Partner Business Manager - ANZ

We're looking for a Partner Business Manager to build and scale DevRev's partner ecosystem across Australia and New Zealand. You'll be responsible for recruiting, enabling, and driving revenue through channel partners - including systems integrators, technology consultants, VARs, and cloud marketplace partners (AWS, etc.). This is a foundational role where you'll shape our ANZ partner strategy from the ground up.

What you'll do

• Build the ANZ partner ecosystem - Identify, recruit, and onboard strategic partners including SIs, consulting firms, ISVs, and cloud alliance partners aligned to DevRev's ideal customer profile.
• Drive partner-sourced and partner-influenced revenue - Own pipeline targets and ARR contribution from the partner channel. Develop joint go-to-market plans with top partners.
• Enable and activate partners - Deliver technical enablement, sales training, and marketing support to ensure partners can independently position, demo, and close DevRev.
• Co-sell with partners - Work alongside DevRev's direct sales team and partner sales reps to progress joint opportunities through the pipeline.
• Manage partner economics - Structure commission frameworks, deal registration, and incentive programs to motivate partner engagement.
• Develop joint marketing initiatives - Collaborate with marketing to run co-branded campaigns, events, and demand generation activities in ANZ.
• Own the partner relationship lifecycle - From recruitment through onboarding, activation, and growth. Track partner health metrics and QBRs.
• Represent the ANZ market internally - Feed regional insights on partner needs, competitive dynamics, and market opportunities back to global leadership.

What you bring

• 8-12 years in partner/channel sales, alliance management, or business development within enterprise SaaS or cloud platforms.
• Proven track record of building partner programs or scaling channel revenue in the ANZ market.
• Existing relationships with SIs, consulting firms, and technology partners in Australia and New Zealand (e.g., Deloitte, Accenture, Infosys, Wipro, local/regional consultancies).
• Experience working with cloud marketplaces (AWS, Azure, GCP) and co-sell motions.
• Strong understanding of SaaS economics - ARR, ACV, partner margin structures, and deal registration models.
• Ability to translate product value into partner-friendly messaging and enablement materials.
• Comfort operating in an early-stage, high-growth environment where you'll build playbooks from scratch.
• Excellent stakeholder management - internally with sales, marketing, and product teams, and externally with partner executives.
• Based in Australia with willingness to travel across ANZ (and occasionally to HQ).

Nice to have

• Background in CRM, support/ticketing, developer tools, or product management platforms.
• Experience with AI/ML-driven SaaS products.
• Familiarity with DevRev or competing platforms (Zendesk, Jira, Salesforce Service Cloud, Freshworks).
• Prior experience at a company that scaled from $10M-$100M ARR.

What we offer

• Opportunity to build the ANZ partner function from the ground up at a category-defining company.
• Competitive base + uncapped variable compensation tied to partner revenue.
• Equity in a high-growth, well-funded startup.
• Direct access to executive leadership and founders.
• Flexible working arrangements.