Strategic Partnerships Director

About this role

Introduction to Demandbase:

Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.

As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.

About the Role: The Strategic Partnerships Director will own and expand relationships with our most important technology and advisory partners. This senior individual contributor will develop and execute executive engagement strategies with leading ecosystem partners including Adobe, Salesforce, AWS, Databricks, Snowflake, Accenture, and PwC, driving long-term business value across product innovation, go-to-market (GTM) alignment, and customer success.

This role sits at the intersection of product strategy, AI innovation, enterprise sales, and executive relationship management. The ideal candidate excels at influencing without authority, building executive trust, identifying market opportunities, and orchestrating cross-functional initiatives that accelerate growth for both Demandbase and our strategic partners.

What you'll be doing:

EXECUTIVE RELATIONSHIP MANAGEMENT

- Serve as the executive relationship owner for Demandbase's highest-priority technology and advisory partners.

- Build trusted relationships with C-level, SVP, and VP leaders across Product, Alliances, Sales, Marketing, and Strategy.

- Develop and execute executive engagement plans that deepen strategic alignment and create measurable business outcomes.

- Facilitate executive business reviews (EBRs), strategic planning sessions, and leadership summits.

STRATEGIC PARTNERSHIP DEVELOPMENT

- Own the long-term strategy for assigned strategic partnerships.

- Identify new areas for collaboration across product innovation, AI initiatives, data partnerships, cloud infrastructure, and services.

- Develop joint business plans with clear KPIs and executive sponsorship.

- Act as the primary point of coordination across internal stakeholders to ensure successful execution.

PRODUCT & TECHNICAL ALIGNMENT

- Partner closely with Product Management and Engineering to influence Demandbase's partner roadmap.

- Drive adoption and awareness of strategic integrations including: - APIs - MCP (Model Context Protocol) - AI-native workflows - Cloud data integrations - Identity and activation capabilities

- Identify opportunities for new product integrations that create differentiated customer value.

GO-TO-MARKET STRATEGY

- Build joint GTM strategies that generate pipeline and revenue.

- Partner with Sales, Marketing, Customer Success, and Partner Marketing to, launch integrated solutions, develop joint messaging, enable field teams, drive co-selling motions

- Evangelize Demandbase's value proposition across partner organizations while positioning partner capabilities internally.

AI & ECOSYSTEM INNOVATION

- Stay ahead of emerging trends in AI, enterprise software, cloud ecosystems, and B2B go-to-market technology.

- Identify opportunities to leverage AI-first architectures and intelligent workflows across partner ecosystems.

- Champion innovative approaches that position Demandbase as a strategic AI platform within the broader enterprise technology landscape.

INTERNAL LEADERSHIP

- Serve as a strategic advisor to executive leadership on ecosystem trends and partner strategy.

- Influence cross-functional priorities without direct authority.

- Represent Demandbase at executive forums, conferences, partner events, and industry engagements.

What we're looking for:

- 8+ years of experience in strategic partnerships, alliances, business development, or enterprise technology.

- Experience managing executive relationships with Fortune 500 technology companies.

- Deep understanding of enterprise SaaS ecosystems.

- Proven experience building strategic alliances with organizations such as Salesforce, AWS, Adobe, Snowflake, Databricks, Microsoft, Google Cloud, or similar.

- Strong understanding of enterprise GTM motions including, co-selling, joint marketing, partner ecosystems, solution development

- Ability to influence senior executives internally and externally without formal authority.

- Excellent executive communication, presentation, and negotiation skills.

- Experience leading complex cross-functional initiatives.

BONUS:

- Experience working with enterprise data platforms and cloud ecosystems.

- Familiarity with APIs, cloud integrations, AI platforms, and emerging standards such as Model Context Protocol (MCP).

- Knowledge of B2B marketing technology, account-based marketing (ABM), CRM, and data ecosystems.

- Experience partnering with global consulting firms or systems integrators including Accenture, PwC, Deloitte, or EY.

Benefits

Our benefits include options for up to 100% paid Medical and Vision premiums for employees, a flexible PTO policy, paid holidays, and access to mental health and wellness resources. We also provide a 401(k) with pre-tax, after tax, and roth options, as well as short-term/long-term disability, life insurance, and other great benefits.

Our Commitment to Diversity, Equity, and Inclusion at Demandbase

At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings

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