Why This Job is Featured on The SaaS Jobs
### Why this Role is Featured on The SaaS Jobs
Partnerships roles matter most in SaaS when distribution is shaped by ecosystems rather than single-channel outbound. This position sits at that intersection, with explicit ownership across hyperscaler alliances and partner types like SIs and ISVs. The company is described as Series B and operating in data privacy and AI, a segment where procurement, trust, and platform fit often determine adoption, making partner strategy a core go-to-market lever rather than a supporting function.
For a SaaS career, the role offers repeatable exposure to how partner-sourced and partner-influenced revenue is actually built and measured. Working through cloud co-sell motions, marketplaces, and joint value propositions develops skills that translate across modern B2B SaaS, especially where integrations and platforms drive demand. The emphasis on operational tracking and cross-functional coordination also maps closely to how scaling SaaS teams create process around pipeline attribution and partner enablement.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Employment Type
Full time
Compensation
- Estimated Base Salary $120K – $165K • Offers Equity • Offers Bonus
About Tonic.ai
Tonic.ai is a fast-growing, Series B company operating at the critical intersection of data privacy and AI agents, making it an essential component of the modern AI stack. The fleet of AI agents combine advanced data synthesis, de-identification, and privacy-preserving techniques to enable high quality data generation and secure use of enterprise data for model training, fine-tuning, and software development—driving faster innovation, safer AI systems, and regulatory compliance while protecting customer data.
The Partnerships Lead acts as the connective tissue between our most strategic external partners and our internal Go-To-Market machine. While you will own the partner relationships end-to-end, your mandate extends beyond traditional channel management. You will serve as a cross-functional operator who translates partner ecosystems into actionable revenue, spearheading co-sell motions with the AWS, GCP, and Azure clouds, identifying, on-boarding, and managing strategic ISVs, and building the scalable operating systems required to navigate a complex, developer-first AI market. This is about driving partner-sourced and influenced pipeline across our SI, ISV, and Cloud marketplace channels just as much as it is about defining our joint value propositions in the AI era.
About the Role
Tonic.ai is looking for a high-energy, high-ownership Partnerships Lead to own and scale our most critical relationships. Partners drive a material portion of our sales, and we are looking for a self-starter to navigate these complex ecosystems. Reporting directly to the CFO and VP of Business Development, you will be the primary engine driving our presence within AWS, GCP, and Azure and our network of SIs and ISVs.
This is a unique opportunity for an ambitious professional with 3–5 years of experience to step into a high-visibility role, own a significant portion of our revenue strategy, and shape the partner ecosystem of a leader in the AI data space.
What You’ll Do
Cloud Ecosystem Management: Run point on our AWS, Azure, and GCP relationships. You will manage account mapping sessions, navigate co-sell portals, and ensure Tonic is the "go-to" recommendation for cloud reps selling into AI and data privacy use cases.
Channel Execution: Manage and grow our relationships with Systems Integrators (SIs), VARs, and resellers. You will be responsible for partner enablement, ensuring they have the tools and knowledge to source and influence deals.
Joint Value Propositions: Work with the CFO & VP of BizDev to identify strategic ISVs. You will help draft and iterate on the "better together" stories that show how Tonic integrates with the broader AI/ML stack.
GTM Coordination: Act as the liaison between partner reps and Tonic’s internal Sales and Marketing teams to ensure leads are followed up on and co-marketing activities (webinars, events, etc.) are executed flawlessly.
Operational Tracking: Use Salesforce and partner portals to track pipeline, attribute partner influence, and report on the health of each partnership to the executive team.
Who You Are
The "Relentless Follow-up" Expert: You know that partnerships live and die in the details. You are organized, proactive, and never let a partner lead go cold.
AI-Curious: You understand (or are eager to master) the nuances of the AI ecosystem. You can explain why data privacy is the biggest bottleneck to LLM adoption in the Enterprise.
Relationship-Driven: You enjoy the "people" side of sales but have the technical chops to understand a developer-first product.
Scrappy & Strategic: You are comfortable working in a fast-paced Series B environment where you have to build the playbook while running it.
What We're Looking For
3–5 years of experience in Partnerships, Channel Sales, Business Development, or a high-growth Sales or Solutions Engineer role (AE/AM) within the SaaS space.
Experience navigating Cloud providers: Direct experience navigating AWS, GCP, and Azure.
Proven Track Record: Experience meeting or exceeding targets related to pipeline generation and/or partner-influenced revenue.
Communication Skills: Exceptional written and verbal communication, you’ll be representing Tonic.ai to some of the largest tech companies in the world.
Self-Starter Mentality: You don't wait for a task list; you see a gap in our partner strategy and you move to fill it.
Why Tonic.ai?
Impact: You will report directly to the CFO and have a front-row seat to the strategic decisions shaping the future of AI and data privacy.
Breadth: Unlike narrow FP&A roles, this position offers exposure to every facet of the business from product strategy to board room mechanics.
Culture: We value intellectual curiosity, autonomy, and a bias for action.
Compensation Range: $120K - $165K
