Head of Strategic Partnerships

Head Of Strategic PartnershipsBackstory (formerly People.ai) is hiring a Head of Strategic Partnerships to build and scale our partner channel from the ground up.This role focuses on developing early relationships with a small set of high-impact partners such as Google, OpenAI, and Anthropic. The goal is to identify where meaningful opportunities exist and convert those relationships into a partner-sourced pipeline through active co-sell motion.This is a builder role that requires strong judgment, direct engagement with partner sellers, and the ability to create traction from an early starting point.Over time, this role will evolve into building an AI-first partner engine that drives pipeline through leverage, automation, and repeatable systems.ResponsibilitiesOwn and develop early relationships across a focused set of strategic partnersIdentify where to invest to generate partner-driven introductions quicklyBuild direct relationships with partner field sellers and account teamsTranslate Backstory's product into a clear and compelling value proposition for partner sellersConvert early engagement into active co-sell motion and pipelinePartner cross-functionally with Sales, Product, and Marketing to support and enable the motionBuild toward an AI-first, scalable partner channel through automation and leverageRequirementsExperience building partnerships and co-sell motion from the ground upStrong understanding of enterprise ecosystems such as Microsoft, Salesforce, and ServiceNowAbility to influence partner AEs and drive meaningful engagementStrong judgment and ability to prioritize in ambiguous environmentsClear and compelling communicator who can position value effectivelyHigh energy and comfort operating in early-stage environmentsAI-first mindset with a focus on leverage, automation, and scalable impactWhat Success Looks Like90 days: Clear and prioritized partnership plan with defined actions, dependencies, and early traction6 months: At least one partner in active co-sell motion with real opportunities12 months: Early signs of AI-driven leverage across partner workflows18 months: Approximately 20% of new logo pipeline sourced from partners$280,000 - $330,000 a year Headquartered in San Francisco, CA, Backstory is backed by Y Combinator and Silicon Valley's top investors, including ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Akkadian Ventures, and Mubadala Capital. Backstory is listed in the top 20 percent of Inc 5000 companies, is a regular leader in our key categories on G2, and is on the Forbes list of America's Best Startup Employers.