GTME Ecosystem - Ecosystem Programs Lead

ABOUT CLAY

Our mission is to help organizations turn any growth idea into reality.

We see growth as a creative practice, not a formula. Finding and reaching your best-fit customers takes unique ideas and constant iteration. As AI makes execution faster and tactics easier to copy, creativity is the only lasting advantage. We're already helping thousands of customers https://clayrun.notion.site/Wall-of-Love-b243f2b67607438b9fad99341e6b8d47 — including Anthropic, Notion, Google, and Ramp — go to market with unique data, signals, and AI research.

In 2025, we raised a $100M Series C https://www.nytimes.com/2025/08/05/business/dealbook/clay-ai-marketing-fundraise.htmlbacked by world-class investors including Sequoia, CapitalG, and First Round — and crossed $100M in revenue.

In 2026, we announced our second employee tender offer https://www.nytimes.com/2026/01/28/business/dealbook/clay-start-up-tender-offers.html in 9 months at a new $5B valuation. We also launched a community equity round https://www.clay.com/blog/community-equity-offering, for our customers, agency partners, and club members.

Some things to know about us:

• Our community http://community.clay.com includes 11,000+ customers, 150+ integration partners, 125+ agencies, 50+ Clay clubs https://luma.com/claylive, and 30k members on Slack.

• Our culture https://nextplayso.substack.com/p/spotlight-clay is unique inside and outside of work. Our team members are also DJs, activists, writers, clowns, marathoners, skydivers, psychedelic therapists, social workers, and more.

• All employees can work for free with world-class coaches who specialize in creativity, management, and more.

• Our operating principles — including negative maintenance and non-attached action — guide our work. Read more about them here https://cdn.prod.website-files.com/61477f2c24a826836f969afe/685d83a71452245cc1129791_4d770abfd83e276ec15315a2e06945bd_Clay2025_OperatingPrinciples.pdf.

• Read about us in the NYT https://www.nytimes.com/2025/08/05/business/dealbook/clay-ai-marketing-fundraise.html, Forbes http://google.com/search?q=forbes+clay&rlz=1C5OZZY_enUS1155US1155&oq=forbes+clay&gs_lcrp=EgZjaHJvbWUyBggAEEUYOTIHCAEQABiABDIHCAIQABiABDIHCAMQABiABDIHCAQQABiABDIHCAUQABiABDIHCAYQABiABDIHCAcQABiABDIHCAgQABiABDIHCAkQABiABNIBBzkzM2owajSoAgOwAgHxBVAe8UAxJx_p&sourceid=chrome&ie=UTF-8, First Round Review https://review.firstround.com/podcast/inside-clays-unconventional-path-to-1-25b/, and more https://www.clay.com/press.

Hear from our employees directly on our Glassdoor https://www.glassdoor.com/Overview/Working-at-Clay-EI_IE9850794.11,15.htm page!

ABOUT CONTENT & PROGRAM PARTNERSHIPS

There's a clear set of ecosystem partners — every.to http://every.to, the academies, GTM School, RevTech, SVAcademy, HubSpot, Salesforce, and more — where structured partnerships would compound distribution, credibility, and GTME supply/demand for Clay. Today these relationships are handled reactively, inbound-only, and largely based on one person's personal network. A named owner turns partnerships from a fire-drill into an offensive motion.

This is a mini-founder role. You'll think about partnerships the way a founder thinks about distribution — with a clear portfolio view, a high bar for what counts as a real partnership, and the discipline to kill the ones that aren't compounding. That means owning:

• Ecosystem & education partnerships — every.to http://every.to, GTM School, ColdIQ, Pavilion, GTM Circle, the growing list of agency academies

• Platform co-marketing — HubSpot, Salesforce, Anthropic, and other strategic brands where co-created content is the unlock on both sides

• Partner-sourced ENT demand — turning partner networks and programs into enterprise introductions and co-selling opportunities

• Partner-sourced talent — funneling high quality graduates from our partner programs into our talent marketplace and certifications programs

• Co-marketing portfolio — joint courses, joint events, joint research, joint guest lectures

• Measurement — GTMEs added to marketplace, workspaces activated, leads generated, co-marketing reach

WHAT YOU'LL DO

• Build the partnerships portfolio from scratch. Today these relationships are reactive. You'll define the target partner list, tier it by value, and run it as a portfolio — with a clear point of view on which partners get deep investment and which get a lighter touch.

• Turn existing relationships into structured programs. Several partnerships (GTME School, RevTech, SVAcademy, and more) currently live on personal relationships. You'll formalize them into programs with clear goals, deliverables, and measurement, and scale our systems to support GTME programs globally.

• Ship co-created content and programs with partners. A joint AI GTM course with Anthropic. A guest series with every.to http://every.to. A co-authored playbook with HubSpot. A shared certification with the academies. You'll identify the 3–5 highest-leverage co-creations per quarter and make them happen yourself, or assign to someone on the team.

• Turn partner networks into GTME supply. Partner program alumni are some of the best candidates for the Talent Marketplace. You'll build the pipeline: from partner completion → vetting → marketplace listing.

• Turn partner networks into ENT demand. Partner communities like Pavilion and GTM Circle are full of potential Clay enterprise customers. You'll work with Sales to build partner-sourced intro and referral motions that actually convert.

WHO YOU ARE

• A partnerships operator who treats it like product. You don't just have lunches. You build programs with clear mechanics, measurement, and iteration loops. A partnership is a thing that ships, not a relationship that exists.

• Someone with taste in ecosystem. You can tell the difference between a partner that will compound for Clay and one that's a vanity logo. You're comfortable saying no to well-known brands that aren't a fit.

• A deal-maker who's also an operator. You can close the partnership and then run it — launching the joint program, tracking its performance, iterating when it doesn't work.

• Patient with long cycles. The best partnerships take quarters, not weeks. You're not chasing quick wins; you're building a portfolio.

• Well-networked in GTM, AI, and education. You know (or can credibly reach) the teams at every.to http://every.to, the academies, HubSpot, Salesforce, Anthropic, Pavilion, GTM Circle, and similar. If you have to build the Rolodex from zero, the ramp will be slow.

• Proven hunger, not just potential. You've already run a partnerships function, a BD motion, or a co-marketing program where you owned the full cycle — from thesis to signed to shipped to measured.

WHO YOU ARE NOT

• A BD rep chasing logo counts. If you measure partnerships by "deals closed" rather than "value compounded," we're solving different problems.

• A strategist who doesn't run the program. You'll sign the partnership and then build the launch plan, write the comms, and run the first joint event. Mini-founder means owning end-to-end.

• Someone who needs a clear org chart to operate. Partnerships sits in the messiest org real estate — between GTM Partnerships, Strategic Partners, Campus, Community, and University. You'll need to negotiate your swimlane constantly and stay generous with credit.

• A relationship farmer who avoids the numbers. Every partnership in your portfolio should have a measurable contribution to GTME supply, ENT demand, or brand. If you can't tell us what a partner delivered, we'll sunset them together.

• Someone who thinks co-marketing is the goal. Co-marketing is one tactic. The goal is Clay becoming the default GTME infrastructure layer across every ecosystem that matters — and co-marketing is only one of the paths there.