ABOUT THE ROLE
You will be LangChain's dedicated cloud alliance lead for AWS and GCP, owning the relationships and revenue motions that make these partnerships produce real pipeline. This is a senior individual contributor role sitting within the Partnerships team where you'll be close to the product, close to the field, and expected to drive results without a lot of hand-holding. You'll own co-sell execution and marketplace presence end-to-end, working with cloud partner teams, field sellers, and LangChain's GTM organization to turn partner relationships into closed deals.
WHAT YOU'LL DO
- Own and grow LangChain's co-sell motions with AWS and GCP, managing joint pipeline, coordinating on deals with cloud field teams, and driving sourced and influenced revenue through both partners
- Manage LangChain's presence on AWS Marketplace and GCP Marketplace — including ACE hygiene, co-sell program enrollment, and working with our marketplace integration platforms.
- Build and maintain strong working relationships with alliance managers, ISV partner teams, and cloud field sellers at AWS and GCP
- Collaborate with LangChain's sales, solutions engineering, and marketing teams to equip them for cloud co-sell motions and identify accounts where the cloud angle creates leverage
- Collaborate with marketing to execute impactful co-branded campaigns, events, and content that generate pipeline and strengthen market positioning.
- Identify new programs, credits, and funding opportunities (e.g., AWS ISV Accelerate, GCP Partner programs) and operationalize them across the team.
WHAT YOU'LL BRING
- 5+ years of experience in cloud alliances, partner sales, or business development with direct, hands-on experience managing AWS and/or GCP partnerships
- Demonstrated track record of building and scaling co-sell motions with hyperscale cloud providers, including working directly with cloud partner sellers on joint deals
- Experience with cloud marketplace transactions and programs (AWS/GCP Marketplace, MPPO, CPPO etc.)
- Experience with marketplace GTM platforms and referral automations.
- Enough technical foundation to speak credibly with builders, you don't need to write code, but you need to understand how LangChain products fit into a customer's stack
- Experience operating in a startup or high-growth environment where structure is limited and you're expected to build the playbook, not just run it
- Strong operational discipline, you can manage a pipeline, track partner activity, and communicate results clearly to internal stakeholders
- Excellent communication and relationship-building skills; comfortable owning external relationships with senior partner counterparts at large cloud organizations
NICE TO HAVE'S
- Existing relationships at AWS or GCP (ISV team, field sellers, or marketplace teams)
- Familiarity with the AI/ML ecosystem knowledge of how LLMs, agents, or developer tooling fit into enterprise stacks
- Experience with partner programs specific to AI/data (e.g. AWS ISV programs, GCP AI/ML partner tracks)
- Prior experience at a developer tools or infrastructure company with a PLG motion.
COMPENSATION AND BENEFITS
- Annual salary range: $165,000 -$230,000