Head of Cloud Partnerships

About the role

The Head of Cloud Partnerships at Exa is focused on extracting maximum distribution from the highest-leverage infrastructure in the AI ecosystem. They own one of Exa's most critical distribution layers: the hyperscaler clouds (AWS, GCP, Azure) and frontier model labs (OpenAI, Anthropic, and others).

Responsibilities

• Own the outcomes for your portfolio: depth of integration, marketplace listings, sourced and co-sold pipeline, and revenue contribution against ambitious quarterly targets.
• Run the AWS partnership end-to-end: relationship management with PDMs and partner AEs, AWS Marketplace listing and optimization, co-sell activation, field presence at AWS events, and joint outbound with their field teams.
• Eventually scale hyperscaler motions with GCP and Azure: replicate and adapt the AWS playbook across their partner ecosystems, marketplace programs, and co-sell workflows.
• Own frontier lab partnerships with OpenAI and Anthropic: joint solutioning with their applied and forward-deployed teams, tool catalog and plugin listings (GPT store, Claude tools, etc.), integration QA and eval support, and joint launches.
• Expand to additional frontier labs and AI platform partners as the ecosystem evolves.
• Drive co-marketing across the portfolio: joint launches, blog posts, demos, and conference moments in lockstep with partner marketing teams.
• Bring the voice of the partner back into product: what their field is seeing, what their customers are building, what's about to change in their stack before we feel it ourselves.

Requirements

• 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.
• 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 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.

Qualifications

• 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.

Skills

• Strategic thinking and execution.
• Strong communication and relationship-building skills.
• Technical acumen and ability to explain complex concepts to non-technical stakeholders.
• Ability to work independently and manage multiple priorities.

Benefits

• Premium healthcare benefits (medical, dental, vision).
• Fertility benefits.
• A monthly wellness stipend.

Pay

$200K - $300K

Schedule

In-person opportunity in San Francisco. We're happy to sponsor international candidates (e.g., STEM OPT, OPT, H1B, O1, E3).