Partner Development Manager

Introduction to Demandbase: Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform. As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom. About the Role As a Partner Development Associate, you will be responsible for building and scaling Demandbase’s Technology Partner ecosystem and Marketplace. Reporting into the Partnerships organization, you will own the sourcing, recruitment, and launch of net-new ISV partners that extend the Demandbase platform and unlock incremental customer value. You will manage a defined segment of the GTM technology ecosystem and lead partners from first conversation through Marketplace launch. This role sits at the intersection of platform strategy, product extensibility, and go-to-market execution, and directly impacts how Demandbase scales through technology partnerships. Responsibilities Partner Sourcing & Ecosystem Development • Develop and own a partner sourcing strategy aligned to Demandbase’s strategic priorities, customer use cases, and product roadmap. • Identify, research, and prioritize net-new ISV partners across the GTM technology ecosystem, including marketing, sales, RevOps, data, analytics, and AI platforms. • Map adjacent and competitive ecosystems to identify whitespace opportunities and high-impact integration opportunities. • Proactively source prospective partners through outbound outreach, events, referrals, and ecosystem-driven relationship building. • Evaluate and qualify inbound ISV and Services Partner applications to assess ecosystem fit and initiate partner discovery. Partner Discovery, Pitching & Recruitment • Lead early-stage partner conversations with founders, product leaders, and partnerships teams. • Clearly articulate the strategic, technical, and go-to-market value of building on the Demandbase platform and joining the Demandbase Marketplace. • Conduct structured discovery to understand partner goals, technical requirements, customer overlap, and success criteria. • Qualify partners based on technical feasibility, customer value, market opportunity, and long-term strategic alignment. Partner Launch & Cross-Functional Execution • Partner with Product, Engineering, Sales, and Marketing to move integrations from concept through build and Marketplace launch. • Coordinate partner onboarding, technical alignment, and internal readiness to support successful launches. • Support joint go-to-market initiatives, partner announcements, and targeted marketing campaigns. • Act as the internal advocate for partners, translating partner feedback into actionable insights for product and platform teams. • Maintain working knowledge of Demandbase APIs, data models, and platform capabilities to support effective partner conversations. Performance, Optimization & Marketplace Growth • Own partner recruitment and launch targets tied to Marketplace growth and customer adoption. • Track partner progress from agreement through build and launch, identifying blockers and opportunities to improve time-to-value. • Analyze partner funnel and launch metrics to refine sourcing strategies, qualification criteria, and messaging. • Contribute to the evolution of Demandbase’s Technology Partner Program, Marketplace experience, and ecosystem strategy. Qualifications • 1-2 years of experience in partnerships, business development, or sales within a B2B SaaS environment. • Demonstrated ability to source, prospect, and recruit net-new partners using outbound, inbound, and ecosystem-driven approaches. • Experience working within or adjacent to the GTM technology ecosystem (e.g., marketing, sales, CRM, RevOps, data platforms). • Comfort leading technical discovery conversations involving APIs, data flows, and integration architectures. • Experience leveraging AI and automation tools to accelerate research, prospecting, and outreach. • Strong written and verbal communication skills, with the ability to engage both technical and business stakeholders. • Strong research skills and curiosity to quickly understand partner products, business models, and market positioning. • Highly organized with strong time management, prioritization, and attention to detail. • Self-directed, resilient, and coachable, with the ability to operate independently and own outcomes. • Collaborative team player who builds strong cross-functional relationships. Benefits Our benefits include options for up to 100% paid Medical and Vision premiums for employees, a flexible PTO policy, paid holidays, and access to mental health and wellness resources. We also provide a 401(k) with pre-tax, after tax, and roth options, as well as short-term/long-term disability, life insurance, and other great benefits. Our Commitment to Diversity, Equity, and Inclusion at Demandbase At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis. We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply! We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together. Unsolicited Submissions At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid. Apply tot his job