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Gumloop is a multiplayer AI agent builder enabling teams to automate workflows using any AI model and integration. The company has raised over $70M from top-tier investors (Benchmark, First Round Capital, Y Combinator, Nexus Ventures) and counts Gusto, Ramp, Shopify, Samsara, Instacart, and Opendoor among its users.
You will lead the strategic partnerships function, turning partnerships into enterprise deployments, customer value, and revenue. This is a sales-led, hands-on leadership role where you own the commercial outcome end-to-end.
Key responsibilities:
- Own commercial outcomes: build partner-sourced pipeline, close new business with Sales, drive adoption with Customer Success, and forecast partnership business.
- Build the initial private equity motion: identify target firms, earn trust with operating partners, create joint plans that generate qualified opportunities across their portfolios.
- Sell through to the buyer: secure executive sponsors, adoption owners, and IT approval; translate interest into use cases, business cases, and buying processes.
- Negotiate partnerships with clear economic structures: design referral, co-selling, and other arrangements with defined incentives, responsibilities, and approval paths.
- Build repeatable processes: establish qualification standards, account mapping, enablement, deal registration, and attribution with RevOps; create scalable activation across portfolio companies.
- Build and lead the team: execute early work yourself, then hire and develop the team against a clear business case; decide which additional partner channels merit investment.
- Use Gumloop internally to automate partner research, account mapping, and reporting.
You will work in a small, fast-moving team building at scale. The role emphasizes hands-on execution, strategic thinking, and team building.
REQUIREMENTS:
- 8+ years in B2B SaaS partnerships, business development, or enterprise sales, including 3+ years directly accountable for partner-sourced pipeline or revenue.
- 3+ years hiring, managing, and developing a partnerships or commercial team, with evidence of coaching and building strong operating cadence.
- Track record of partnerships that produced attributable pipeline, closed revenue, and customer expansion; ability to explain numbers and personal contribution.
- Experience personally sourcing, negotiating, and activating enterprise agreements, including difficult trade-offs around pricing, incentives, and resourcing.
- Ability to earn trust with senior executives and navigate business owners, IT, security, and procurement; understanding of PE sponsors, operating partners, and independent portfolio-company buyers.
- Experience in enterprise SaaS, AI, automation, data, cloud, or developer tools; ability to demonstrate workflows and discuss APIs, integrations, data access, security, and deployment dependencies (coding not required).
- Evidence of building a partner motion from initial thesis and first deal into repeatable pipeline, activation, and expansion; ability to set strategy, work deals, establish processes, and develop a team without an existing program.
BONUS:
- Direct PE operating-partner relationships or experience driving adoption across independently run portfolio companies.
- Experience with AI/automation and consumption-based pricing.
- Experience with consulting firms, systems integrators, technology alliances, or cloud partners.
- Partner enablement and deployment playbooks that scale beyond one-to-one workshops.
- Practical experience building workflows and agents in Gumloop.
