DevRev · Bengaluru
OtherRemoteposted 2mo ago
About DevRev
At DevRev, we're building the future of work with Computer – your AI teammate. Unlike traditional tools, Computer unifies all your data sources, tools, and workflows into a single AI-ready platform, giving employees real-time insights, proactive suggestions, and powerful agentic actions. It extends your existing software with AI-native apps and agents that work alongside your teams and customers – updating workflows, coordinating across teams, and eliminating repetitive work. We call this Team Intelligence: human-AI collaboration that breaks down silos, brings people back together, and frees you to solve bigger problems. Backed by Khosla Ventures and Mayfield with $150M+ raised, DevRev is trusted by global companies across industries.
We're looking for a Channel Partner Manager with a startup mindset and a builder's instinct. You'll own the full lifecycle of partner relationships end to end — from acquisition through business outcomes — with no hand-offs and no waiting for someone else to figure it out. You'll identify and recruit high-potential partners, onboard them effectively, build joint business and channel plans, develop co-created solutions, and relentlessly measure and drive results. This isn't a maintain-the-program role. It's a build-the-program role — high-impact, high-visibility, and central to DevRev's go-to-market expansion across the United States.
Location: North East (NY, PA, NJ) or Chicago only.
Background and experience
Currently a solo marketer covering marketing, events, SDR, and pipeline follow-up — broad, high-autonomy scope.
Mentors junior field marketers and founders on event strategy.
Previously partnered with Christopher Martin on ~3 sponsored events via Startup Grind, so she comes with an existing tie into DevRev's network.
Business acumen
Demonstrated strong judgment: turned down a misaligned Dreamforce partnership because the partner was targeting enterprise rather than her ICP — prioritizes pipeline quality over volume.
Bias to action: when SDRs produced zero invites for an upcoming dinner, she personally stepped in and invited 12 guests.
Frequently mistaken for the CEO at events — executive-level presence and ownership.
Network
Self-described "super connector" in the Bay Area startup scene.
Strong relationships with Startup Grind and similar organizations, which approach her to recruit sponsors rather than the reverse.
Fit for the role
Comfortable with the dual scope of field marketing plus events and understands how the two connect.
Bay Area based — aligns with the West Tier-1 city requirement.
Strong communication and rapport; described her first call with Laura as a "tête-à-tête, not an interview."
Compensation
Ask: $180K base minimum, explicitly base only (not total comp).
Current package: $140K base + $10K bonus + $180K in stock options.
Held firm on $180K base and declined an 80/20 split framing to reach it.
Areas to validate in later rounds
Metrics rigor: how she attributes events/campaigns to sourced vs. influenced pipeline.
Handoff discipline: how she passes engagements into sales/SDR follow-up and retargeting so momentum compounds.
AI and tooling: where she uses AI to speed up research and personalization.
Drive partner acquisition — Identify, prospect, and recruit high-value channel partners (VARs, resellers, SIs, and technology alliances) aligned with DevRev's ICP and growth strategy.
Own partner onboarding end to end — Design and execute a structured onboarding experience that gets partners productive fast — including technical readiness, sales alignment, and go-to-market activation.
Build and drive business plans — Co-develop joint business plans and channel plans with each partner, setting clear revenue targets, pipeline commitments, and milestones.
Measure and drive business outcomes — Define partner KPIs, track pipeline contribution, revenue attainment, and deal velocity. Hold partners accountable and course-correct when results fall short.
Develop joint solutions — Work with partners and DevRev's product team to co-create integrated solutions, use cases, and offerings that differentiate in the market and accelerate customer adoption.
Enable continuously — Deliver ongoing training, certifications, and enablement programs that deepen partner expertise and independence.
Align with direct sales — Collaborate closely with DevRev's sales organization to coordinate on accounts, avoid channel conflict, and maximize co-sell impact.
Advocate internally — Be the voice of your partners inside DevRev, working with marketing, product, and customer success to ensure partner needs are met.
Represent DevRev externally — Attend partner events, QBRs, and industry conferences to strengthen relationships and build brand presence.
4–7 years of experience in channel sales, partner management, or alliances — ideally in SaaS or enterprise software.
Startup mindset — you operate with urgency, resourcefulness, and zero entitlement. You don't wait for playbooks; you write them.
Builder at heart — you've created something from scratch before (a partner program, a territory, a team) and you're energized by ambiguity, not paralyzed by it.
End-to-end owner — you take full accountability from strategy through execution through outcomes. No "that's not my job" in your vocabulary.
Proven track record of acquiring partners and scaling those relationships into measurable revenue.
Experience building joint business plans and holding partners to outcome-based metrics.
Strong understanding of the SaaS go-to-market landscape and partner ecosystem dynamics.
Excellent communicator — comfortable presenting to C-level stakeholders at partner organizations.
Based in or willing to work from New York or Texas.
Experience co-developing joint solutions or integrations with channel partners.
Background in CRM, customer support, or DevOps tooling.
Existing relationships with SIs or resellers in the mid-market or enterprise space.
Competitive base salary + commission structure.
Equity participation.
Full benefits package.
Opportunity to shape DevRev's partner program from the ground up.
This role can be based in NY, PA, NJ and Chicago only.
DevRev is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.