Vice President of Channels & Strategic Alliances

External

Coderabbit · San Francisco

Full-timeRemote2w ago

AWSAzureDatadogGCPGitHubLeadership

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About the role

We are hiring our first VP of Channels & Strategic Alliances to own the partnership engine that will be a primary growth lever for CodeRabbit over the next several years. You will architect and lead three distinct but interconnected motions: Strategic AI alliances with the foundation-model and AI-platform providers our customers buy alongside CodeRabbit - Anthropic, OpenAI, and Cursor. Channel and reseller partnerships with the resellers and systems integrators that serve global enterprises - PWT, Trace3, Computacenter, and similar tier-one partners. Ecosystem partnerships with the dev-tooling and infrastructure companies that share our buyer - Harness, Vercel, and the broader DevOps and AI-developer ecosystem. This is a build-from-scratch role. You will set the strategy, write the playbooks, recruit and activate the partners, and hire the team. You will report to the CRO and partner closely with Sales, Marketing, Product, and Engineering.

Responsibilities

Strategic AI Alliances

Own CodeRabbit's relationships with Anthropic, OpenAI, and Cursor end-to-end - exec sponsorship, technical roadmap alignment, and joint GTM.

Unlock the opportunity inside each partner: co-sell motions, joint customer wins, marketplace placement, partner-led pipeline, and reference architectures.

Secure CodeRabbit's position inside each partner's recommended integrations, developer marketplaces, and showcases.

Land and grow a portfolio of lighthouse co-sold customers and case studies that compound the relationship.

Channel & Reseller Partnerships

Build CodeRabbit's channel program from zero: partner tiering, margin structure, deal registration, MDF, certification, and enablement.

Recruit, sign, and activate tier-one resellers and systems integrators - PWT, Trace3, Computacenter, and other global and regional partners that own the enterprise developer-tools buyer.

Stand up partner-led pipeline that complements direct sales, with clear rules of engagement and shared accountability.

Build the technical and commercial enablement that lets partner reps sell CodeRabbit fluently, alongside the broader AI and developer-tools stack.

Ecosystem & Technology Partnerships

Build deep, durable relationships with the dev-tooling and infrastructure companies that share our buyer - starting with Harness, Vercel, and similar adjacent players.

Develop joint integrations, co-marketing, joint events, and shared customer plays that put CodeRabbit in front of every team adopting AI in their SDLC.

Represent CodeRabbit across the developer-platform ecosystem - including hyperscaler partner teams (AWS, Azure, GCP) and major IDE and SCM platforms.

Team & Cross-Functional Leadership

Hire and lead a high-performing partnerships team across alliances, channels, and partner marketing.

Partner with Sales on co-sell motion, Marketing on co-branded campaigns, Product on integration roadmap, and Finance on partner economics.

Own a clear set of metrics: partner-sourced and partner-influenced pipeline, co-sell win rate, marketplace bookings, and partner-led ARR.

What You Bring

10+ years of GTM experience, with 5+ specifically in partnerships, alliances, or channels at high-growth B2B SaaS or developer-tools companies.

A track record of building a partnership function from early stage to scale at companies in our peer set - e.g. Sourcegraph, GitHub, Vercel, HashiCorp, Snowflake, MongoDB, Datadog, Harness, or similar.

Direct experience landing and growing relationships with foundation-model providers, hyperscalers, or other AI platform partners.

Existing, warm relationships across the major resellers and GSIs that sell into the enterprise - PWT, Trace3, Computacenter, Presidio, Insight, or comparable.

A builder's mindset: comfortable writing the playbook before the playbook exists, hiring against it, and iterating with the team.

Credibility selling to and partnering with technical audiences - engineering leaders, platform teams, and developer-tools buyers.

Operator instincts: strong on partner economics, deal mechanics, enablement design, and program measurement.

Excellent executive presence and the maturity to represent CodeRabbit to partner CEOs and their leadership teams.

Bonus Points

Prior experience scaling a channel program past meaningful partner-sourced revenue at a Series B or Series C dev-tools or AI-infrastructure startup.

Existing relationships inside Anthropic, OpenAI, Cursor, AWS, Azure, GCP, or major IDE partner teams.

Experience landing co-se

Vice President of Channels & Strategic Alliances

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