Introduction to Demandbase:

Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.

As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.

About the Role:
The Strategic Partnerships Director will own and expand relationships with our most important technology and advisory partners. This senior individual contributor will develop and execute executive engagement strategies with leading ecosystem partners including Adobe, Salesforce, AWS, Databricks, Snowflake, Accenture, and PwC, driving long-term business value across product innovation, go-to-market (GTM) alignment, and customer success.

This role sits at the intersection of product strategy, AI innovation, enterprise sales, and executive relationship management. The ideal candidate excels at influencing without authority, building executive trust, identifying market opportunities, and orchestrating cross-functional initiatives that accelerate growth for both Demandbase and our strategic partners.

What you'll be doing:

Executive Relationship Management

• Serve as the executive relationship owner for Demandbase's highest-priority technology and advisory partners.

• Build trusted relationships with C-level, SVP, and VP leaders across Product, Alliances, Sales, Marketing, and Strategy.

• Develop and execute executive engagement plans that deepen strategic alignment and create measurable business outcomes.

• Facilitate executive business reviews (EBRs), strategic planning sessions, and leadership summits.

Strategic Partnership Development

• Own the long-term strategy for assigned strategic partnerships.

• Identify new areas for collaboration across product innovation, AI initiatives, data partnerships, cloud infrastructure, and services.

• Develop joint business plans with clear KPIs and executive sponsorship.

• Act as the primary point of coordination across internal stakeholders to ensure successful execution.

Product & Technical Alignment

• Partner closely with Product Management and Engineering to influence Demandbase's partner roadmap.

• Drive adoption and awareness of strategic integrations including:

  • APIs

  • MCP (Model Context Protocol)

  • AI-native workflows

  • Cloud data integrations

  • Identity and activation capabilities

• Identify opportunities for new product integrations that create differentiated customer value.

Go-to-Market Strategy

• Build joint GTM strategies that generate pipeline and revenue.

• Partner with Sales, Marketing, Customer Success, and Partner Marketing to, launch integrated solutions, develop joint messaging, enable field teams, drive co-selling motions

• Evangelize Demandbase's value proposition across partner organizations while positioning partner capabilities internally.

AI & Ecosystem Innovation

• Stay ahead of emerging trends in AI, enterprise software, cloud ecosystems, and B2B go-to-market technology.

• Identify opportunities to leverage AI-first architectures and intelligent workflows across partner ecosystems.

• Champion innovative approaches that position Demandbase as a strategic AI platform within the broader enterprise technology landscape.

Internal Leadership

• Serve as a strategic advisor to executive leadership on ecosystem trends and partner strategy.

• Influence cross-functional priorities without direct authority.

• Represent Demandbase at executive forums, conferences, partner events, and industry engagements.

What we're looking for:

• 8+ years of experience in strategic partnerships, alliances, business development, or enterprise technology.

• Experience managing executive relationships with Fortune 500 technology companies.

• Deep understanding of enterprise SaaS ecosystems.

• Proven experience building strategic alliances with organizations such as Salesforce, AWS, Adobe, Snowflake, Databricks, Microsoft, Google Cloud, or similar.

• Strong understanding of enterprise GTM motions including, co-selling, joint marketing, partner ecosystems, solution development

• Ability to influence senior executives internally and externally without formal authority.

• Excellent executive communication, presentation, and negotiation skills.

• Experience leading complex cross-functional initiatives.

Bonus:

• Experience working with enterprise data platforms and cloud ecosystems.

• Familiarity with APIs, cloud integrations, AI platforms, and emerging standards such as Model Context Protocol (MCP).

• Knowledge of B2B marketing technology, account-based marketing (ABM), CRM, and data ecosystems.

• Experience partnering with global consulting firms or systems integrators including Accenture, PwC, Deloitte, or EY.

Benefits

Our benefits include options for up to 100% paid Medical and Vision premiums for employees, a flexible PTO policy, paid holidays, and access to mental health and wellness resources. We also provide a 401(k) with pre-tax, after tax, and roth options, as well as short-term/long-term disability, life insurance, and other great benefits.

Our Commitment to Diversity, Equity, and Inclusion at Demandbase

At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis.

We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!

We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.

Unsolicited Submissions

At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.

The Opportunity at Komodo Health

Komodo’s Labs team builds Marmot — our AI-native product, powered by an MCP Gateway architecture that connects our data platform to the tools customers need. The Forward Deployed Engineering team is where Marmot meets the real world: we deploy AI-native solutions into complex enterprise healthcare environments, including customer cloud infrastructure, strict compliance requirements, and integrations that vary by engagement.

