Partner Development Manager - Google Cloud & Databricks

Employment Type: Full-time Location: United States (remote)

About Us

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 50,000 teams every week.

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Cloud customers, including JetBlue, HubSpot, Vodafone New Zealand, and Dunelm. We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

• Code-based data transformations unlock transparency, flexibility, and collaboration
• Analysts should adopt software engineering best practices to build trusted data products
• Core analytics infrastructure should be open source and user-controlled
• Analytic code—not just tools—should be shared and community-driven

dbt is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we’re just getting started. We’re growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values.

About the Role

We’re currently seeking a Partner Development Manager to lead North American sales execution with Google Cloud & Databricks. You will join our ranks to accelerate co-selling activities across our collective ecosystem to accelerate our joint business.

What You’ll Do

• Build productive North American sales relationships with Google Cloud & Databricks.
• Drive sales enablement & engagement with Google Cloud, Databricks & dbtLabs sellers to grow pipeline, exceed revenue and consumption goals.
• Drive joint sales & marketing plays to generate pipeline and closed revenue for dbt labs.
• Collaborate internally at dbtLabs with product, sales, and marketing functions to accelerate revenue impact for dbt through Google Cloud & Databricks.

What You’ll Need

• 12+ years of experience working as a partner sales/development manager demonstrating an ability to work with & find mutual success with large Data & AI platform partners.
• Experience partnering & navigating hyperscaler / platform partner sales and marketing organizations for mutual success - enablement, pipeline generation & sales execution.
• Proven ability to hit and over exceed pipeline/revenue quotas through partners.
• Well-developed, commercial mindset and grasp the importance of pipeline generation.
• Excellent verbal, written, and in-person communication skills to interact with partner & dbt Labs sales leadership as well as Account Executives.
• Ability to operate in a highly accountable, fast-paced work environment with integrity.
• Passion for being an inclusive, collaborative teammate focused on business outcomes.

What Will Make You Stand Out

• Demonstrated success in sales and alliances at technology companies; start-up experience welcomed but not required.
• The ability to express a clear baseline strategy for growth and support of your partner.
• Agility to evolve with speed on evolving product & platform partner strategy.
• Demonstrated expertise in data analytics, ETL, BI, and/or open-source software.

Remote Hiring Process

1. Interview with a Talent Acquisition Partner
2. Interview with Hiring Manager
3. Team Interviews (1:1s) with members of the Global Partners Org

Benefits

• Unlimited vacation time with a culture that actively encourages time off.
• 401k plan with 3% guaranteed company contribution.
• Comprehensive healthcare coverage.
• Generous paid parental leave.
• Flexible stipends for:
  • Health & Wellness
  • Home Office Setup
  • Cell Phone & Internet
  • Learning & Development
  • Office Space

Compensation

We offer competitive compensation packages commensurate with experience.