Strategic Partnership Lead EMEA in London

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 50,000 teams every week. As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Cloud customers, including JetBlue, HubSpot, Vodafone New Zealand, and Dunelm. We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter.

At our core, we believe in empowering data practitioners:

• Code-based data transformations unlock transparency, flexibility, and collaboration.
• Analysts should adopt software engineering best practices to build trusted data products.
• Core analytics infrastructure should be open source and user-controlled.
• Analytic code—not just tools—should be shared and community-driven.

dbt is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we’re just getting started.

We’re growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values.

About the role:

This is a Strategic role to lead our largest partner Alliance in EMEA. dbt contributes significantly to the success of the Snowflake business and the value their customers enjoy. Snowflake is the primary data warehouse platform our customers use to extract value from their data and scale AI. dbt’s technology forms the predominant standard in enabling data transformation, used by over 90,000 companies every week either as Open Source ‘dbt core’ or paid for offering ‘dbt Platform’. We are one of the fastest growing pre IPO Data and AI companies.

Our aim is to partner with Snowflake to accelerate customer transformations and more heavily integrate into their AI roadmap. In doing so, generate net new sourced business for dbt Labs and Snowflake. In partnering with Snowflake, this role will generate significant partner sourced and influenced ARR for the EMEA business. The role is set within the wider Partner Management business of EMEA, with counterparts covering other Technical Alliances and System Integrators, both supported by fantastic Partner Solutions Architecture and Partner Marketing teams.

Candidates must be based in the United Kingdom.

In this role, you can expect to:

• Serve as the primary point of contact for Snowflake across EMEA.
• Build the strategy and execution plan for the region delivering new pipe generation and joint capability, ultimately maximising closed won ARR.
• Onboard new Snowflake teams to the joint value proposition, providing education on our product offerings, partnership tools, and processes, directing teams to self-serve where necessary.
• Maintain regular communication through scalable channels with Snowflake teams, their customers and the partner community within the Geography, including hands-on labs, newsletters, webinars, and email campaigns.
• Develop and maintain detailed QBR planning and a business plan that holds strong Executive followership.
• Continually drive the improvement of our overall partner program with suggestions to our head of operations and regional VP.

You’ll have an edge if you have:

• Prior experience in analytics, ETL, BI, and/or open-sourced software.
• Knowledge of or prior experience with dbt and/or Snowflake.
• Strong Sales and/or Partnership experience of building a sourcing channel.
• Entrepreneurial spirit and evidence of driving business outcomes from this.

Compensation:

We offer competitive compensation packages commensurate with experience, including salary, RSUs, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process. The typical starting salary range for this role is: £175,000 EUR to £212,000 GBP with growth into the £240,000's.

What to expect in the interview process:

• Interview with Talent Acquisition Partner.
• Interview with Hiring Manager.
• Team Interviews with members of the Sales team + challenge presentation.

dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn’t perfectly align with the job description, we encourage you to apply—we value potential just as much as a perfect resume.

Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page.

dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. RSUs or comparable benefits may be offered depending on the legal or country limitations.