Ecosystem Business Development Manager

About the role

Tempo is expanding beyond the Atlassian ecosystem and seeking an entrepreneurial Ecosystem Business Development Manager to establish new strategic partnerships with AWS and Microsoft. This role involves building relationships, paperwork, and go-to-market plans from scratch, listing Tempo on relevant marketplaces, recruiting services partners, and coordinating with internal teams.

Responsibilities

• Ecosystem Activation & Marketplace GTM: Own the end-to-end activation of new hyperscaler and platform ecosystems, starting with AWS and Microsoft. Build the relationship, paperwork, and go-to-market plan from the ground up. Get Tempo listed and transactable on relevant marketplaces (e.g., AWS Marketplace, Azure Marketplace / AppSource).
• Partner Recruitment & Pipeline Development: Recruit and activate the ecosystem owner's services partners, regardless of whether they're existing Tempo or Atlassian partners, to sell and deliver Tempo alongside their hyperscaler practice. Define and track partner-sourced and partner-influenced pipeline for each new ecosystem, and report progress and results to Tempo's leadership team.
• Field & Cross-Functional Coordination: Coordinate with Tempo's AEs, SEs, and Marketing to build joint campaigns, co-sell plays, and enablement content tailored to each new ecosystem. Represent Tempo at hyperscaler partner events, summits, and marketplace programs to build visibility and relationships in each new ecosystem. Work with Product and Engineering to prioritize the integrations and technical requirements each marketplace and co-sell program needs.
• Use AI day-to-day to research and prioritize new partners and prospects, pull together GTM and enablement content faster, and keep pipeline reporting current across multiple ecosystems at once.

Requirements

• 7+ years of experience in business development, strategic alliances, or partner management within B2B SaaS.
• Direct, hands-on experience standing up or running a hyperscaler relationship — AWS Marketplace/ACE, Microsoft Partner Center/AppSource, or a comparable platform co-sell program.
• Strong business development instincts: able to identify the right people, open the door, and turn early conversations into a structured, repeatable motion.
• Comfort working with services partners you don't already have a relationship with, and building trust quickly.
• Data-driven approach to partnerships — defining success metrics, tracking pipeline, and reporting results clearly to leadership.
• Excellent communication skills, with the ability to translate a new ecosystem's programs and priorities into a clear, actionable plan for internal teams.

Preferred Experience

• Leveraging AWS Marketplace or Microsoft co-sell/AppSource presence for a B2B SaaS company.
• Familiarity with the enterprise PPM, SPM, ITSM, or project management software landscape.
• Experience working in a high-growth, PE-backed or venture-backed SaaS environment.
• Comfort operating as a senior individual contributor — highly autonomous, structured, and able to create leverage without a large team.
• Comfort using AI tools to support research, content, and reporting from day one.