ISV & Tech Partnerships Manager

AirOpsAirOps is the first end-to-end content engineering platform built for the AI era. In a world where discovery is shifting from traditional search to AI-driven platforms, we help brands get foundand stay found. We are currently in a phase of hyper-growth, having 5x'd our revenue in the last year by helping marketing teams at Ramp, Chime, Carta, and Rippling turn content quality into a durable competitive advantage.Our platform equips marketers to navigate the new discovery landscape, prioritize high-impact opportunities, and create accurate, on-brand content that earns citations from AI and trust from humans. Backed by Greylock, Unusual Ventures, Wing VC, and Founder Collective, we are building the intelligent systems that will empower the next generation of marketing leaders. AirOps is headquartered in San Francisco, New York, and Montevideo.About the RoleThis is AirOps' first dedicated ISV and tech partnerships hire. You'll report directly to the VP of Partnerships and own the full lifecycle of our most strategic technology relationships, from activation through co-sell. You'll work across a portfolio of active partners while building the playbooks that scale this motion as we grow.This is not a business development role. The relationships exist. We need someone who can deepen them, operationalize them, and drive measurable pipeline from them.What You'll OwnManage and grow a portfolio of active ISV and tech partners, serving as their primary point of contact at AirOpsDrive co-sell motion end-to-end: joint pipeline sourcing, deal registration, AE intros, and closed revenue attributionOwn co-marketing execution with partners: joint landing pages, launches, webinars, and events that generate qualified leads for both sidesCoordinate product integration work between partner teams and AirOps engineering, keeping roadmaps and commitments on trackBuild and maintain partner enablement materials so partner sales teams can confidently position AirOpsTrack and report on partner-sourced and partner-influenced pipeline; use data to prioritize where to focusIdentify expansion opportunities within existing partner relationships (new use cases, deeper integrations, marketplace listings)The AI EcosystemA meaningful portion of this role sits at the intersection of AirOps and the foundational AI layer. You'll help manage and grow our relationships with the model providers and cloud AI platforms (Anthropic, OpenAI, AWS Bedrock, GCP) that are building the ecosystem around LLMs. This includes navigating marketplace programs, MCP integrations, and co-sell opportunities tied to AI infrastructure commitments. Familiarity with how the AI agent ecosystem is being built (MCP, agentic workflows, LLM-native tooling) is a real differentiator for this role.What We're Looking For5 to 8 years in B2B tech sales, partnerships, ISV alliances, or partner management at a SaaS companyPrior direct sales experience required - you've carried a quota at some point in your career and know what it takes to closeProven track record driving co-sell revenue in a partnerships capacity: you've owned a partner pipeline number, not just supported oneExperience managing technical integrations with ISV partners (API, marketplace, MCP, or similar)Strong GTM instincts: you know how to turn a good relationship into a joint pipeline motionFamiliarity with the AI ecosystem (LLM providers, agent frameworks, MCP, AI-native tooling) is a strong plusComfortable operating without a playbook; you'll build it hereWhy This RoleYou'll be the first hire in this function: high visibility, high ownershipAirOps is at an inflection point. Our partner ecosystem is already producing revenue and we need someone to formalize and scale itDirect access to leadership and cross-functional partners across product, marketing, and salesOur Guiding PrinciplesExtreme OwnershipQualityCuriosity and PlayMake Our Customers HeroesRespectful CandorBenefitsEquity in a fast-growing startupCompetitive benefits package tailored to your locationFlexible time off policyParental LeaveA fun-loving and (just a bit) nerdy team that loves to move fast!