Business Development Manager: Partnerships

About the Role

Rippletide is hiring a Business Development Manager to build and scale the partner ecosystem that drives our enterprise revenue. You will own three partnership tracks simultaneously: technology integrations (cloud providers, AI platforms, developer tools), system integrators and consultants (bringing Rippletide into large transformation projects), and resellers or distributors (extending our commercial reach into new geographies and verticals). Your primary KPI is revenue generated through and with partners (closed revenue). This is a high-ownership, externally facing role at the intersection of commercial strategy and execution.

What You'll Do

• Identify, qualify, and close partnership agreements across three tracks: tech integrations, system integrators/consultants, and resellers/distributors.
• Own the full partner lifecycle from prospecting and negotiation through onboarding, activation, and ongoing revenue management.
• Build joint go-to-market plans with strategic partners: co-selling motions, co-marketing initiatives, and integration roadmaps. Hold partners accountable to revenue commitments.
• Work closely with Sales to ensure seamless handoff on partner-sourced and partner-influenced deals, and to avoid channel conflict.
• Develop and maintain partner enablement materials and resources that make Rippletide easy to sell and implement.
• Track and report on partner-generated revenue, deal registration, and partner health metrics on a weekly cadence to leadership.
• Represent Rippletide at ecosystem events, partner summits, and industry conferences to build relationships and source new partnerships.

What We're Looking For

• 4–7 years of experience in business development, partnerships, or channel sales at a B2B SaaS or enterprise tech company.
• Demonstrated track record of building partner programs that generate measurable revenue: you can point to numbers.
• Experience across multiple partnership types: you have worked with at least two of the three tracks (tech, SI/consulting, reseller).
• Strong negotiator with the ability to structure agreements that align incentives and protect Rippletide's interests.
• Highly commercial mindset: you think in revenue, not only in logos or MoUs.
• Entrepreneur mindset: you treat problems as opportunities, take ownership instinctively, and move with urgency.
• Based in Paris or San Francisco, with willingness to travel for key partner engagements.

Nice to Have

• Prior experience building partnerships in the AI, data infrastructure, or developer tools space.
• Existing relationships with cloud hyperscalers (AWS, Azure, GCP), major SIs (Accenture, Capgemini, BCG), or enterprise software resellers.
• Experience setting up a partner program or channel playbook from scratch at an early-stage company.
• Previous experience as a founder or co-founder.

What We Offer

• Competitive base salary with meaningful variable tied directly to partner-generated revenue. Your upside is real.
• Early-employee equity (BSPCEs for France, stock options for US) with significant upside as Rippletide scales.
• Direct access to founders and the ability to shape Rippletide's ecosystem strategy from the ground up.
• Travel budget for partner meetings, conferences, and ecosystem events.
• Comprehensive health coverage and learning stipend.