Strategic Alliances GTM Lead
Cursor · New York City, New York · San Francisco, California · Remote · United States
Our mission is to automate coding. The first step in our journey is to build the best tool for professional programmers, using a combination of inventive research, design, and engineering. Our organization is very flat, and our team is small and talent dense. We particularly like people who are truth-seeking, passionate, and creative. We enjoy spirited debate, crazy ideas, and shipping code.
SpaceXAI’s mission is to create AI systems that can accurately understand the universe and aid humanity in its pursuit of knowledge. Our team is small, highly motivated, and focused on engineering excellence. This organization is for individuals who appreciate challenging themselves and thrive on curiosity. We operate with a flat organizational structure. All employees are expected to be hands-on and to contribute directly to the company’s mission. Leadership is given to those who show initiative and consistently deliver excellence. Work ethic and strong prioritization skills are important. All employees are expected to have strong communication skills. They should be able to concisely and accurately share knowledge with their teammates.
About the position
Strategic alliances across hyperscalers, data platforms, and AI ecosystems are a major growth lever for SpaceXAI. We are seeking a Strategic Alliances GTM Lead to own the sales-facing GTM operating system across AWS, Microsoft Azure, Google Cloud, Snowflake, Databricks, and emerging strategic AI platforms.
This is not a single-partner alliance management role. You will work alongside the Global Cloud Alliance Leaders, Enterprise Sales, GTM Technical, Product, and Partner Marketing to turn alliance strategy, integrations, joint solutions, and partner relationships into measurable commercial execution.
You will own how we co-sell, enable sellers, map accounts, create new routes to market, forecast pipeline, activate joint solutions, and scale successful plays across the partner ecosystem. You will work directly with Enterprise Sales to determine where partners can help sellers enter accounts faster, navigate organizations more effectively, reach the right buyers, expand opportunities, and accelerate revenue.
The Global Cloud Alliance Leaders own the partner: strategy, executive relationships, Product alignment, integrations, joint business planning, and partner investment. You activate that portfolio across the field.
This is scoped as an IC at hire, with a path to team lead as the Strategic Tech Alliances org scales.
We believe collaboration thrives in person, so while this role can be remote, we expect periodic travel to our offices — cozy spaces in North Beach, San Francisco and Manhattan, New York, complete with well-stocked libraries — along with the regular travel this role typically involves.
Responsibilities
- Develop and execute the joint GTM strategy across AWS, Microsoft Azure, Google Cloud, Snowflake, Databricks, and emerging strategic AI platform partners
- Serve as the primary GTM counterpart to the Global Cloud Alliance Leaders, translating partner strategy, integrations, joint solutions, programs, and priorities into executable field motions
- Own the sales-facing GTM operating system across joint business plans, new routes to market, co-sell execution, seller enablement, account mapping, pipeline discipline, forecasting, and QBRs
- Work directly with Enterprise Sales to attach the right partner motion to priority accounts, active opportunities, and territory plans
- Build partner-sourced and partner-influenced pipeline through partner sellers, specialists, technical teams, executive relationships, and ecosystem signals
- Build account-mapping motions that identify customer overlap, existing workloads, cloud adoption, AI and data environments, partner relationships, and whitespace
- Identify and unlock new routes to market through co-sell, Marketplace, model and AI platforms, joint solutions, cloud commitments, and ecosystem partnerships
- Translate new integrations and joint solutions into customer use cases, target accounts, seller positioning, enablement programs, and opportunity-generation plays
- Design and execute segment-, industry-, workload-, and solution-specific sales plays for SpaceXAI and partner field teams
- Partner with Global Cloud Alliance Leaders and Partner Marketing on campaigns, executive programs, events, and account-based initiatives tied to GTM priorities and pipeline
- Own pipeline forecasting and track progress against shared commercial and revenue objectives
- Participate in forecast calls, pipeline reviews, and executive QBRs as the accountable GTM owner for strategic alliances
- Identify successful partner motions and systematically scale them across sellers, accounts, industries, workloads, and regions
Requirements
- 8+ years of experience in enterprise sales, strategic alliances, business development, cloud partnerships, data and AI, or partner go-to-market
- Demonstrated experience building and scaling co-sell or joint GTM motions with major cloud, data, or technology platform partners
- Proven experience generating enterprise pipeline through partners and converting ecosystem relationships into qualified opportunities and revenue
- Experience identifying new revenue streams and routes to market through co-build, co-sell, Marketplace, and joint GTM motions
- Experience working directly with Enterprise Sales to map accounts, activate partners, source opportunities, and support active customer pursuits
- Experience working across a portfolio of strategic partners rather than exclusively managing a single cloud or platform alliance
- Experience developing and executing joint business plans with external partners
- Experience building pipeline forecasts and operating against shared pipeline and revenue targets
- Demonstrated ability to translate technical product capabilities, integrations, and partner strategy into clear business value and executable field motions
- Ability to travel up to 50% of the time
- Bachelor’s degree or equivalent relevant experience
Nice-to-haves
- Previous experience working directly within or alongside AWS, Microsoft Azure, Google Cloud, Snowflake, Databricks, frontier AI labs, or AI platform partner organizations
- Track record of building partner-sourced and partner-influenced pipeline and scaling successful co-sell motions across enterprise sales organizations
- Experience working with Global Alliance Leaders to translate alliance strategy and product integrations into field execution
- Experience building enterprise GTM strategies and multi-partner motions from the ground up
- Familiarity with cloud Marketplaces, model platforms, co-sell programs, cloud commitments, partner investments, and enterprise procurement
- Background in AI/ML, foundation models, agents, developer tools, data platforms, or enterprise software
- Builder mindset with strong commercial instincts, customer focus, and a willingness to remain hands-on while developing motions that scale