EMEA Partner Development Manager

1 мес. назад

EuropeWorldwideSeniorRemote

Responsible for developing and activating partner strategies in the EMEA region for 's partnerships function.

was born-remote and open-source-first. We believe our globally distributed team is our secret weapon in building tools developers love.
~400 team members
60+ countries
20+ languages spoken
Over $1B raised (including our $500M Series F)
540,000+ community members
We move fast, build in public, and use what we ship. If it’s in your project, we probably use it in ours too. We believe deeply in the open-source ecosystem and strive to support—not replace—existing tools and communities.

's Partnerships function spans several sub-functions — Integration Partners, Solution Partners, Cloud, Marketplace, and Startups — each of which owns a global strategy for their area. We're looking for a Partner Development Manager, EMEA to give those strategies a real presence in the region.
This is a generalist, region-first role covering all partner types . Rather than owning a single function end-to-end, you'll work across all of them — combining new partner development with the activation of partnerships that already exist globally, wherever the region needs it most.
You'll join an established global partnerships team, working day-to-day with our function leads and EMEA colleagues and reporting to the Head of Partnerships. You are the connection point between global partner strategy and the commercial, regulatory, and market realities of EMEA.
Much of the work happens in person — building senior partner relationships, being present in the market, and capitalising on co-selling and co-marketing opportunities across the region. As regional partner volume grows, we expect the role to evolve and eventually specialise; you'll help shape what that looks like.

5–10 years in partnerships, business development, or channel roles, with direct experience onboarding and running partnerships within EMEA specifically.
Demonstrated ability to operate across multiple partner motions — technology integrations, solution/SI, and startup ecosystem — without a single specialist playbook to rely on.
Experience building a regional function within a company that was previously concentrated in another region.
Strong commercial judgement across varied partner types and counterparties.
Comfortable operating independently across a significant timezone gap from the core team, with clear judgement on what requires synchronous alignment.
Background in developer tools, databases, or infrastructure software.
An established, senior-level network of partner connections in EMEA — across technology vendors, systems integrators, and/or the startup ecosystem — that can be activated quickly, with the credibility to engage senior counterparts from day one.
Fluent English, with excellent written and verbal communication — including the ability to make a clear case when regional realities diverge from global strategy.

Established relationships within AWS's EMEA partner organisation (strongly preferred), or GCP/Azure equivalents.
A second language relevant to the region (e.g. French, German, Spanish, Arabic).

Fully Remote We hire globally. We believe you can do your best work from anywhere. There are no offices, but we provide a WeWork membership or co-working allowance you can use anywhere in the world.
ESOP Every team member receives ESOP (equity ownership) in the company. We want everyone to share in the upside of what we’re building together.
Tech Allowance Use this budget to set up your ideal work environment—laptop, monitor, headphones, or whatever helps you do your best work.
Health Benefits covers 100% of health insurance for employees and 80% for dependents, wherever you are. Your wellbeing and your family’s health are important to us.
Annual Off-Sites Once a year, the entire company gathers in a new city for a week of connection, collaboration, and fun. It’s a highlight of our year.
Flexible Work We operate asynchronously and trust you to manage your own time. You know what needs to be done and when.
Professional Development Every team member receives an annual education allowance to spend on learning—courses, books, conferences, or anything that supports your growth.

is the Postgres development platform, built by developers for developers. We provide a complete backend solution including Database, Auth, Storage, Edge Functions, Realtime, and Vector Search. All services are deeply integrated and designed for growth.
Identify, prioritise, and close new partners across Integration, Solution, Cloud, Marketplace, and Startup motions where EMEA coverage does not yet exist — including smaller regional solution partners and resellers where they open up the market.
Build and maintain a regional pipeline of prospective partners across all functions.
Localise and activate globally-sourced partnerships for the EMEA market, including regional enablement, co-selling, co-marketing, and commercial terms where needed.
Ensure existing partner programs and benefits translate correctly to EMEA customers, partners, and startups.
Work alongside each sub-function lead to translate global strategy into regional execution.
Flag where global partnership strategy does not fit EMEA market conditions, and adapt it together with function leads.
Represent at EMEA partner and developer events, and build relationships with regional partner organisations.