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Head of Cloud Partnerships

Exa· GTM
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San Francisco, California$200k - $300kFull-timePosted 8mo ago

About the role

Head of Cloud Partnerships at Exa focused on maximizing distribution through hyperscaler clouds (AWS, GCP, Azure) and frontier model labs (OpenAI, Anthropic, others). Owns executive relationships, technical integrations, marketplace presence, co-sell motions, and joint launches to drive revenue and reach.

Responsibilities

  • Own the outcomes for your portfolio: depth of integration, marketplace listings, sourced and co-sold pipeline, and revenue contribution against ambitious quarterly targets.
  • Run the AWS partnership end-to-end: relationship management with PDMs and partner AEs, AWS Marketplace listing and optimization, co-sell activation, field presence at AWS events, and joint outbound with their field teams.
  • Scale hyperscaler motions with GCP and Azure: replicate and adapt the AWS playbook across their partner ecosystems, marketplace programs, and co-sell workflows.
  • Own frontier lab partnerships with OpenAI and Anthropic: joint solutioning with their applied and forward-deployed teams, tool catalog and plugin listings (GPT store, Claude tools, etc.), integration QA and eval support, and joint launches.
  • Expand to additional frontier labs and AI platform partners as the ecosystem evolves.
  • Drive co-marketing across the portfolio: joint launches, blog posts, demos, and conference moments in lockstep with partner marketing teams.
  • Bring the voice of the partner back into product: what their field is seeing, what their customers are building, what's about to change in their stack before we feel it ourselves.

Qualifications

  • You've owned cloud or platform partnerships end-to-end at a high-velocity company and can point to specific relationships you built and activated to measurable revenue outcomes.
  • Direct experience partnering with AWS: understand AWS partner operations, co-sell, and AWS Marketplace mechanics (ISV Accelerate, PDM relationships, APN co-sell).
  • Ability to grasp technical concepts quickly (APIs, agent stacks, retrieval, eval workflows) and present confidently to partner field engineers, FDEs, and AEs.
  • Comfort in a high-velocity startup where the portfolio evolves quickly and prioritization decisions sit with you.

Skills

Required:Cloud partnerships managementAWS co-sell and MarketplaceTechnical storytelling

Benefits

  • premium healthcare benefits (medical, dental, vision)
  • fertility benefits
  • monthly wellness stipend
Last updated Oct 7, 2026. Interested? Apply on the company site.
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About Exa

Web search rebuilt for LLMs

Exa is a search engine built for AIs. We enable developers to filter the internet's content with complex queries in order to bring the world's knowledge into their AI apps.

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