Head of Cloud Partnerships, Exa

• You've owned cloud or platform partnerships end-to-end at a high-velocity company and can point to specific relationships you built and activated to measurable revenue outcomes
• You have direct experience partnering with AWS: you know how their partner organization operates, have navigated the co-sell motion, and understand AWS Marketplace mechanics (ISV Accelerate, PDM relationships, APN co-sell)
• You can pick up technical concepts fast (APIs, agent stacks, retrieval, eval workflows) and represent them confidently to partner field engineers, FDEs, and AEs
• You're comfortable in a high-velocity startup where the portfolio evolves quickly and prioritization decisions sit with you

Desirable

• The Head of Cloud Partnerships at Exa is focused on extracting maximum distribution from the highest-leverage infrastructure in the AI ecosystem. They own one of Exa's most critical distribution layers: the hyperscaler clouds (AWS, GCP, Azure) and frontier model labs (OpenAI, Anthropic, and others)
• These partners are the infrastructure through which AI is built and deployed, and Exa's depth of integration here is a direct multiplier on revenue and reach
• You'll own the full relationship stack with each partner: from executive alignment and technical integrations to marketplace presence, co-sell motions with their AEs, and joint launches. Expect to operate with founder-level autonomy and a mandate to make Exa the gold standard partner across these channels.
• Own the outcomes for your portfolio: depth of integration, marketplace listings, sourced and co-sold pipeline, and revenue contribution against ambitious quarterly targets
• Run the AWS partnership end-to-end: relationship management with PDMs and partner AEs, AWS Marketplace listing and optimization, co-sell activation, field presence at AWS events, and joint outbound with their field teams
• Eventually scale hyperscaler motions with GCP and Azure: replicate and adapt the AWS playbook across their partner ecosystems, marketplace programs, and co-sell workflows
• Own frontier lab partnerships with OpenAI and Anthropic: joint solutioning with their applied and forward-deployed teams, tool catalog and plugin listings (GPT store, Claude tools, etc.), integration QA and eval support, and joint launches
• Expand to additional frontier labs and AI platform partners as the ecosystem evolves
• Drive co-marketing across the portfolio: joint launches, blog posts, demos, and conference moments in lockstep with partner marketing teams
• Bring the voice of the partner back into product: what their field is seeing, what their customers are building, what's about to change in their stack before we feel it ourselves