Head of Partnerships
Leadership Channel & Partnerships role at Metabase. Remote · full-time · $175,000–$250,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Lead Metabase’s partnerships with AI platforms and data warehouse providers
- Build trust with field sellers, solutions engineers, and partner executives across each relationship
- Create co-selling and co-marketing programs that produce pipeline from partner work
- Negotiate priorities, remove obstacles, and uncover valuable technical or commercial integration paths
- Set up operating rhythms, measurement, and internal feedback loops for a scalable partner function
What you bring
- At least eight years in partnerships, business development, or another go-to-market discipline
- Experience launching a partner operation at a small, growing startup without established playbooks
- Confidence speaking with AEs and SEs as well as VP-level partnership leaders
- Evidence that your partner work generated pipeline and revenue, not just brand association
- Strong written and spoken communication for technical and commercial audiences
Who this fits
This role suits someone who has created partnership infrastructure from scratch and can work effectively with both field teams and executives. Connections in AI or data warehousing, plus experience with open-source, developer tools, or data infrastructure companies, are advantages. The position is remote in an asynchronous, remote-first environment.
From the employer
Job Description
We're hiring our first Head of Partnerships to own and grow the relationships that matter most to Metabase: the AI platforms and data warehouse vendors our customers build on every day. You'll work both ends of these relationships — building alignment with partner leadership teams, and building trust with individual sellers and solutions engineers who influence deals in the field. This is a senior, high-ownership role for someone who's built a partnerships function from the ground up before and wants to do it again, at a company loved by hundreds of thousands in the community.
What you’ll do:
- Own and deepen Metabase's relationships with our key technical and go-to-market partners, with a near-term focus on major AI vendors and data warehouse providers
- Build multi-threaded relationships at both the seller/field level and the partner leadership level, so Metabase stays top-of-mind at every layer of the partnership
- Design and run co-selling and co-marketing motions that turn partner relationships into pipeline, not just goodwill
- Represent Metabase in strategic conversations with partners ; negotiating priorities, resolving friction, and identifying where deeper technical or commercial integration creates mutual value
- Build the systems, cadences, and reporting that turn partnerships from a set of relationships into a repeatable, measurable function
- Identify and evaluate new partnership opportunities as Metabase's ecosystem grows
- Act as the internal voice of our partners ; surfacing their roadmaps, priorities, and constraints to Sales, Marketing, and Product
What we’re looking for:
- 8+ years in partnerships, business development, or a related go-to-market role, with real ownership of partner relationships end-to-end
- Experience building a partnerships function at a small, scaling startup — you've operated with limited playbooks and built the process as you went, not just executed an existing one
- Comfortable operating at multiple altitudes: equally credible in a room with an AE or SE as in a room with a VP or Head of Partnerships
- A track record of turning partner relationships into measurable pipeline and revenue, not just logos on a slide
- Excellent written and verbal communicator who can represent Metabase credibly to technical and commercial audiences alike
- Bonus: existing relationships within the AI or data warehouse ecosystems
- Bonus: experience in open-source, developer tools, or data infrastructure companies
Qualities we’re looking/testing for
- Ownership
- Comfortable with experiments
- Ability to create from scratch
- Comfort at different altitudes (IC to VP)
The US base salary range for this role is $175K–$250K annually, plus equity and benefits.
Compensation is determined by role, level, location, and individual qualifications, including skills, experience, and scope of responsibility. Pay may vary by geographic location and other job-related factors.
Benefits
We offer meaningful equity and a comprehensive US benefits package, including fully employer-covered medical, dental, and vision insurance (with 75% coverage for dependents), a 401(k) with employer match available to enroll after the first 30 days, flexible and unlimited paid time off including sick time, and an asynchronous, remote-first environment.
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