Head of Cloud Partnerships

Head of Cloud Partnerships at Exa is focused on extracting maximum distribution from the highest-leverage infrastructure in the AI ecosystem. They own one of Exa's most critical distribution layers: the hyperscaler clouds (AWS, GCP, Azure) and frontier model labs (OpenAI, Anthropic, and others). These partners are the infrastructure through which AI is built and deployed, and Exa's depth of integration here is a direct multiplier on revenue and reach. You'll own the full relationship stack with each partner: from executive alignment and technical integrations to marketplace presence, co-sell motions with their AEs, and joint launches. Expect to operate with founder-level autonomy and a mandate to make Exa the gold standard partner across these channels.

Responsibilities

Own the outcomes for your portfolio: depth of integration, marketplace listings, sourced and co-sold pipeline, and revenue contribution against ambitious quarterly targets; Run the AWS partnership end-to-end: relationship management with PDMs and partner AEs, AWS Marketplace listing and optimization, co-sell activation, field presence at AWS events, and joint outbound with their field teams; Eventually scale hyperscaler motions with GCP and Azure: replicate and adapt the AWS playbook across their partner ecosystems, marketplace programs, and co-sell workflows; Own frontier lab partnerships with OpenAI and Anthropic: joint solutioning with their applied and forward-deployed teams, tool catalog and plugin listings (GPT store, Claude tools, etc.), integration QA and eval support, and joint launches; Expand to additional frontier labs and AI platform partners as the ecosystem evolves; Drive co-marketing across the portfolio: joint launches, blog posts, demos, and conference moments in lockstep with partner marketing teams; Bring the voice of the partner back into product: what their field is seeing, what their customers are building, what's about to change in their stack before we feel it ourselves

Requirements

Owned cloud or platform partnerships end-to-end at a high-velocity company and can point to specific relationships you built and activated to measurable revenue outcomes; Direct experience partnering with AWS: you know how their partner organization operates, have navigated the co-sell motion, and understand AWS Marketplace mechanics (ISV Accelerate, PDM relationships, APN co-sell); Can pick up technical concepts fast (APIs, agent stacks, retrieval, eval workflows) and represent them confidently to partner field engineers, FDEs, and AEs; Comfortable in a high-velocity startup where the portfolio evolves quickly and prioritization decisions sit with you

Nice to have

Broad experience across multiple hyperscaler platforms: GCP Partner Advantage, Microsoft Azure Marketplace, and familiarity with how their co-sell motions and partner incentive structures differ from AWS; Existing relationships inside OpenAI, Anthropic, or other frontier labs; You've navigated marketplace listings and co-sell programs across more than one cloud platform and have a point of view on what makes listings actually convert

Benefits

Premium healthcare benefits (medical, dental, vision); Fertility benefits; Monthly wellness stipend; Visa sponsorship for international candidates (STEM OPT, OPT, H1B, O1, E3)