About this role.
DevRev seeks an experienced Business Development Manager to grow technology-alliance go-to-market activity with major AI, cloud, data, and CRM partners. The role owns partner-sourced and partner-influenced pipeline development through co-sell motions, marketplace activity, joint account planning, and active deal coordination. This is a field-facing position requiring close alignment among DevRev sellers, partner sales teams, and regional customers. Candidates should bring 8–12 years of SaaS, cloud, AI, alliances, channel sales, or business-development experience along with strong commercial and technical fluency. The position is region-based in Palo Alto or New York, with travel across the assigned geography.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would explain the partner profile, shared ideal customer profile, account-mapping process, seller enablement, and operating cadence. I would quantify outcomes such as sourced pipeline, influenced pipeline, opportunity conversion, win rate, or revenue, and identify what I changed after reviewing results.
I would use a transparent prioritization model that considers strategic fit, overlap with the ideal customer profile, active account potential, partner commitment, integration maturity, and historical conversion. I would then establish clear quarterly plans and review priorities regularly based on pipeline quality and execution signals.
I start with a joint understanding of the customer objective, buying process, stakeholders, solution fit, and mutual value proposition. I assign clear owners for next steps, agree on rules of engagement and communication cadence, and use a shared deal plan to maintain accountability through close.
I would track partner-sourced and partner-influenced pipeline, pipeline stage progression, win rate, deal velocity, average deal size, active joint account plans, seller participation, and partner engagement. I would pair those outcome metrics with qualitative feedback to identify enablement or relationship gaps.
I develop enough depth in the product, integrations, customer architecture, and partner capabilities to frame a credible joint solution. I then translate that technical value into customer outcomes, differentiation, buying urgency, and a clear path for the sales teams to progress the opportunity.
About DevRev
At DevRev, we’re building the future of work with Computer – your AI teammate. Unlike traditional tools, Computer unifies all your data sources, tools, and workflows into a single AI-ready platform, giving employees real-time insights, proactive suggestions, and powerful agentic actions. It extends your existing software with AI-native apps and agents that work alongside your teams and customers – updating workflows, coordinating across teams, and eliminating repetitive work. We call this Team Intelligence: human-AI collaboration that breaks down silos, brings people back together, and frees you to solve bigger problems. Backed by Khosla Ventures and Mayfield with $150M+ raised, DevRev is trusted by global companies across industries.
About the role
DevRev’s Technology Alliances team partners with the most important AI and cloud platforms in the world — AWS, Anthropic, Databricks, Snowflake, MongoDB, Salesforce, and more — to create joint value with our customers.
We’re hiring Business Development Managers to work closely with these partners and accelerate GTM by driving pipeline generation and co-sell opportunities. You’ll work hand-in-hand with DevRev’s Tech Alliances team and these tech partners to build joint go-to-market motions, co-create pipeline with our partners, and bring DevRev sellers and partner sellers together to accelerate opportunities to close. This is a field-facing, revenue-oriented role that sits at the seam between DevRev’s sales organization and our partner ecosystem.
What you’ll do
Partner with DevRev’s Tech Alliances team to design and run joint go-to-market motions with our technology partners.
Co-build pipeline with partners — source and develop joint opportunities through co-sell, marketplace, and joint account planning.
Bring DevRev sellers and partner (Tech Alliance) sellers together on live deals, aligning both sides to accelerate opportunities through the funnel.
Drive account mapping and joint account planning between DevRev and partner field teams in your region.
Represent DevRev in partner field forums, co-sell reviews, and regional GTM motions.
Localize partner GTM strategy to your geography — accounting for the regional customer base, partner landscape, and field team structure.
Report on partner-sourced and partner-influenced pipeline, and on the health of the joint seller relationships you own.
What you bring
8-12 years of experience in business development, alliances, partner/channel sales, or co-sell — ideally in SaaS, cloud, or AI.
Techno-business acumen: comfortable in both the commercial and the technical conversation with sellers, partners, and customers.
Established relationships with partner field/sales teams in your region a strong plus.
Region-based (Palo Alto or New York), able to travel across the geography for partner and customer engagements.
DevRev is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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