DevRev

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 We're looking for a Channel Partner Manager with a startup mindset and a builder's instinct. You'll own the full lifecycle of partner relationships end to end — from acquisition through business outcomes — with no hand-offs and no waiting for someone else to figure it out. You'll identify and recruit high-potential partners, onboard them effectively, build joint business and channel plans, develop co-created solutions, and relentlessly measure and drive results. This isn't a maintain-the-program role. It's a build-the-program role — high-impact, high-visibility, and central to DevRev's go-to-market expansion across the United States. Location: North East (NY, PA, NJ) or Chicago only. Background and experience Currently a solo marketer covering marketing, events, SDR, and pipeline follow-up — broad, high-autonomy scope. Mentors junior field marketers and founders on event strategy. Previously partnered with Christopher Martin on ~3 sponsored events via Startup Grind, so she comes with an existing tie into DevRev's network. Business acumen Demonstrated strong judgment: turned down a misaligned Dreamforce partnership because the partner was targeting enterprise rather than her ICP — prioritizes pipeline quality over volume. Bias to action: when SDRs produced zero invites for an upcoming dinner, she personally stepped in and invited 12 guests. Frequently mistaken for the CEO at events — executive-level presence and ownership. Network Self-described "super connector" in the Bay Area startup scene. Strong relationships with Startup Grind and similar organizations, which approach her to recruit sponsors rather than the reverse. Fit for the role Comfortable with the dual scope of field marketing plus events and understands how the two connect. Bay Area based — aligns with the West Tier-1 city requirement. Strong communication and rapport; described her first call with Laura as a "tête-à-tête, not an interview." Areas to validate in later rounds Metrics rigor: how she attributes events/campaigns to sourced vs. influenced pipeline. Handoff discipline: how she passes engagements into sales/SDR follow-up and retargeting so momentum compounds. AI and tooling: where she uses AI to speed up research and personalization. What you'll do Drive partner acquisition — Identify, prospect, and recruit high-value channel partners (VARs, resellers, SIs, and technology alliances) aligned with DevRev's ICP and growth strategy. Own partner onboarding end to end — Design and execute a structured onboarding experience that gets partners productive fast — including technical readiness, sales alignment, and go-to-market activation. Build and drive business plans — Co-develop joint business plans and channel plans with each partner, setting clear revenue targets, pipeline commitments, and milestones. Measure and drive business outcomes — Define partner KPIs, track pipeline contribution, revenue attainment, and deal velocity. Hold partners accountable and course-correct when results fall short. Develop joint solutions — Work with partners and DevRev's product team to co-create integrated solutions, use cases, and offerings that differentiate in the market and accelerate customer adoption. Enable continuously — Deliver ongoing training, certifications, and enablement programs that deepen partner expertise and independence. Align with direct sales — Collaborate closely with DevRev's sales organization to coordinate on accounts, avoid channel conflict, and maximize co-sell impact. Advocate internally — Be the voice of your partners inside DevRev, working with marketing, product, and customer success to ensure partner needs are met. Represent DevRev externally — Attend partner events, QBRs, and industry conferences to strengthen relationships and build brand presence. What we're looking for 4–7 years of experience in channel sales, partner management, or alliances — ideally in SaaS or enterprise software. Startup mindset — you operate with urgency, resourcefulness, and zero entitlement. You don't wait for playbooks; you write them. Builder at heart — you've created something from scratch before (a partner program, a territory, a team) and you're energized by ambiguity, not paralyzed by

