Partnerships Manager

About Dash0 Join Dash0 and help us define the future of observability. We are OpenTelemetry-native, building a delightful, simple, and AI-centric platform that eliminates vendor lock-in and meaningless toil. Shape a product developers love, with transparent pricing and built-in cost control. The Opportunity This is not a relationship maintenance role — it's a strategy and building role. You'll own the two channels providing the most leverage for Dash0's next phase of growth: hyperscaler marketplaces (AWS, GCP, Azure) and the cloud-native consultancy ecosystem that influences every enterprise buying decision. Your mission is to build the motion from near-scratch: partner program design, commercial frameworks, co-sell enablement, and field activation. You'll simultaneously work live deals through hyperscaler channels where the opportunity is immediate. Based in Amsterdam or London (remote). What You'll Do Own the relationships with AWS, GCP, and Azure — drive Dash0 onto marketplace listings, activate co-sell motions, and turn field relationships with Cloud Solution Architects into a repeatable source of qualified pipeline. Design and execute a partner model for cloud-native SIs and consultancies — the firms that spec observability stacks for enterprise clients. Define the incentive structure and co-delivery model. Drive revenue through partners — you'll be measured by ARR contribution: net-new logos sourced through partners and accelerated deals via SI influence. Feed partner and SI intelligence back into product, pricing, and positioning. Proactively address competitive movements. Build and document relationships with hyperscaler solution architects in target geographies (US East Coast, UK/Netherlands/DACH) to generate qualified introductions. What You Bring 5+ years in partnerships, alliances, or business development at a developer tools, observability, or cloud-native infrastructure company. Established relationships with field teams at one or more of the major hyperscalers (AWS, GCP, Azure). Demonstrated experience building or scaling a hyperscaler co-sell motion — from listing to active deal flow. Experience designing partner programs for SIs or consultancies (tiers, incentives, enablement) at a technical product company. A track record of partner-sourced or partner-influenced revenue. A builder mentality — you're energized by the ambiguity of standing up something new and prefer creating the playbook to following one. Nice to Have Background in observability, APM, or DevSecOps. Experience with the OpenTelemetry or Prometheus ecosystems. Existing CNCF community relationships. International experience spanning US and Europe. Why Dash0 This is a unique opportunity to help build a generational company. Dash0 is backed by top-tier investors including Balderton Capital, Accel, and Cherry Ventures, and led by a founding team with decades of experience in observability. We're in the middle of a massive growth phase after our Series B, and we're just getting started. If you're looking for a place where a great product meets great people, where momentum is real, and your impact is visible from day one — this is it. What we offer: Competitive salary & meaningful equity participation; you'll own part of what you're building Flexible, remote-first work environment with offices in New York, Amsterdam, and Munich €60/month Lifestyle allowance Location-specific benefits Collaborative, fast-moving team culture with a builder mindset Clear path for career growth and development Direct access to founders and leadership