Head of Partnerships

Job Description

We're hiring our first Head of Partnerships to own and grow the relationships that matter most to Metabase: the AI platforms and data warehouse vendors our customers build on every day. You'll work both ends of these relationships — building alignment with partner leadership teams, and building trust with individual sellers and solutions engineers who influence deals in the field.

This is a senior, high-ownership role for someone who's built a partnerships function from the ground up before and wants to do it again, at a company loved by hundreds of thousands in the community.

What you’ll do:

• Own and deepen Metabase's relationships with our key technical and go-to-market partners, with a near-term focus on major AI vendors and data warehouse providers
• Build multi-threaded relationships at both the seller/field level and the partner leadership level, so Metabase stays top-of-mind at every layer of the partnership
• Design and run co-selling and co-marketing motions that turn partner relationships into pipeline, not just goodwill
• Represent Metabase in strategic conversations with partners ; negotiating priorities, resolving friction, and identifying where deeper technical or commercial integration creates mutual value
• Build the systems, cadences, and reporting that turn partnerships from a set of relationships into a repeatable, measurable function
• Identify and evaluate new partnership opportunities as Metabase's ecosystem grows
• Act as the internal voice of our partners ; surfacing their roadmaps, priorities, and constraints to Sales, Marketing, and Product

What we’re looking for:

• 8+ years in partnerships, business development, or a related go-to-market role, with real ownership of partner relationships end-to-end
• Experience building a partnerships function at a small, scaling startup — you've operated with limited playbooks and built the process as you went, not just executed an existing one
• Comfortable operating at multiple altitudes: equally credible in a room with an AE or SE as in a room with a VP or Head of Partnerships
• A track record of turning partner relationships into measurable pipeline and revenue, not just logos on a slide
• Excellent written and verbal communicator who can represent Metabase credibly to technical and commercial audiences alike
• Bonus: existing relationships within the AI or data warehouse ecosystems
• Bonus: experience in open-source, developer tools, or data infrastructure companies
• Qualities we’re looking/testing for Ownership
• Comfortable with experiments
• Ability to create from scratch
• Comfort at different altitudes (IC to VP)