Partnerships Lead, GSIs

About the role

The Partnerships Lead, GSIs role at Replit is critical to building and scaling the company's relationships with the world's largest systems integrators. This is a high-impact, externally-facing role that involves building the programs, partnerships, and co-sell motions necessary to turn GSI relationships into a meaningful revenue channel.

Responsibilities

• Own and develop Replit's GSI Channel program strategy, building on the momentum of our Accenture partnership to recruit, enable, and scale additional GSI relationships.
• Serve as the primary relationship owner for key GSI partners, developing joint go-to-market plans, co-sell motions, and solution frameworks that drive pipeline and revenue.
• Build and manage the partner enablement program, including training, certifications, and technical resources that equip GSI teams to position and deliver Replit-powered solutions to their enterprise clients.
• Collaborate closely with Replit's Enterprise Sales team to identify and pursue co-sell opportunities, aligning GSI capabilities with customer needs for AI-driven software development.
• Develop joint solution offerings with GSI partners that combine Replit's platform with partner delivery capabilities, targeting use cases in application modernization, developer productivity, and AI transformation.
• Define and track partnership KPIs, including partner-sourced and partner-influenced pipeline, revenue, certifications, and customer outcomes.
• Regularly report progress to leadership.
• Represent Replit at partner events, industry conferences, and executive briefings to deepen relationships and expand our partner ecosystem.
• Negotiate partnership agreements, including commercial terms, co-marketing commitments, and joint investment plans.

Requirements

• 8+ years of experience in partnerships, channel sales, alliances, or business development, with a significant focus on GSI relationships.
• Proven track record of building and scaling GSI or large SI partnerships at a high-growth technology company, ideally in developer tools, cloud infrastructure, or enterprise SaaS.
• Deep understanding of how GSIs operate, including their practice models, delivery structures, go-to-market motions, and decision-making processes.
• Experience developing joint solutions and co-sell motions with GSI partners that resulted in measurable pipeline and revenue growth.
• Strong executive presence with the ability to build trust and credibility with senior leaders at GSI firms and within your own organization.
• Highly collaborative, with experience working cross-functionally across Sales, Product, Marketing, and Customer Success teams.
• Comfort operating in a fast-paced, early-stage environment where you will need to build processes and programs from scratch.
• Excellent communication and storytelling skills, with the ability to articulate the value of AI-driven development to both technical and business audiences.

Qualifications

• Bachelor's degree required; MBA or equivalent experience is a plus.

Skills

• Strong negotiation and relationship-building skills.
• Ability to work independently and as part of a team.
• Experience with enterprise software and SaaS products.
• Knowledge of GSI practices and enterprise sales methodologies.

Benefits

• Competitive salary and equity package.
• 401(k) program with a 4% match (US only).
• Health, dental, vision, and life insurance.
• Short-term and long-term disability coverage.
• Paid parental, medical, caregiver leave.
• Flexible time off (FTO) + holidays.
• Monthly wellness stipend.
• Autonomous work environment.
• In-office set-up reimbursement (in-office only).
• Quarterly team gatherings.
• In-office amenities (in-office only).