Head of Partnerships

About the role

Head of Partnerships Job Description We're hiring our first Head of Partnerships to own and grow the relationships that matter most to Metabase: the AI platforms and data warehouse vendors our customers build on every day. You'll work both ends of these relationships — building alignment with partner leadership teams, and building trust with individual sellers and solutions engineers who influence deals in the field. This is a senior, high-ownership role for someone who's built a partnerships function from the ground up before and wants to do it again, at a company loved by hundreds of thousands in the community. What you’ll do: - Own and deepen Metabase's relationships with our key technical and go-to-market partners, with a near-term focus on major AI vendors and data warehouse providers - Build multi-threaded relationships at both the seller/field level and the partner leadership level, so Metabase stays top-of-mind at every layer of the partnership - Design and run co-selling and co-marketing motions that turn partner relationships into pipeline, not just goodwill - Represent Metabase in strategic conversations with partners ; negotiating priorities, resolving friction, and identifying where deeper technical or commercial integration creates mutual value - Build the systems, cadences, and reporting that turn partnerships from a set of relationships into a repeatable, measurable function - Identify and evaluate new partnership opportunities as Metabase's ecosystem grows - Act as the internal voice of our partners ; surfacing their roadmaps, priorities, and constraints to Sales, Marketing, and Product What we’re looking for: - 8+ years in partnerships, business development, or a related go-to-market role, with real ownership of partner relationships end-to-end - Experience building a partnerships function at a small, scaling startup — you've operated with limited playbooks and built the process as you went, not just executed an existing one - Comfortable operating at multiple altitudes: equally credible in a room with an AE or SE as in a room with a VP or Head of Partnerships - A track record of turning partner relationships into measurable pipeline and revenue, not just logos on a slide - Excellent written and verbal communicator who can represent Metabase credibly to technical and commercial audiences alike - Bonus: existing relationships within the AI or data warehouse ecosystems - Bonus: experience in open-source, developer tools, or data infrastructure companies Qualities we’re looking/testing for - Ownership - Comfortable with experiments - Ability to create from scratch - Comfort at different altitudes (IC to VP) Global Remote

Key responsibilities

• check_circleCollaborate with the team on day-to-day project tasks
• check_circleLearn tools and processes used by the organization
• check_circleDocument work and participate in team meetings
• check_circleSupport quality checks and continuous improvement

Requirements

• check_circleOwn and deepen Metabase's relationships with our key technical and go-to-market partners, with a near-term focus on major AI vendors and data warehouse providers
• check_circleBuild multi-threaded relationships at both the seller/field level and the partner leadership level, so Metabase stays top-of-mind at every layer of the partnership
• check_circleDesign and run co-selling and co-marketing motions that turn partner relationships into pipeline, not just goodwill
• check_circleRepresent Metabase in strategic conversations with partners ; negotiating priorities, resolving friction, and identifying where deeper technical or commercial integration creates mutual value
• check_circleBuild the systems, cadences, and reporting that turn partnerships from a set of relationships into a repeatable, measurable function
• check_circleIdentify and evaluate new partnership opportunities as Metabase's ecosystem grows
• check_circleAct as the internal voice of our partners ; surfacing their roadmaps, priorities, and constraints to Sales, Marketing, and Product
• check_circle8+ years in partnerships, business development, or a related go-to-market role, with real ownership of partner relationships end-to-end
• check_circleExperience building a partnerships function at a small, scaling startup — you've operated with limited playbooks and built the process as you went, not just executed an existing one
• check_circleComfortable operating at multiple altitudes: equally credible in a room with an AE or SE as in a room with a VP or Head of Partnerships
• check_circleA track record of turning partner relationships into measurable pipeline and revenue, not just logos on a slide
• check_circleExcellent written and verbal communicator who can represent Metabase credibly to technical and commercial audiences alike

Skills & keywords

Benefits & perks

• check_circleMentorship
• check_circleCertificate of completion
• check_circleFlexible work arrangement where applicable