About the Role
Runpod is the AI Developer Cloud, used by more than 500,000 developers to build, train, deploy, and serve AI workloads. We are a remote-first company operating at the intersection of developer experience, production AI infrastructure, and efficient compute economics.
We are hiring a Director, Cloud Marketplace and AI Infrastructure Partnerships to turn organic ecosystem pull into a structured partner motion. This role is for someone who understands cloud marketplaces, co-sell, referral partners, SIs, VARs, and AI infrastructure buyers, and who can build the operating system for partnerships while still doing the work hands on.
The priority is not generic business development. The priority is a partner ecosystem that helps AI-native companies and enterprise teams discover, buy, and deploy Runpod through the channels they already trust: cloud marketplaces, AI/ML consultancies, infrastructure partners, system integrators, and complementary developer platforms.
What success looks like
- Runpod has a clear partner strategy across marketplace, referral, reseller, SI, and technology ecosystem motions.
- Cloud marketplace and co-sell motions become easier for enterprise buyers and sales teams to use.
- Partner-sourced and partner-influenced pipeline is measurable, not anecdotal.
- The team knows which partner motions deserve investment and which are distractions.
Responsibilities
- Cloud marketplaces and co-sell. Lead marketplace strategy across AWS, Azure, and GCP. Improve listings, procurement workflows, co-sell readiness, distributor relationships, and sales enablement.
- AI infrastructure ecosystem. Identify and recruit partners across MLOps, model platforms, AI consultancies, developer tooling, data platforms, and infrastructure services.
- Referral and technology partners. Build bidirectional referral motions and co-marketing programs with complementary vendors in the AI/ML ecosystem.
- System integrators and consultancies. Build joint solution programs with boutique AI consultancies, regional SIs, and select GSIs where there is real customer demand.
- Operating cadence. Define partner tiers, qualification criteria, pipeline tracking, enablement materials, business reviews, and success metrics.
- Cross-functional execution. Work with Sales, Product, DevRel, Marketing, and Finance so partner leads, marketplace deals, and enterprise procurement workflows fit Runpod's hybrid PLG and sales-assisted motion.
Requirements
- 7+ years in partnerships, business development, cloud marketplace, channel, ecosystem growth, or partner sales, with at least 2 years operating at a senior level.
- Proven experience with cloud marketplace, co-sell, reseller, distributor, SI, VAR, or enterprise procurement motions.
- Understanding of AI infrastructure, GPU cloud, MLOps, developer tools, cloud infrastructure, or technical B2B partner ecosystems.
- Ability to build partner strategy and run execution personally. This is not a pure management role.
- Experience negotiating commercial agreements and turning them into measurable pipeline or revenue outcomes.
- Strong communication and stakeholder management across sales, product, marketing, finance, and partner organizations.
- Successful completion of a background check.
Preferred
- Experience at an AI infrastructure, GPU cloud, cloud marketplace, dev tools, MLOps, cloud infrastructure, or enterprise SaaS company.
- Direct AWS Marketplace, Azure Marketplace, GCP Marketplace, AWS co-sell, Microsoft co-sell, or distributor experience.
- Existing relationships with AI consultancies, cloud partners, infrastructure partners, or system integrators.
- Experience building a partner function from early traction rather than inheriting a mature channel program.