Head of Cloud Partnerships

Join Exa as the Head of Cloud Partnerships, where you'll drive the company's growth by managing relationships with key hyperscaler clouds and frontier model labs. You'll have full ownership of the partnership strategy, from executive alignment to technical integrations, and will be expected to achieve ambitious revenue targets. This role requires a deep understanding of cloud partnerships, experience with AWS, and the ability to navigate a fast-paced startup environment.

• Responsable de la gestion de la relation avec les partenaires hyperscaleurs (AWS, GCP, Azure) et les laboratoires de modèles de pointe (OpenAI, Anthropic, etc.), en veillant à l'intégration technique, à la présence sur le marché et aux motions de co-vente.
• Développement et mise en œuvre de stratégies pour maximiser la distribution et les revenus, en atteignant des objectifs ambitieux en matière de pipeline et de contribution aux revenus.
• Coordination des efforts de co-marketing avec les équipes de marketing des partenaires, y compris les lancements conjoints, les publications de blog et les démonstrations.
• You can pick up technical concepts fast (APIs, agent stacks, retrieval, eval workflows) and represent them confidently to partner field engineers, FDEs, and AEs
• You're comfortable in a high-velocity startup where the portfolio evolves quickly and prioritization decisions sit with you
• You have 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)
• You've 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
• 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