Partner Business Manager - ANZ
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.
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.
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.