Senior Alliance Manager, Wasabi
AI Infrastructure, Data Factory & Developer Partnerships
$170-210k
OTE
+ equity
More information about location
Cloud storage company
Be an early applicant
Cloud storage company
501-1000 employees
Be an early applicant
$170-210k
OTE
+ equity
More information about location
501-1000 employees
Company mission
To empower individuals and organizations to harness the power of their data through innovative cloud storage solutions.
Role
Who you are
- Deep working knowledge of the AI infrastructure landscape (compute, data infrastructure, AI-native platforms) and the broader developer ecosystem
- 10+ years in alliance management, business development, or partnerships, with deep, direct experience in the AI infrastructure and storage industries specifically An industry veteran with an existing network of relationships across AI infrastructure providers, neocloud/GPU companies, storage vendors, and the AI developer ecosystem A proven track record as a hunter — someone who has originated and closed new strategic partnerships from a cold start
- Strong executive presence — comfortable representing Wasabi at the partner-CEO and partner-VP level, and comfortable being the senior voice in the room
- Strong cross-functional leadership, with experience directing initiatives across Business Development, Sales, Marketing, and Product
- Comfortable with a metrics-driven approach to managing partner performance and pipeline
- Our ideal candidate is based in San Francisco Bay Area
What the job involves
- AI infrastructure is one of the fastest-growing areas of our business, and we're looking for a senior alliance leader to build our partner strategy across it from the ground up. This is a hunter's role as much as a strategist's: you'll spend real time identifying and pursuing prospective partners who don't yet know Wasabi, as well as managing relationships that already exist. The mandate spans three connected areas: AI infrastructure partnerships, AI data factory partnerships (the storage and data layer powering AI training and inference), and the emerging AI developer ecosystem
- This role calls for an AI industry veteran who already has credibility in the AI infrastructure and storage industry — with a network of relationships. You'll own the strategy, and the go-to-market for this motion end to end: evaluating who we partner with, originating those relationships yourself, structuring how the partnership creates revenue, and representing Wasabi commercially and technically with the companies building the AI infrastructure stack
- You'll work in close partnership cross functionally with product teams and with our Business Development team to evaluate and pursue neocloud providers, and other AI-native companies as the landscape evolves
- Hunt and originate new partnerships. Proactively identify, prospect, and land new AI infrastructure, data factory, and developer partners — this role is measured on new relationships built, not just existing ones maintained
- Set the partner strategy. Define which AI infrastructure, data factory, and developer partnerships matter most, and build the roadmap to get there
- Drive go-to-market. Build joint GTM plans and co-sell motions that turn partner capabilities into real, trackable revenue
- Partner with Business Development. Work hand-in-hand with BD to identify, evaluate, and develop relationships with OEM partners, neocloud providers, and other emerging AI companies — helping shape deal structure and unlock joint opportunity
- Own the commercial relationship. Lead forecasting, executive alignment, and business reviews for signed partners, from first conversation through signed deal and beyond
- Build the developer ecosystem presence. Establish Wasabi's footprint with AI developer platforms and communities largely from scratch
- Enable the field. Partner with Marketing and Enablement to turn partner strategy into campaigns, positioning, and seller-facing content
- Measure what matters. Track partner performance on new partnerships originated, pipeline, revenue, and engagement — not just activity
- Represent Wasabi externally. Attend partner summits, industry events, and executive briefings across the AI ecosystem, using your existing network to open doors
Our take
The cloud storage revolution is accelerating, and more companies want to make use of its services. But for some, the options out there may be unappealingly complex to implement, or simply beyond their financial reach. Wasabi Technologies supplies quick, reliable, and affordable cloud storage, so that more companies can make the most of the cloud.
Wasabi was founded in 2015 in hopes to make cloud data storage cheaper, as well as faster and simpler. The company provides Hot Cloud Storage, a one size fits all storage technology that is significantly cheaper than competitor alternatives. With its solution, users can affordably store near infinite amounts of data in a manner which is simple to access and easy to manage.
Wasabi Technologies has an impressive number of customers and partners globally and has raised substantial funding over the years. The latest investment is being used to to accelerate Wasabi’s expansion into AI infrastructure, as well as growing its footprint and product portfolio.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 9 rounds)
Jan 2026
$70m
LATE VC
Oct 2025
$32.5m
LATE VC
Total funding: $429.2m
Company benefits
- Remote First
- Health Insurance
- Vacation & Time Off
- Financial Benefits & Retirement
- Parental Leave
- Professional Development
Company HQ
Prudential / St. Botolph, Boston, MA
Leadership
David Friend
(President & CEO, Co-founder)Active investor, and board member at several business. Co-founder and former CEO of Carbonite. Previously co-founded 5 other companies.
Jeff Flowers
(CTO & Co-founder)Co-founder and former CTO of Carbonite, of Sonexis and of FaxNet. Co-Founder and former CEO of Storiant. Previous experience as VP of Engineering.
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