About the Role:

We are seeking an ambitious, results-driven Director - Cloud Marketplace & Alliances to own and scale our Cloud Marketplace ecosystem.

In this strategic leadership role, you will be responsible for building, managing, and monetizing our key alliance partnerships across AWS and Microsoft Azure, driving a targeted USD 1M revenue growth goal by December 2027.

If you thrive in growth-stage Enterprise SaaS environments, possess deep domain expertise in cloud co-sell programs, and have a proven track record of converting alliance channels into predictable revenue, we want to hear from you.

Key Responsibilities:

- Revenue & Pipeline Generation: Take full ownership of revenue targets, building and nurturing a healthy, forecastable joint pipeline across AWS and Azure.

- Alliance & Partner Growth: Lead strategic relationships with key cloud providers, driving joint Go-To-Market (GTM) plans, regular Executive QBRs, and deepening partner engagement.

- Marketplace Execution: Oversee day-to-day marketplace execution, including deal registrations, private offer custom deals, co-sell referrals, and leveraging cloud committed-spend motions (e.g., MACC).

- Leadership & Operations: Build and manage a focused 1 - 3 person Alliances team.

- Establish robust CRM hygiene, pipeline reporting, cross-functional processes, and joint tracking systems.

Must-Have Requirements:

- Experience: 8 - 12+ years of experience in Enterprise SaaS, including 4 - 5+ years directly focused on Cloud Marketplace, Alliances, or Co-sell strategies.

- Cloud Platform Mastery: Hands-on experience navigating AWS ISV Accelerate, AWS Marketplace, Private Offers, ACE portal, as well as Azure Marketplace, Partner Center, and Azure Co-sell motions.

- Domain Knowledge: Solid grasp of cloud financial/partner mechanics, including MDF/co-op funding, marketplace fee structures, co-sell incentives, ISV tiering, and MACC drawdown strategies.

- Track Record: Proven ownership of quota/revenue targets along with demonstrated experience managing a high-performing small team (1 - 3 members).

Good-to-Have / Preferred Qualifications:

- Prior domain exposure in HR Tech, Workforce Analytics, or Enterprise SaaS.

- Familiarity with marketplace ecosystems like Atlassian, GitHub, or Azure DevOps Marketplace.

- Hands-on proficiency with tools like Crossbeam, Work span, HubSpot, and cloud portal integrations.

- Existing, active networks and strong relationships within AWS and Microsoft partner teams.

Why Join Us?:

- High Impact & Ownership: Directly drive a pivotal revenue channel in a rapidly expanding growth-stage SaaS company.

- Strategic Leadership: Build and scale your own specialized Alliances and Marketplace team.

- Collaborative Culture: Work on-site alongside passionate, high-ownership team members building innovative Enterprise SaaS products.