Partner Development Representative

About the role

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we've grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases. As of February 2025, we've surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture. We're backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners: Reliable, high-quality data is the fuel that propels AI-powered data engineering. AI is changing data work, fast. dbt's data control plane keeps data engineers ahead of that curve. We empower engineers to deliver reliable, governed data faster, cheaper, and at scale. dbt Labs is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we're just getting started.. We're growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values . dbt Labs and Fivetran have merged to create the defining open data infrastructure platform for the modern enterprise. We create the data infrastructure for AI agents you can trust. Together, we power the data pipelines, semantic layers, and transformation workflows that organisations rely on to run their businesses - and increasingly, to govern and scale their AI. We are at the centre of one of the most important shifts in enterprise technology: the move from fragmented, vendor-locked data stacks to open, portable, trustworthy infrastructure, critical for AI. Our platform is how the world's leading companies get AI into production. This Partner Development Representative role supports dbt Labs' hyperscaler alliance programs across AWS, Google Cloud, and Microsoft Azure. You'll work closely with the global alliance managers and the Global Head of Cloud Service Providers to research opportunities, analyze data, and help design programs that scale across all three cloud partners. You'll also stay connected to the day-to-day co-sell motion - understanding what's working in the field and helping sales teams engage with the right partner counterparts at the right time. This is an early career individual contributor role reporting to the Global Head of Cloud Service Providers.

Responsibilities

• Co-sell execution and field support
• Work with global alliance managers to understand co-sell processes specific to each partner and identify ways to improve support and scale - including sales-facing resources, system automation, and analytical insights
• Proactively identify top accounts and customers for dbt Labs sales teams to prioritize with AWS, GCP, and Azure
• Facilitate and secure engagements between dbt Labs/Fivetran and partner sales counterparts - including account workshops and joint opportunity reviews
• Connect dbt Labs sales teams with the right partner contacts to ensure we're solution selling together and delivering a strong customer experience
• Support pipeline creation and revenue growth across all three hyperscaler partnerships
• Research and intelligence
• Conduct informational interviews with partner field teams, customers, and internal stakeholders to understand where co-sell motions are working and where there's room to improve
• Monitor trends across the hyperscaler ecosystem and synthesize findings into recommendations for alliance leadership
• Identify whitespace and emerging opportunities across AWS, GCP, and Azure to help inform where we place bigger bets
• Data analysis and account mapping
• Own account mapping across all three partners - analyzing overlap, co-sell propensity, and expansion potential to help alliance managers prioritize
• Track alliance health, pipeline contribution, and program performance across cloud providers
• Translate data from internal systems, partner portals, and marketplace platforms into clear, actionable recommendations
• Program development
• Help design and pressure-test new alliance programs before launch, using data and field research to sharpen targeting and sequencing
• Identify what's working in one region or with one cloud provider and build the case for scaling it globally
• Define, maintain, and improve co-sell operational components including playbooks, sales resources, and analytical frameworks

Requirements

• 1-3 years of experience in a sales, business development, or partner-facing role - BDR, SDR, or similar experience is a plus
• Some exposure to alliances, partnerships, or co-sell motions, even if not as a primary focus
• Comfort working with data - you've used tools like Salesforce, Excel, or similar to analyze accounts, track pipeline,

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