponsored company & team events, no matter where you work
• Thrive After Five: in recognition of our long-tenured employees, Guru celebrates your five year anniversary with a $10,000 personal travel reimbursement
• Again at Ten: in recognition of our long-tenured employees, Guru celebrates your ten year anniversary with a $20,000 personal travel reimbursement

Apply now and show us what elite selling really looks like.