Strategic Partnerships Manager

About Us

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 90,000 teams every week, driving data transformations and AI use cases. As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture. We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners: Reliable, high-quality data is the fuel that propels AI-powered data engineering. AI is changing data work, fast. dbt’s data control plane keeps data engineers ahead of that curve. We empower engineers to deliver reliable, governed data faster, cheaper, and at scale. dbt Labs 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.

About the role:

This is a Strategic role to lead our GCP and Databricks Data and AI Alliances across EMEA. dbt contributes significantly to the success of these partners and the AI enabled value their customers enjoy. dbt provides the Data Infrastructure required to contextualise and unlock trust in AI. 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 these Alliances to accelerate customer data transformations and heavily integrate into their AI roadmaps. In doing so, generate net new sourced business for dbt Labs and these partners. In partnering with GCP and Databricks 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 our fantastic Partner Solutions Architecture and Partner Marketing teams.

In this role, you can expect to:

• Serve as the primary point of contact for GCP and Databricks 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 GCP and Databricks teams to the joint value proposition, providing education on our product offerings, partnership tools, and processes.
• Maintain regular communication through scalable channels with partners’ teams, their customers and the partner community within the Geography.
• 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 AI, analytics, ETL, BI, and/or open-sourced software.
• Knowledge of or prior experience with dbt, GCP and or Databricks.
• 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.

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.