Ecosystem Business Development Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take full ownership of the comprehensive activation process for new hyperscaler and platform ecosystems, initiating with AWS and Microsoft — fostering relationships, managing documentation, and developing the go-to-market strategy from the ground up.

• Ensure Tempo is listed and can be transacted on pertinent marketplaces (e.g., AWS Marketplace, Azure Marketplace / AppSource), which includes private offers and enrollment in co-sell programs (e.g., AWS ACE, Microsoft Partner Center).

• Develop go-to-market strategies in collaboration with each ecosystem owner's partner and channel teams, pinpointing the programs, incentives, and joint-selling mechanics that will generate substantial pipeline.

• Recruit and activate the ecosystem owner's service partners — whether they are current Tempo or Atlassian partners — to promote and deliver Tempo alongside their hyperscaler practice.

• Define and monitor partner-sourced and partner-influenced pipeline for each new ecosystem, reporting progress and outcomes to Tempo's leadership team.

• Establish regular pipeline review schedules and reporting frameworks as each new ecosystem evolves, ensuring visibility and accountability.

• Collaborate with Tempo's Account Executives, Sales Engineers, and Marketing to create joint campaigns, co-sell strategies, and enablement content tailored to each new ecosystem.

• Represent Tempo at hyperscaler partner events, summits, and marketplace programs to enhance visibility and relationships within each new ecosystem.

• Collaborate with Product and Engineering to prioritize the integrations and technical specifications required by each marketplace and co-sell program.

• Utilize AI daily to research and prioritize new partners and prospects, accelerate the creation of go-to-market and enablement content, and maintain updated pipeline reporting across multiple ecosystems simultaneously.

⛳️ Requirements

• Over 7 years of experience in business development, strategic alliances, or partner management within the B2B SaaS sector.

• Direct, hands-on experience establishing or managing a hyperscaler relationship — AWS Marketplace/ACE, Microsoft Partner Center/AppSource, or a similar platform co-sell program.

• Proven ability to activate a new partner or ecosystem relationship from the ground up — comfortable creating the playbook rather than merely executing an existing one.

• Strong business development acumen: adept at identifying key individuals, initiating conversations, and transforming initial discussions into a structured, repeatable process.

• Comfort in collaborating with service partners without prior relationships, quickly building trust.

• A data-driven mindset towards partnerships — defining success metrics, tracking pipeline, and clearly reporting results to leadership.

• Exceptional communication skills, capable of translating a new ecosystem's programs and priorities into a clear, actionable plan for internal teams.

• Preferred: Experience launching or scaling an AWS Marketplace or Microsoft co-sell/AppSource presence for a B2B SaaS company.

• Familiarity with the enterprise PPM, SPM, ITSM, or project management software landscape.

• An established network within AWS, Microsoft, or other hyperscaler partner and channel organizations.

• Experience in a high-growth, private equity-backed or venture-backed SaaS environment.

• Ability to operate as a senior individual contributor — highly autonomous, organized, and capable of creating leverage without a large team.

🏝️ Benefits

• Unlimited vacation in most of our locations!!

• Comprehensive benefits including health, dental, vision, and a savings plan.

• Perks such as training reimbursement, work-from-home reimbursement, and more.

• Diverse and dynamic teams with challenging and exciting work.

• An opportunity to make a significant impact on our business.

• A wide range of social activities (both in person and virtual).

• Optional in-person meet-ups and the chance to travel to our international offices.

• Employee referral program.

• And so much more!