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 is an untraditional SaaS revenue organization built to support a rapidly scaling technology startup driven by product-led growth and sales (PLG / PLS). We are looking for top talent to build and scale within the Houston or Dallas area, Texas. As an Enterprise Account Executive, you will prospect and nurture larger named accounts that are looking for a better way to connect with their customers and find product-market fit. You will work closely with customers end-to-end throughout their lifecycle — from concept and technical requirements through implementation, adoption, expansion, and conversion to paid. What you'll do • Build outreach to your existing network and new opportunities. • Relentlessly manage customer follow-up and your own pipeline against quota. • Develop and leverage partner and channel relationships to source and accelerate opportunities as DevRev scales its partner motion. • Work with our Growth team to increase product awareness. • Nurture and follow up with customers to share relevant use cases, identify key decision-makers, and gather requirements. • Guide customers through implementation plans to further adoption and drive paid conversion. • Partner with Product and Engineering to share customer feedback and feature requests. • Create content and refine scripts to support the customer journey and engagement points. • Maintain accurate pipeline data and account information in DevRev's in-house CRM. What you'll bring • 8+ years of experience in a closing role, ideally as an Enterprise Account Executive. • A proven track record in SaaS, IT, or B2B technology companies; CRM industry knowledge is a plus. • Existing partner relationships and/or practical experience working with channel partners. As DevRev actively expands its partner motion, the ability to bring and grow these relationships from day one is important. • Demonstrated new business development skills, including prospecting, cold calling, and networking to generate leads and expand the customer base. • An entrepreneurial spirit and a proactive, innovative approach to sales. You are comfortable experimenting with new strategies and taking ownership of outcomes. • Strong strategic thinking and the ability to develop and execute sales plans aligned to company objectives and market trends. • The ability to work autonomously, take initiative, and consistently meet or exceed sales targets. • Passion for the product and industry, with a commitment to exceptional customer service and long-term customer relationships. • Resilience, a high tolerance for ambiguity, and a founder's mentality that enables you to navigate uncertainty. • A customer-centric approach focused on understanding needs and delivering tailored, high-value solutions. • Creative problem-solving skills and the ability to differentiate offerings in a competitive market. • Leadership potential, including vision, influence, and the ability to inspire others toward shared goals. 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.

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. 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.

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 The AI Outcomes Manager is DevRev's unified post-sales owner — bringing Customer Success and Customer Support together into a single role. Instead of handoffs between siloed teams, you own accounts end-to end: resolving issues, driving adoption, managing escalations, and making sure customers extract measurable value from what they bought. You manage each account by its health and needs — proactively spotting risk and opportunity — rather than by whether a given interaction is labelled "support" or "success." AI is your multiplier, not a tool you use on the side. Our AI agent handles first-line triage, ticket classification, routing, knowledge retrieval, and deflection — so you can focus on what AI can't do: complex judgment, strategic enablement, relationship building, and driving outcomes. You'll be measured not just by what you do directly, but by how well you leverage AI to scale across a full portfolio. What you'll own Your portfolio — a book of enterprise and growth accounts under single, accountable ownership. The model protects depth over volume. The customer relationship, end-to-end — Own accounts from implementation and go-live through adoption, renewal health, and expansion. — Be the customer's single point of trust — no handoffs, in good times and bad. — Stay accountable for the outcome even when another team is responsible for the underlying work ("more accountability, less responsibility"). Implementation & go-live — Align on scope, success criteria, and the value the customer is buying before kickoff. DevRev · Customer Experience — Customer Outcomes 1 — Validate what was sold against what's feasible; close gaps and secure sign-off. — Own go/no-go readiness — flag risk and hold the line when a launch isn't ready. Ticket lifecycle, powered by AI — Respond within SLA — AI drafts, you review and personalize. — Validate and correct AI's classification and severity; your corrections train the model. — Own tickets through resolution; decide workaround vs. code fix and route to engineering while staying the owner. Adoption & value — Track usage trends and flag drops early using AI anomaly signals; turn them into proactive outreach. — Run enablement sessions; compare entitlements to actual usage and close adoption gaps. — Translate usage into business value (time saved, cost avoided, deflection); build the roadmap into every business review. Relationship & commercial — Keep relationships multi-threaded and engage executive sponsors. — Act on account signals before the customer raises a problem. — Run renewal reviews ahead of expiry; source and flag expansion opportunities to Sales. Who we're looking for — Technically oriented and AI-capable — comfortable with APIs, tracing issues, and explaining root causes to both engineers and customers. — An owner — you can carry a large B2B portfolio end-to-end, from ticket resolution through business reviews. — A strong communicator — you run customer calls confidently and write clear RCA reports and QBR materials. — AI-native — you embrace AI as your operating layer, actively train the model, and measure your own leverage. — Commercially aware — you understand ACV, track utilization, spot expansion signals, and connect usage to renewal confidence. — Comfortable with ambiguity — this is a new operating model; you'll help shape it, not just follow playbooks. — Deep in at least one domain — with the ability to cross-train and advise. Qualifications — Minimum a B.Tech (or equivalent bachelor's degree in engineering / technology), or a postgraduate degree in management (MBA or equivalent). — 3+ years in customer-facing technical roles (support engineering, solutions engineering, CSM, or TAM). — Hands-on with at least one of: ticketing systems, CRM, workflow automation, analytics platforms, or developer tools. — Background in fintech, enterprise SaaS, or high-volume support environments preferred. — Experience across both support and success motions is highly valued. 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 rel