We sit at the intersection of Engineering, Product, and Revenue. We build, deploy, and own production outcomes for some of Komodo’s most complex and visible customer engagements

About the role

As a Senior Forward Deployed Engineer, AI Infrastructure & Deployments you will own end-to-end delivery for some of Komodo’s most technically demanding customer engagements — from solution architecture through deployment inside a customer’s cloud, data infrastructure, and compliance environment.

This is a deeply technical engineering role with direct customer context. You will write production code, design cloud-native deployment patterns, build integrations, develop MCP servers that extend the Komodo platform into a customer’s stack, and debug issues in environments you do not fully control.

The Forward Deployed Engineering team operates with a clear principle: own your work end to end. You will be expected to translate customer requirements into scalable, product-adjacent solutions, communicate clearly with technical and non-technical stakeholders, surface risks early, and make sound tradeoffs between speed and production rigor.

This role is best suited for someone who enjoys ambiguity, takes initiative, and is energized by solving complex problems in close partnership with customers. You’ll work on some of Komodo’s most complex and visible deployments — and see your work run in production.

In your first 90 days, you will have:

• Learned the Marmot platform end to end, including the agent loop, MCP Gateway integration surface, and deployment toolchain that allows FDE to stand up isolated customer environments independently.
• Shipped your first customer-facing deliverable, such as a new MCP server, Databricks/Delta Lake integration, or agentic workflow — and seen it run in a real customer environment.
• Built strong working relationships with Sales, Solutions Engineering, and Product partners, with a clear understanding of who owns what and where you create leverage.
• Mapped the technical gaps in your first customer deployment and proposed a concrete plan to close them.

By the end of your first year, you will have:

• Led end-to-end delivery of at least one high-complexity customer deployment, standing up AI-native solutions inside a customer’s own cloud environment and delivering outcomes with measurable business impact.
• Built and shipped production-grade agentic workflows and MCP servers that solve customer-specific problems.
• Established yourself as a trusted technical partner to senior customer stakeholders by leading architecture reviews, navigating compliance constraints, and helping convert pilots into broader programs.
• Contributed reusable deployment patterns to the FDE playbook, creating frameworks the team can rely on for future customer engagements.
• Participated in Komodo’s architecture governance, influencing platform decisions based on what you have seen and built in the field.
• Partnered cross-functionally with Sales, Product, Data, and Core Engineering to close gaps and shape the roadmap.

These are the essential job duties you will be responsible for …

• Design, build, and deploy AI-native solutions inside customer environments, including MCP servers, agentic workflows, and custom integrations that adapt Komodo’s platform to each customer’s cloud infrastructure, systems, data contracts, and compliance requirements.
• Own the infrastructure layer for customer deployments, including Terraform-managed AWS environments, VPC networking, IAM, security controls, and data isolation requirements.
• Work with data at scale across tools like Databricks, Delta Lake, Snowflake, and S3 — debugging pipeline failures, optimizing performance, and building integrations that hold up in production.
• Drive day-to-day technical engagement with customer stakeholders by scoping work, communicating progress, explaining tradeoffs, surfacing risks early, and building trust over time.
• Turn field learnings into reusable FDE patterns, deployment templates, engineering standards, and roadmap input for Core Platform and architecture governance.

What you bring to Komodo Health (required):

We know strong candidates may not have every tool listed below. We’re most interested in engineers who have shipped production systems, learn quickly, and can operate across AI, infrastructure, data, and customer-facing technical work.

• Production engineering experience: 7+ years of software engineering experience, with a track record of building and owning systems that run in production.
• Agentic AI experience: Hands-on experience building LLM-powered applications, agentic workflows, or AI tools beyond prototypes. Experience with frameworks such as LangGraph, Strands, CrewAI, or similar is a plus.
• Cloud infrastructure ownership: Strong AWS and Terraform experience, including VPC networking, IAM, security controls, and standing up reliable customer or single-tenant environments.
• Application engineering depth: Strong Python skills, experience with APIs, async service patterns, and building software that other teams, customers, or businesses depend on.
• Data platform experience: Experience working with large-scale data systems such as Databricks, Delta Lake, Snowflake, S3, or similar platforms, including debugging failures and improving performance or reliability.
• Security and enterprise judgment: Comfort designing for data isolation, customer security requirements, and regulated environments with constraints such as SOC 2, BAA, HIPAA, or similar considerations.
• Integration mindset: Experience building integration surfaces for AI systems, including MCP servers or equivalent patterns that connect tools, data, and workflows.
• Customer-facing technical leadership: Ability to lead technical conversations with customer engineers and senior stakeholders, explain tradeoffs clearly, drive alignment, and build trust without handing off the conversation.
• Comfort with ambiguity: Ability to work across infrastructure, application, data, and AI layers, find a path when one does not already exist, and deliver on what you commit to.

