Partnership Manager

Type: Full-time

ABOUT KESTRA

Kestra is the Orchestration Control Plane of the AI Era — a general-purpose, open-source workflow orchestration platform trusted by engineering and data teams at JPMorgan Chase, Bloomberg, Apple, BHP, Crédit Agricole, and Deutsche Telekom.

We just closed a $25M Series A (total $36M raised). 2 billion workflows executed in 2025. ~30,000 GitHub stars. 25x revenue growth since Seed.

We're not a niche tool. We orchestrate data pipelines, infrastructure automation, business processes, and agentic AI workflows — all in one platform.

THE MISSION

• We're building the Kestra Partner Ecosystem Catalog — the go-to destination for integrations and solutions from Kestra's technology and services partners.
• Discover integrations and solutions from Kestra partners to help you build and run modern applications.

This means three partner categories

• Technology partners — cloud providers, data platforms, AI vendors, infrastructure tools that integrate natively with Kestra (AWS, GCP, Azure, dbt, Spark, OpenAI, Terraform, Kubernetes, and 1200+ plugins already in the ecosystem)
• Consulting & SI partners — system integrators and boutique firms that implement and customize Kestra for enterprise customers

You own this program end to end: from signing the first partners to running the ecosystem at scale.

THE ROLE

• You report to the CEO and work closely with Product, PMM, Field Engineering, and the Sales team.
• This is a builder role. There is no playbook yet. You write it.

RESPONSIBILITIES

1 — Build the Partner Program from scratch

• Design the program structure: tiers, benefits, co-marketing, referral mechanics, certification requirements
• Define onboarding process, partner portal, co-sell rules of engagement
• Set KPIs: partner-sourced pipeline, partner-influenced ARR, ecosystem catalog coverage

2 — Sign and activate technology partners

• Identify and prioritize integration partners (strategic cloud platforms, AI/ML tooling, data infrastructure, DevOps/IDP vendors)
• Lead partnership negotiations: co-marketing agreements, joint GTM plans, technical integration scopes
• Coordinate with Product and Engineering to ship and document integrations

3 — Develop consulting & SI partnerships

• Map the landscape of relevant system integrators, boutique DevOps/data consultancies, and nearshore delivery firms
• Structure partner enablement: training, certifications, Kestra Academy access, demo environments
• Run joint account planning with Field Engineers and Account Executives

4 — Drive ecosystem growth

• Own the Kestra Partner Ecosystem Catalog — content, positioning, and launch
• Build co-marketing plays: joint case studies, webinars, conference presence, community cross-pollination
• Work with PMM on partner-led demand generation campaigns

5 — OPERATE WITH RIGOR

• Maintain a healthy pipeline of partner candidates at all stages
• Quarterly business reviews with strategic partners
• Report on partner-sourced and partner-influenced revenue monthly

WHAT WE'RE LOOKING FOR

Must-have

• 4–7 years in partnerships, business development, or alliances — ideally in open-source infrastructure, data tooling, DevOps, or cloud platforms
• Experience building a partnership program from early stage (not just inheriting and operating one)
• Technically fluent: you understand how integrations work, can speak to engineering teams, and read a YAML config without flinching
• Strong commercial instincts: you know how to structure a win-win deal and move it to signature
• Excellent written and verbal communication — in English, German or French a plus

Strong plus

• Prior exposure to open-source ecosystems and developer communities
• Experience with workflow orchestration, data pipelines, or infrastructure automation
• Existing network in the data/cloud/DevOps consulting world (Europe or US)
• Familiarity with co-sell and co-market mechanics in cloud marketplaces (AWS, GCP, Azure)

WHY KESTRA

• Series A company, moving fast, expanding in the US and DACH
• You own a greenfield — full scope, full accountability
• Direct line to the CEO and leadership team
• Open-source product with genuine community traction (~30K GitHub stars)
• Remote-friendly with a strong engineering culture

WHAT YOU GET

• Real ownership in a globally distributed, technical team
• Direct line to the CEO and full visibility on company strategy
• A product already running mission-critical workloads at Fortune 500 companies
• Competitive compensation, equity, and health insurance

LOCATION & TRAVEL

Base: US (East Coast preferred), fully remote. Regular travel to customers, industry events, and team offsites. Close coordination with the European team across time zones.