Director of Partnerships

About the Role

We're hiring our first Director of Partnerships to build North's cloud provider partnership function from the ground up, with AWS as the anchor relationship.

This is a 01 role. You'll own how North shows up inside the AWS ecosystem with partner teams, account managers, and field sellers. Those relationships will transform into co-sell motion and sourced pipeline. From there, you'll extend the same playbook to Azure and GCP, and to the consultancies, MSPs, and technology partners that serve the same customers.

Why cloud providers want us in the room: optimized customers are loyal customers. Waste is what drives teams to shop their workloads elsewhere. When we help a customer get clean, we protect that account and grow it over the long run which is exactly why this is a partnership, not a conflict.

You'll report to the VP of Sales and work closely with teams on Marketing, Sales, and Engineering.

What You’ll Do

• Own the AWS relationship end to end. Build and deepen relationships across AWS partner teams, account managers, and field sellers. Drive co-sell motion, marketplace presence, and partner-sourced pipeline.
• Extend to Azure and GCP. Apply the same playbook to Microsoft Azure and Google Cloud as secondary cloud provider partnerships.
• Partner with Account Executives. Participate directly in active sales opportunities, assist sellers with navigating key cloud provider contacts, and establish clear engagement protocols to seamlessly connect partner alliance efforts with active sales opportunities.
• Grow the surrounding ecosystem. Develop relationships with consultancies, MSPs, and technology partners that sit alongside the cloud providers in our customers' environments.
• Turn relationships into revenue. Partner with Sales on co-sell and partner-sourced deals from introduction through close. You will build the engagement and attribution processes that make the motion repeatable.
• Operate the program. Run quarterly business reviews with partners, track sourced and influenced pipeline, and report clearly on what's working.
• Build demand with Marketing. Work with Marketing on co-marketing, joint content, and campaigns that reach customers through partner channels.
• Show up where the ecosystem is. Represent North at AWS re:Invent and summits, cloud provider events, and the FinOps community.

What We’re Looking For

• 5+ years in partnerships, alliances, channel sales, or ecosystem management
• Direct experience in the AWS partner ecosystem;  existing relationships inside AWS are what we're most excited about
• A track record building a partnership motion from scratch, not just maintaining an established one
• Comfort carrying and owning a revenue number
• Strong relationship-building and negotiation skills, and the judgment to know which partnerships are worth the time
• Based in the New York City Metropolitan Area

Nice to Have

• Time spent inside AWS, Azure, or GCP
• FinOps or cloud cost management background
• AWS Marketplace experience
• Series A–C startup experience

Why This Role Matters

Channel will be a core revenue lever for North.

As cloud spend grows and companies seek cost optimization partners, resellers and ecosystem relationships will play a critical role in how customers discover and adopt North.

You’ll help define how we scale beyond direct sales, turning strategic partnerships into a predictable growth engine.

Work Setup

Hybrid role based in New York City, with an office in Dumbo, Brooklyn.

Benefits

• Unlimited PTO
• 16-week fully paid parental leave (20 weeks at 50% for mothers)
• Company-wide breaks: last week of August & Dec 23–Jan 3
• The opportunity to participate in company benefits, including a Medical PPO Plan with majority of the premium covered by North.
• 30-day sabbatical every 4 years
  
  

Compensation

• $130,000 – $175,000 base salary, + uncapped performance based component, + equity.
• (Comp structure flexible depending on seniority and channel experience.)