Nice to have:

• Experience with LLM evaluation frameworks in production, such as LangSmith, Braintrust, Ragas, or equivalent tools.
• Familiarity with healthcare or life sciences data, including IQVIA data structures, pharma customer workflows, payer data contracts, or similar data environments.
• Experience with API gateway or service mesh patterns used for AI tool integration.
• Contributions to shared platform infrastructure, including code committed to shared repos, participation in architecture reviews, or tooling that other engineers depend on.
• Experience deploying in regulated environments with data residency, audit logging, or multi-party data access constraints.

A Note On Travel:

#LI-Remote

About Cartesia

Our mission is to architect AI that learns from and interacts with the world like humans do.

We're pioneering the model architectures that will make this possible. Our founding team met as PhDs at the Stanford AI Lab, where we invented State Space Models or SSMs, a new primitive for training efficient, large-scale foundation models. Our team combines deep expertise in model innovation and systems engineering paired with a design-minded product engineering team to build and ship cutting edge models and experiences.

We're funded by leading investors at Index Ventures and Lightspeed Venture Partners, along with Factory, Conviction, A Star, General Catalyst, SV Angel, Databricks and others. We're fortunate to have the support of many amazing advisors, and 90+ angels across many industries, including the world's foremost experts in AI.

About the Role

The Data & Strategy Team reports directly to Cartesia's founders and shapes our models capabilities. We work alongside researchers to find where models break, through evals and direct customer conversations, and then fix them by sourcing high quality data. We're looking for people who bring technical depth, operational rigor, and high agency, who want to have a lot of impact.

As a Data & Strategy Lead, you'll have broad ownership and autonomy to shape one of the most important inputs to frontier AI models. You'll work across research, product, and go-to-market teams, make decisions with incomplete information, and build new processes from the ground up. If you enjoy solving ambiguous problems, learning quickly, and creating leverage through systems, you'll thrive in this role.

Your Impact

• Partner tightly with research and modeling teams to find where models fail, through evals and direct customer conversations.

• Design, source, and maintain the evals that define quality for our models. Ground them in observed customer failures, benchmark continuously against other systems, and turn the results into concrete data requirements.

• Establish new sources of human data to advance model performance, building collection pipelines from scratch, and own data quality from acquisition through delivery.

• Stay close to the research. Read papers, understand what datasets move which capabilities, and collaborate with the team on what data to collect next.

• Be commercially minded. Engage with customers, enable the GTM team, and drive revenue growth.

Principles for the role

• Bias for action

• Extreme ownership, low ego

• Ability to operate in ambiguous environments

• High standards and accountability

• Bar raiser

• Outcomes oriented

• Winning mentality

What You Bring

• 3–10 years of experience in high-ownership roles (e.g., founder, GM, or strategy/ops at a startup).

• Technical fluency with data and operations; SQL proficiency required.

• Holds themselves and other to a high bar, bias to action, and strong attention to detail.

• Comfortable with ambiguity and rapid pace.

• Low-ego, collaborative, and mission-driven, focused on team and company success.

Nice to Have

• Experience in AI/ML data operations or large-scale operations

• Background in audio, speech, or language-related workflows

• Background in CS, industrial engineering, or similar.

Note: Cartesia participates in E-Verify and will provide the federal government with Form I-9 information to confirm employment eligibility after hire.

More Details

🏢 In-office policy: We’re an in-person team based out of offices in 🇺🇸 San Francisco, 🇬🇧 London and 🇮🇳 Bangalore. We love being in the office, hanging out together, and learning from each other every day.

🌎 Visa sponsorship: We provide visa sponsorship support and assess each circumstance on a case-by-case basis. However, visa sponsorship is dependent on many factors, including the role you are applying for, and the location you are going to be based, and so we can't always guarantee success. Your Recruiter will work with you to understand your visa sponsorship needs from the first call.

🚢 We ship fast. All of our work is novel and cutting edge, and execution speed is paramount. We have a high bar, and we don’t sacrifice quality or design along the way.

🤝 We support each other. We have an open & inclusive culture that’s focused on giving everyone the resources they need to succeed.

Our Benefits (US Employees Only)

💰 Compensation Competitive base salary alongside attractive equity package.

🩺 Health Insurance Fully covered medical insurance along with dental and vision for you and your family.

🧑‍🧑‍🧒‍🧒 Parental Leave 9 weeks paternity & 12 weeks maternity leave

🏦 401(k)

🚆 Commuter Allowance A monthly stipend to help you get to and from the office.

🏖️ Flexible PTO Take as much time as you need to recharge your batteries.

🍲 Meals & Snacks Lunch, dinner and plenty of snacks, provided daily.

🦖 Your own personal Yoshi

Our Commitment to Equal Opportunity

Cartesia is an equal opportunity employer. We consider qualified applicants without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, or any other legally protected status.