About the Role
As our first Partner Alliances Lead for EMEA, you will own the partner and cloud alliance execution across our EMEA region. This is a high-leverage, senior individual contributor role where you will build and drive our regional partner ecosystem from the ground up. You will be responsible for turning relationships with key hyperscalers (AWS, GCP, Azure), global systems integrators (GSIs), and regional AI-focused consulting partners into real co-sell pipelines and structured revenue motions.
You are an operator at heart who loves the ambiguity of a fast-growing startup. You understand how developer tools and enterprise AI stacks fit together, and you have a track record of driving sourced and influenced revenue without needing a heavy management playbook to guide you. This role sits within our GTM organization and will work closely with our field sellers, customer engineering teams, and product leaders to maximize partner leverage across EMEA.
What You’ll Do
Own Regional Cloud Alliances: Lead and scale our regional co-sell motions with AWS, GCP, and Microsoft Azure across EMEA, managing joint pipeline and coordinating directly with cloud field teams to turn partner alignments into closed deals.
Drive Marketplace and Program Hygiene: Manage LangChain’s operational footprint in regional cloud marketplaces (including ACE/Cosell portal hygiene, program enrollment, and credit/funding utilization like AWS ISV Accelerate or GCP AI Tracks).
Activate GSI and Solution Partners: Build and maintain active working relationships with key alliance managers, cloud architect teams, and AI practices at targeted Systems Integrators and boutique regional consultancies.
Cross-Functional Deal Alignment: Collaborate closely with LangChain’s regional field sales, solution architecture, and customer engineering teams to map target accounts, equipping them for smooth cloud co-sell motions.
Execute Co-Marketing Motions: Partner with marketing to build high-impact, co-branded technical developer campaigns, regional events, and technical content designed to clear pipeline blockers and establish market position.
Build the Playbook: Establish the operational blueprint for how LangChain scales partnerships across EMEA, moving from ad-hoc relationships to repeatable, operationalized pipeline engines.
What You’ll Bring
Experience: 6+ years of experience managing cloud alliances, partner sales, or business development in EMEA, with deep hands-on experience navigating hyperscaler co-sell programs (AWS, GCP, or Azure).
Technical Foundation: Enough technical fluency to speak credibly with builders, enterprise architects, and engineering leaders. You don’t need to write code, but you must understand how LLMs, agentic frameworks, and developer tooling sit within a modern enterprise infrastructure.
Startup Agility: Proven ability to navigate a high-growth environment with limited structure. You are comfortable building the playbook as you run it, executing independently with minimal supervision.
Operational Rigor: Strong pipeline management skills. You back up your strategy with clean CRM data, accurate tracking of partner activities, and high-signal communication to internal stakeholders.
Strong Communication & Influence: Masterful communication skills. You are just as comfortable writing a concise, clear internal 1-pagers as you are presenting to senior partner stakeholders across complex global systems.
Nice to Have’s
Existing networks or deep working relationships within the AI/ML partner organizations at AWS, GCP, or Microsoft Azure in major EMEA hubs.
Prior experience at an open-source, developer tools, or infrastructure software company with a hybrid PLG and enterprise sales motion.
Familiarity with the modern LLM orchestration stack and enterprise data environments.
Compensation and Benefits
Annual Salary Range: 150,000 – 215,000 GBP + Equity
Our Philosophy: We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. Actual compensation and offerings will vary based on role, level, and location. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations.
Benefits
Benefits include medical, dental, and vision coverage, flexible vacation, a 401(k) plan, meals on in-office days in the US and more.
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