Business Development Manager (Tech Alliances)

About DevRev At DevRev, we're building the future of work with Computer – your AI teammate. Unlike traditional tools, Computer unifies all your data sources, tools, and workflows into a single AI-ready platform, giving employees real-time insights, proactive suggestions, and powerful agentic actions. It extends your existing software with AI-native apps and agents that work alongside your teams and customers – updating workflows, coordinating across teams, and eliminating repetitive work. We call this Team Intelligence: human-AI collaboration that breaks down silos, brings people back together, and frees you to solve bigger problems. Backed by Khosla Ventures and Mayfield with $150M+ raised, DevRev is trusted by global companies across industries. About the role DevRev's Technology Alliances team partners with the most important AI and cloud platforms in the world — AWS, Anthropic, Databricks, Snowflake, MongoDB, Salesforce, and more — to create joint value with our customers. We're hiring Business Development Managers to work closely with these partners and accelerate GTM by driving pipeline generation and co-sell opportunities. You'll work hand-in-hand with DevRev's Tech Alliances team and these tech partners to build joint go-to-market motions, co-create pipeline with our partners, and bring DevRev sellers and partner sellers together to accelerate opportunities to close. This is a field-facing, revenue-oriented role that sits at the seam between DevRev's sales organization and our partner ecosystem. What you'll do Partner with DevRev's Tech Alliances team to design and run joint go-to-market motions with our technology partners. Co-build pipeline with partners — source and develop joint opportunities through co-sell, marketplace, and joint account planning. Bring DevRev sellers and partner (Tech Alliance) sellers together on live deals, aligning both sides to accelerate opportunities through the funnel. Drive account mapping and joint account planning between DevRev and partner field teams in your region. Represent DevRev in partner field forums, co-sell reviews, and regional GTM motions. Localize partner GTM strategy to your geography — accounting for the regional customer base, partner landscape, and field team structure. Report on partner-sourced and partner-influenced pipeline, and on the health of the joint seller relationships you own. What you bring 8-12 years of experience in business development, alliances, partner/channel sales, or co-sell — ideally in SaaS, cloud, or AI. Techno-business acumen: comfortable in both the commercial and the technical conversation with sellers, partners, and customers. Established relationships with partner field/sales teams in your region a strong plus. Region-based (Palo Alto or New York), able to travel across the geography for partner and customer engagements. How do we work? Whatever your role, our values describe what we ask of each other. Be a bridger Look beyond your own role. Ask questions, share context and help others get unstuck. That may mean bringing the right people together or picking up a problem that doesn’t necessarily fit neatly into your job description. Care loudly We want your perspective, not just your agreement. Speak up when something isn’t working or someone needs support. Give honest feedback with respect for the person receiving it. Don’t let an uncomfortable conversation become an unspoken problem. Own the outcome Take responsibility for the result, not just your part in the process. Use AI to move the work forward, not to outsource your judgment. Make the call, check whether it worked and change course when it didn’t. If something goes wrong, own it and help fix it. That’s DevRev! DevRev is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.