About DevRev
At DevRev, we're building the future of work with Computer – your AI teammate. Unlike traditional tools, Computer unifies all your data sources, tools, and workflows into a single AI-ready platform, giving employees real-time insights, proactive suggestions, and powerful agentic actions. It extends your existing software with AI-native apps and agents that work alongside your teams and customers – updating workflows, coordinating across teams, and eliminating repetitive work. We call this Team Intelligence: human-AI collaboration that breaks down silos, brings people back together, and frees you to solve bigger problems. Backed by Khosla Ventures and Mayfield with $150M+ raised, DevRev is trusted by global companies across industries.
We're looking for a Partner Business Manager to build and scale DevRev's partner ecosystem across Australia and New Zealand. You'll be responsible for recruiting, enabling, and driving revenue through channel partners - including systems integrators, technology consultants, VARs, and cloud marketplace partners (AWS, etc.). This is a foundational role where you'll shape our ANZ partner strategy from the ground up.
What you'll do- Build the ANZ partner ecosystem - Identify, recruit, and onboard strategic partners including SIs, consulting firms, ISVs, and cloud alliance partners aligned to DevRev's ideal customer profile.
- Drive partner-sourced and partner-influenced revenue - Own pipeline targets and ARR contribution from the partner channel. Develop joint go-to-market plans with top partners.
- Enable and activate partners - Deliver technical enablement, sales training, and marketing support to ensure partners can independently position, demo, and close DevRev.
- Co-sell with partners - Work alongside DevRev's direct sales team and partner sales reps to progress joint opportunities through the pipeline.
- Manage partner economics - Structure commission frameworks, deal registration, and incentive programs to motivate partner engagement.
- Develop joint marketing initiatives - Collaborate with marketing to run co-branded campaigns, events, and demand generation activities in ANZ.
- Own the partner relationship lifecycle - From recruitment through onboarding, activation, and growth. Track partner health metrics and QBRs.
- Represent the ANZ market internally - Feed regional insights on partner needs, competitive dynamics, and market opportunities back to global leadership.
- 8-12 years in partner/channel sales, alliance management, or business development within enterprise SaaS or cloud platforms.
- Proven track record of building partner programs or scaling channel revenue in the ANZ market.
- Existing relationships with SIs, consulting firms, and technology partners in Australia and New Zealand (e.g., Deloitte, Accenture, Infosys, Wipro, local/regional consultancies).
- Experience working with cloud marketplaces (AWS, Azure, GCP) and co-sell motions.
- Strong understanding of SaaS economics - ARR, ACV, partner margin structures, and deal registration models.
- Ability to translate product value into partner-friendly messaging and enablement materials.
- Comfort operating in an early-stage, high-growth environment where you'll build playbooks from scratch.
- Excellent stakeholder management - internally with sales, marketing, and product teams, and externally with partner executives.
- Based in Australia with willingness to travel across ANZ (and occasionally to HQ).
- Background in CRM, support/ticketing, developer tools, or product management platforms.
- Experience with AI/ML-driven SaaS products.
- Familiarity with DevRev or competing platforms (Zendesk, Jira, Salesforce Service Cloud, Freshworks).
- Prior experience at a company that scaled from $10M-$100M ARR.
- Opportunity to build the ANZ partner function from the ground up at a category-defining company.
- Competitive base + uncapped variable compensation tied to partner revenue.
- Equity in a high-growth, well-funded startup.
- Direct access to executive leadership and founders.
- Flexible working arrangements.
DevRev is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.
Skills Required
- 8-12 years in partner/channel sales, alliance management, or business development within enterprise SaaS or cloud platforms.
- Proven track record of building partner programs or scaling channel revenue in the ANZ market.
- Existing relationships with systems integrators, consulting firms, and technology partners in Australia and New Zealand.
- Experience working with cloud marketplaces (AWS, Azure, GCP) and co-sell motions.
- Strong understanding of SaaS economics (ARR, ACV), partner margin structures, and deal registration models.
- Ability to translate product value into partner-friendly messaging and enablement materials.
- Comfort operating in an early-stage, high-growth environment and building playbooks from scratch.
- Excellent stakeholder management with internal teams and external partner executives.
- Based in Australia with willingness to travel across ANZ (and occasionally to HQ).
- Background in CRM, support/ticketing, developer tools, or product management platforms.
- Experience with AI/ML-driven SaaS products.
- Familiarity with DevRev or competing platforms (Zendesk, Jira, Salesforce Service Cloud, Freshworks).
- Prior experience at a company that scaled from $10M-$100M ARR.
What We Do
DevRev is a business software company that brings developers (dev) and customers (rev) together in the era of product-led growth. The company is building an API-first dev-centric CRM that leverages data, design, and machine intelligence to empower devs to build, support, and grow their revs. In times of anemic NPS and high customer churn, DevRev strives to create the world's most customer-centric companies led by happy developers
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