Partner Development Representative

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 90,000 teams every week, driving data transformations and AI use cases. 

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture. 

We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

• Reliable, high-quality data is the fuel that propels AI-powered data engineering.

• AI is changing data work, fast. dbt’s data control plane keeps data engineers ahead of that curve.
• We empower engineers to deliver reliable, governed data faster, cheaper, and at scale.

dbt Labs 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.

dbt Labs and Fivetran have merged to create the defining open data infrastructure platform for the modern enterprise. We create the data infrastructure for AI agents you can trust. Together, we power the data pipelines, semantic layers, and transformation workflows that organisations rely on to run their businesses — and increasingly, to govern and scale their AI. We are at the centre of one of the most important shifts in enterprise technology: the move from fragmented, vendor-locked data stacks to open, portable, trustworthy infrastructure, critical for AI. Our platform is how the world's leading companies get AI into production.

This Partner Development Representative role supports dbt Labs' hyperscaler alliance programs across AWS, Google Cloud, and Microsoft Azure. You'll work closely with the global alliance managers and the Global Head of Cloud Service Providers to research opportunities, analyze data, and help design programs that scale across all three cloud partners. You'll also stay connected to the day-to-day co-sell motion - understanding what's working in the field and helping sales teams engage with the right partner counterparts at the right time.

This is an early career individual contributor role reporting to the Global Head of Cloud Service Providers. 

Co-sell execution and field support

• →Work with global alliance managers to understand co-sell processes specific to each partner and identify ways to improve support and scale - including sales-facing resources, system automation, and analytical insights
• →Proactively identify top accounts and customers for dbt Labs sales teams to prioritize with AWS, GCP, and Azure
• →Facilitate and secure engagements between dbt Labs/Fivetran and partner sales counterparts - including account workshops and joint opportunity reviews
• →Connect dbt Labs sales teams with the right partner contacts to ensure we're solution selling together and delivering a strong customer experience
• →Support pipeline creation and revenue growth across all three hyperscaler partnerships

Research and intelligence

• →Conduct informational interviews with partner field teams, customers, and internal stakeholders to understand where co-sell motions are working and where there's room to improve
• →Monitor trends across the hyperscaler ecosystem and synthesize findings into recommendations for alliance leadership
• →Identify whitespace and emerging opportunities across AWS, GCP, and Azure to help inform where we place bigger bets

Data analysis and account mapping

• →Own account mapping across all three partners — analyzing overlap, co-sell propensity, and expansion potential to help alliance managers prioritize
• →Track alliance health, pipeline contribution, and program performance across cloud providers
• →Translate data from internal systems, partner portals, and marketplace platforms into clear, actionable recommendations

Program development

• →Help design and pressure-test new alliance programs before launch, using data and field research to sharpen targeting and sequencing
• →Identify what's working in one region or with one cloud provider and build the case for scaling it globally
• →Define, maintain, and improve co-sell operational components including playbooks, sales resources, and analytical frameworks

• 1–3 years of experience in a sales, business development, or partner-facing role - BDR, SDR, or similar experience is a plus
• Some exposure to alliances, partnerships, or co-sell motions, even if not as a primary focus
• Comfort working with data - you've used tools like Salesforce, Excel, or similar to analyze accounts, track pipeline, or identify trends
• Experience using AI tools - whether that's agents, AI-assisted research, or tools like Claude, Glean, Notion AI - to accelerate analysis, surface insights, and do more with less  
• Strong organizational skills and attention to detail; you can manage multiple workstreams across different partners and stakeholders without dropping threads
• Clear, direct communicator - written and verbal - who can synthesize information and present it concisely to senior team members
• Curiosity about the data and cloud ecosystem; familiarity with AWS, GCP, or Azure
• Willingness to do the research - informational interviews, account mapping, competitive analysis - and turn findings into a clear point of view
• Collaborative by default; this role works across three alliance managers and multiple internal teams, so the ability to build relationships and earn trust matters
• Willingness to travel occasionally to engage partner teams and attend industry events

• Co-sell activity is running at scale across all three hyperscaler partners - with a volume of target co-sell account meetings booked across AWS, GCP, and Azure in FY27, logged and tracked in Salesforce
• Proactive account identification is working: dbt Labs/Fivetran sales teams are receiving regular, data-driven views of their top co-sell opportunities - by partner, account, and motion - and acting on them
• The co-sell process from submission to booked meeting is smooth and fast; sales teams know how to use it and trust that it will get them to the right partner contact quickly
• Partner-influenced pipeline is growing and attributable - co-sell activity is tagged consistently in Salesforce so we can measure what's working and where to invest more
• Alliance managers for Microsoft, AWS, and Google have a reliable research and analytical partner who helps them make smarter decisions about where to focus and what programs to build next
• You've built working relationships with partner-facing teams at all three hyperscalers and are a trusted connector between dbt Labs sellers and their cloud counterparts

dbt Labs/Fivetran is at a point in our alliance program where the infrastructure is in place and the motion works -  now we need to make it smarter and more scalable. This role sits across all three major cloud partnerships at once, which means you'll see more of how enterprise alliances actually operate than most people see in years.

It's a good fit if you're early in your career and want to build a foundation across sales, data, and partnerships rather than going deep in just one. You'll work directly with senior alliance managers and report to alliance leadership, so there's real visibility and real mentorship available.

The work is a mix of analytical and relational - you're not just pulling reports, and you're not just booking meetings. You're helping figure out where the best opportunities are and making sure the right people connect around them. Over time, there's a clear path toward a more senior alliance or partner role as the program grows.