Ditto is hiring a Head of Partner Solutions

Responsibilities

• Own the four pillars of Ditto's partner motion: Cloud (AWS), Technology (MongoDB, Zebra, Apple, LaunchDarkly, Oracle, Palantir), Services & Solutions, and OEM partnerships
• Review, refine, and re-imagine the FY27 partner plan in your first 60 days: targets, named-partner waterfall, comp structure, program evolution, and reporting cadence
• Sustain active partner relationships in handover state while driving partner-sourced and partner-influenced pipeline as a forecastable contribution to revenue
• Evaluate partner technical fit independently, drive AWS APN Foundational Technical Review work, design joint reference architectures, and lead partner architecture conversations without needing an SA in the room
• Design and launch Ditto's partner certification program in partnership with FDE and Professional Services
• Own partnership program operations: agreement templates, partner tiers, deal registration, attribution framework, and the partner tooling stack (Crossbeam, Clazar, HubSpot)
• Work cross-functionally with Commercial Sales, Public Sector, Marketing, Engineering, Product, and RevOps to position partnerships as a force multiplier across the company

Requirements

• Technical fluency to independently evaluate partner technical fit, read partner documentation (APIs, connectors, integration specs, reference architectures), and hold partner architecture conversations without technical help
• Strategic conviction with a blank-page mindset: you can build a partner plan from scratch and defend it under pressure, not just execute one that exists
• Cross-functional execution: a track record of driving alignment across Sales, Product, Finance, Marketing, and Engineering on a specific initiative
• Operating discipline: comfort running solo through a function rebuild for your first quarter without the team or process to lean on
• Commercial structuring exposure: experience designing or operating revenue share, marketplace mechanics, deal registration, embedded contracts, or pricing schemes spanning multiple parties
• Strong written and verbal communication, with the ability to translate fluidly between technical and commercial audiences
• Willingness to travel for partner engagements (AWS reInvent, MongoDB .Local, Zebra SKO, partner offsites, quarterly cadence in Atlanta regardless of home hub)
• Based in one of Ditto's designated key talent hubs: San Francisco, Seattle, Austin, or Atlanta

Nice to Have

• Demonstrated revenue accountability (quota, P&L, partner-sourced ACV, revenue attribution, or equivalent)
• Experience at developer platform, infrastructure, or data companies (e.g. MongoDB, Couchbase, Confluent, HashiCorp, Snowflake, Databricks, Stripe, Twilio, and Cloudflare)
• Hyperscaler partner-side relationship experience, AWS APN preferred
• Partner ecosystem exposure in a prior role even if not partnership leadership: a product manager or engineer who led a technology partnership, a Solutions Architect who covered partner accounts, a consultant who lived inside an SI partner program
• ISV or OEM commercial structure exposure (revenue share, embedded contracts, technical performance criteria)
• Consulting, product management, or solutions engineering background with strategic ownership, not just delivery
• People management experience or appetite for year-two team-building

Benefits

• Competitive salaries and meaningful equity
• Health, dental, vision, life, and disability insurance (US)
• 401(k) and flexible spending accounts (US)
• Flexible time off (global)
• Access to Atlanta and San Francisco offices for remote workers

Work Arrangement

Remote (City/Region) — San Francisco, Seattle, Austin, Atlanta

Team

Structure: Globally distributed, fast-growing startup. Reports to: Head of Commercial Sales

Apply Anyway

At Ditto, we know game-changers don’t always come wrapped in a “perfect” resume. Years of experience? Every single bullet point checked? Meh. That’s not what drives us. What does matter? • Grit. • Curiosity. • Adaptability. • And a genuine spark for what we’re building. So if you’re fired up about our mission but not sure you tick every box - hit that apply button anyway. Use your application to show us how you’ll make an impact here. We’re always on the lookout for exceptional humans who want to grow, stretch, and build something meaningful with us.

Equal Opportunity Employer

Ditto is proud to be an equal-opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristics. Ditto is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let us know.

Additional Information

• Willingness to travel for partner engagements including AWS reInvent, MongoDB .Local, Zebra SKO, partner offsites, and quarterly cadence in Atlanta
• Based in one of Ditto's designated key talent hubs: San Francisco, Seattle, Austin, or Atlanta