ISV & Tech Partnerships Manager

About AirOps AirOps is the first end-to-end content engineering platform built for the AI era. In a world where discovery is shifting from traditional search to AI-driven platforms, we help brands get found—and stay found. We are currently in a phase of hyper-growth, having 5x’d our revenue in the last year by helping marketing teams at Ramp, Chime, Carta, and Rippling turn content quality into a durable competitive advantage. Our platform equips marketers to navigate the new discovery landscape, prioritize high-impact opportunities, and create accurate, on-brand content that earns citations from AI and trust from humans. Backed by Greylock, Unusual Ventures, Wing VC, and Founder Collective, we are building the intelligent systems that will empower the next generation of marketing leaders. AirOps is headquartered in San Francisco, New York and Montevideo. About the Role This is AirOps' first dedicated ISV and tech partnerships hire. You'll report directly to the VP of Partnerships and own the full lifecycle of our most strategic technology relationships, from activation through co-sell. You'll work across a portfolio of active partners while building the playbooks that scale this motion as we grow. This is not a business development role. The relationships exist. We need someone who can deepen them, operationalize them, and drive measurable pipeline from them. What You'll Own Manage and grow a portfolio of active ISV and tech partners, serving as their primary point of contact at AirOps Drive co-sell motion end-to-end: joint pipeline sourcing, deal registration, AE intros, and closed revenue attribution Own co-marketing execution with partners: joint landing pages, launches, webinars, and events that generate qualified leads for both sides Coordinate product integration work between partner teams and AirOps engineering, keeping roadmaps and commitments on track Build and maintain partner enablement materials so partner sales teams can confidently position AirOps Track and report on partner-sourced and partner-influenced pipeline; use data to prioritize where to focus Identify expansion opportunities within existing partner relationships (new use cases, deeper integrations, marketplace listings) The AI Ecosystem A meaningful portion of this role sits at the intersection of AirOps and the foundational AI layer. You'll help manage and grow our relationships with the model providers and cloud AI platforms (Anthropic, OpenAI, AWS Bedrock, GCP) that are building the ecosystem around LLMs. This includes navigating marketplace programs, MCP integrations, and co-sell opportunities tied to AI infrastructure commitments. Familiarity with how the AI agent ecosystem is being built (MCP, agentic workflows, LLM-native tooling) is a real differentiator for this role. What We're Looking For 5 to 8 years in B2B tech sales, partnerships, ISV alliances, or partner management at a SaaS company Prior direct sales experience required - you've carried a quota at some point in your career and know what it takes to close Proven track record driving co-sell revenue in a partnerships capacity: you've owned a partner pipeline number, not just supported one Experience managing technical integrations with ISV partners (API, marketplace, MCP, or similar) Strong GTM instincts: you know how to turn a good relationship into a joint pipeline motion Familiarity with the AI ecosystem (LLM providers, agent frameworks, MCP, AI-native tooling) is a strong plus Comfortable operating without a playbook; you'll build it here Why This Role You'll be the first hire in this function: high visibility, high ownership AirOps is at an inflection point. Our partner ecosystem is already producing revenue and we need someone to formalize and scale it Direct access to leadership and cross-functional partners across product, marketing, and sales Our Guiding Principles Extreme Ownership Quality Curiosity and Play Make Our Customers Heroes Respectful Candor Benefits Equity in a fast-growing startup Competitive benefits package tailored to your location Flexible time off policy Parental Leave A fun-loving and (just a bit) nerdy team that loves to move fast!

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