Senior Partner Manager, SI

About Us

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 50,000 teams every week.

As of February 2025, we've surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Cloud customers, including JetBlue, HubSpot, Vodafone New Zealand, and Dunelm. We're backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

• Code-based data transformations unlock transparency, flexibility, and collaboration
• Analysts should adopt software engineering best practices to build trusted data products
• Core analytics infrastructure should be open source and user-controlled
• Analytic code—not just tools—should be shared and community-driven

dbt is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. 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.

Location: US Remote

Senior Partner Manager, Partner Ecosystem

We're currently seeking a new Senior Partner Manager to work with our SI and Consulting partner ecosystem. In this role, you'll have the opportunity to drive pipeline growth, collaborate with Sales and Marketing teams, and play a key role in shaping partner-led strategies at dbt Labs.

What You'll Do

• Manage relationships with a select portfolio of upmarket systems integrators (SIs) and consulting firms.
• Build and execute a strategy to acquire, develop, and retain SIs within the dbt Partner Program across the Americas market
• Work with our partners to develop a commercial engine that generates pipeline and partner-sourced revenue for dbt Labs. You\'ll own pipeline creation with partners.
• Serve as a strategic partner to our Sales Directors, aiding in partner alignment, territory planning, deal strategy, and partner-led services execution.
• Collaborate closely with our Sales and Marketing teams to align SI partners with the broader commercial plans for the region (i.e., new business, expansion, retention).
• Support the Community and Marketing teams to identify opportunities for expanding the dbt Community alongside our partners.

What You'll Need

• 12+ years experience working as a partner manager with SIs and consulting firms specializing in data and analytics
• A proven ability to hit and over exceed pipeline/revenue quotas through partners
• A well-developed, commercial mindset built around the importance of pipeline generation through the channel
• Excellent verbal, written, and in-person communication skills to interact with multiple levels and teams
• Ability to operate in an ambiguous and fast-paced work environment with integrity and accountability
• A passion for being an inclusive, collaborative teammate and involved member of the community
• Ability to travel up to 25% per month.

What Will Make You Stand Out

• Have existing relationships with the top RSIs/GSIs in the Snowflake and Databricks ecosystems
• The ability to express a clear strategy for growth and support of your partner portfolio, as well as the flexibility to change as conditions evolve on the ground
• Demonstrated interest and business expertise in data analytics, ETL, BI, and/or open-source software

Remote Hiring Process

• Intro chat with Talent Acquisition Partner
• Interview with Hiring Manager
• Team Interviews with members of the Global Partners Org

Benefits

• Unlimited vacation time with a culture that actively encourages time off
• 401k plan with 3% guaranteed company contribution
• Comprehensive healthcare coverage
• Generous paid parental leave
• Flexible stipends for: Health & Wellness; Home Office Setup; Cell Phone & Internet; Learning & Development; Office Space

Compensation

We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab's total rewards during your interview process. In select locations (including Boston, Chicago, Denver, Los Angeles, Philadelphia, New York City, San Francisco, Washington, DC, and Seattle), an alternate range may apply, as specified below.

OTE Range (80/20 Split) $233,000 — $300,000 USD

dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn't perfectly align with the job description, we encourage you to apply—we value potential just as much as a perfect resume.

Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page.

dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. Equity or comparable benefits may be offered depending on the legal or country limitations.

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