Business Development & Partnerships Manager, Fiddler AI
$145-193k
+ Equity
More information about location
Enterprise AI observability
Be an early applicant
Enterprise AI observability
21-100 employees
Be an early applicant
$145-193k
+ Equity
More information about location
21-100 employees
Company mission
To build trust into Artificial Intelligence.
Role
Who you are
- 5–8+ years of experience in Business Development, Partnerships, Alliances, or Strategic Sales
- Proven experience working with cloud providers, infrastructure platforms, or systems integrators
- Track record of driving measurable pipeline and revenue through partnerships
- Experience in enterprise B2B software, ideally in AI, ML, data, or cloud infrastructure
- Ability to communicate complex technical concepts in clear business terms
- Strong executive presence and relationship-building skills
- Comfortable navigating complex, multi-stakeholder enterprise environments
- Experience operating in a fast-paced startup or scale-up environment
- Familiarity with AI/ML, GenAI, MLOps, or data platforms is strongly preferred
- Experience with AWS/GCP Marketplace motions
What the job involves
- The Manager, Business Development & Partnerships is responsible for building and scaling Fiddler AI’s strategic partner ecosystem to drive meaningful pipeline and revenue growth
- This role will develop deep relationships with cloud and infrastructure partners (AWS, GCP, NVIDIA), global systems integrators (Accenture, PwC, Capgemini, etc.), and adjacent AI ecosystem partners
- The mission is to translate partnerships into real-world impact through co-selling, joint solutions, and repeatable go-to-market motions that accelerate enterprise adoption of Fiddler
- With a strong analytical and commercial lens, this role ensures partnerships are tightly aligned to Fiddler’s enterprise GTM strategy and deliver measurable business outcomes
- This role sits at the intersection of Sales, Product, Marketing, and Customer Success. You’ll work closely with enterprise Account Executives, product leaders, and partner organizations to unlock new opportunities and scale Fiddler’s reach
- We’re a collaborative, high-energy team that balances strategic thinking with hands-on execution. We debate GTM strategy, dissect deal mechanics, and celebrate wins—while building the partnership playbook together as we scale
- Build and deepen strategic partnerships with AWS, Google Cloud (GCP), and NVIDIA, driving co-sell and field alignment
- Develop and execute joint go-to-market initiatives, including:
- Co-selling and account mapping
- Marketplace listings and private offers
- Joint solution architectures and reference designs
- Executive briefings, workshops, and partner events
- Establish and manage partnerships with global systems integrators (Accenture, PwC, Capgemini, etc.)
- Enable SI partners to position, sell, and deliver Fiddler as part of broader AI, GenAI, and digital transformation programs
- Identify and build partnerships with adjacent AI and GenAI companies (e.g, AI tooling companies)
- Collaborate with Product and Engineering to prioritize high-impact integrations
- Work closely with Sales to embed partners into active enterprise deals and accelerate pipeline
- Track and report on partner-sourced and partner-influenced pipeline and revenue
- Partner with Marketing on joint messaging, announcements, and campaigns
- Represent Fiddler at partner events, conferences, and executive meetings
- Operate with ownership, focus, and execution discipline in a fast-paced environment
Our take
AI and machine learning are increasingly shaping the way organizations make decisions. However, one major challenge is that AI technology often operates as a "black box". Unlike traditional software, where developers can review code to understand its logic, AI systems can be opaque, making it difficult for companies to fully grasp how data is interpreted and outcomes are reached.
Fiddler AI aims to address this gap with an explainable AI platform that offers transparency into how models make predictions. By providing clear insights into decision-making processes and enabling adjustments when bias is detected, Fiddler enhances trust and accountability in AI systems.
This focus on building trust in AI comes at a crucial time, as the market is expected to grow over 30% annually, reaching nearly $300B by 2026. Fiddler AI has already partnered with major banking institutions and online brands like Etsy. And with recent funding, Fiddler is well-positioned to compete with rivals like Reflektion and Conviva.
Steph
Company Specialist at Welcome to the Jungle
Insights
-4% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Dec 2024
$18.6m
SERIES B
Jun 2021
$32m
SERIES B
Total funding: $66.8m
Company benefits
- Equity
- 401K benefits
- 12 holidays and 3 company recharge days
- Flexible spending account
- Bi-monthly team building events
- Commuter benefits for Palo Alto
- Monthly gym reimbursement
- Annual home office stipend
- Medical, dental, vision, and life insurance
- 15 PTO days and 10 sick days
- Paid parental leave for 18 weeks
- Hybrid collaboration
- In-office lunch, snacks, coffee
- Monthly massages for Palo Alto
- Annual learning stipend
Company HQ
Ventura, Palo Alto, CA
Leadership
Krishna Gade
(Co-Founder & CEO)Former member of Specialized Types and Engineering Manager at Facebook. They also worked as the Head of Engineering at Pinterest.
Amit Paka
(Co-Founder & COO)Former Senior Director of Product Management at Samsung Mobile. Founder and former CEO at Parable. Former Head of Product at Paypal.
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