Partnerships Lead, GSIs

Replit replit.com Open · verified Sep 10, 2026

Hybrid Foster City Full-time Senior Channel & Partnerships

Senior Channel & Partnerships role at Replit. Foster City · full-time · $200,000–$235,000 base.

SalaryStated by Replit

$200,000 – $235,000

Base salary for this role, in USD per year, as published in the posting.

Role brief

Growth Roles summary, based on the employer's posting.

What you'll do

You'll set the GSI channel strategy and expand relationships beyond the Accenture partnership
You'll lead key GSI relationships through joint plans, co-selling, and solution development that create pipeline and revenue
You'll equip partner teams with training, certifications, and technical materials for Replit-based enterprise work
You'll work with Enterprise Sales to match GSI capabilities to customer needs in AI-driven software development
You'll measure partner pipeline, revenue, certifications, and outcomes, then update leadership and represent Replit externally

What you bring

You bring at least eight years in partnerships, channel sales, alliances, or business development, with substantial GSI work
You have grown GSI or large SI alliances at a fast-growing technology company, preferably in developer tools, cloud infrastructure, or enterprise SaaS
You understand GSI practice, delivery, go-to-market, and decision-making structures
You have delivered joint solutions and co-sell programs that produced measurable pipeline and revenue
You hold a bachelor's degree and can build executive trust, collaborate across teams, and create processes in an early-stage setting

Who this fits

This suits someone who understands GSIs from the inside and can earn credibility with senior partner and internal leaders. You'll work across Sales, Product, Marketing, Customer Success, and leadership in a fast-moving environment where programs may need to be built from scratch. The full-time role is based in Foster City, California, with in-office work required Monday, Wednesday, and Friday

From the employer

Replit is the agentic software creation platform that enables anyone to build applications using natural language. With millions of users worldwide, Replit is democratizing software development by removing traditional barriers to application creation.

We're looking for a Partnerships Lead, GSIs to build and scale Replit's relationships with the world's largest systems integrators. This is a high-impact, externally-facing role at the intersection of channel strategy, enterprise go-to-market, and ecosystem development. You'll own how Replit shows up for the EYs and Accentures of the world, building the programs, partnerships, and co-sell motions that turn GSI relationships into a meaningful revenue channel.

AI-driven software development is reshaping how enterprises build, and GSIs are at the center of how that transformation gets delivered to their clients. This role is for someone who knows how GSIs work from the inside, their practice models, their incentives, their org structures, and who can build the trust and commercial frameworks needed to make Replit a go-to platform in their delivery stack.

What You'll Do

Own and develop Replit's GSI Channel program strategy, building on the momentum of our Accenture partnership to recruit, enable, and scale additional GSI relationships (e.g., Deloitte, Cognizant, Infosys, Wipro, TCS, and others).
Serve as the primary relationship owner for key GSI partners, developing joint go-to-market plans, co-sell motions, and solution frameworks that drive pipeline and revenue.
Build and manage the partner enablement program, including training, certifications, and technical resources that equip GSI teams to position and deliver Replit-powered solutions to their enterprise clients.
Collaborate closely with Replit's Enterprise Sales team to identify and pursue co-sell opportunities, aligning GSI capabilities with customer needs for AI-driven software development.
Develop joint solution offerings with GSI partners that combine Replit's platform with partner delivery capabilities, targeting use cases in application modernization, developer productivity, and AI transformation.
Define and track partnership KPIs, including partner-sourced and partner-influenced pipeline, revenue, certifications, and customer outcomes. Regularly report progress to leadership.
Represent Replit at partner events, industry conferences, and executive briefings to deepen relationships and expand our partner ecosystem.
Negotiate partnership agreements, including commercial terms, co-marketing commitments, and joint investment plans.

Required Skills & Experience

8+ years of experience in partnerships, channel sales, alliances, or business development, with a significant focus on GSI relationships.
Proven track record of building and scaling GSI or large SI partnerships at a high-growth technology company, ideally in developer tools, cloud infrastructure, or enterprise SaaS.
Deep understanding of how GSIs operate, including their practice models, delivery structures, go-to-market motions, and decision-making processes.
Experience developing joint solutions and co-sell motions with GSI partners that resulted in measurable pipeline and revenue growth.
Strong executive presence with the ability to build trust and credibility with senior leaders at GSI firms and within your own organization.
Highly collaborative, with experience working cross-functionally across Sales, Product, Marketing, and Customer Success teams.
Comfort operating in a fast-paced, early-stage environment where you will need to build processes and programs from scratch.
Excellent communication and storytelling skills, with the ability to articulate the value of AI-driven development to both technical and business audiences.
Bachelor's degree required; MBA or equivalent experience is a plus.

Bonus Qualifications

Join at a pivotal moment: Replit is defining a new category in AI-powered software development, and our GSI channel is a strategic growth lever.
Work alongside a world-class team passionate about making software creation accessible to billions of people.
Competitive compensation, including equity, comprehensive benefits, and flexible work arrangements.
Be part of a culture that values speed, ownership, and impact over process and politics.

This is a full-time role that can be held from our Foster City, CA office. The role has an in-office requirement of Monday, Wednesday, and Friday.

Full-Time Employee Benefits Include:

💰 Competitive Salary & Equity

💹 401(k) Program with a 4% match (US Only)

⚕️ Health, Dental, Vision and Life Insurance

🩼 Short Term and Long Term Disability

🚼 Paid Parental, Medical, Caregiver Leave

🏝 Flexible Time Off (FTO) + Holidays

🚗 Commuter Benefits (In-Office & US Only)

📱 Monthly Wellness Stipend

🧑‍💻 Autonomous Work Environment

🖥 In Office Set-Up Reimbursement (In-Office Only)

🚀 Quarterly Team Gatherings

☕ In Office Amenities (In-Office Only)

Want to learn more about what we are up to?

Interviewing + Culture at Replit

To achieve our mission of making programming more accessible around the world, we need our team to be representative of the world. We welcome your unique perspective and experiences in shaping this product. We encourage people from all kinds of backgrounds to apply, including and especially candidates from underrepresented and non-traditional backgrounds.