Head of Cloud Partnerships

About the Company

Exa is building a search engine for the AI era. Our Search API currently powers Agents, Fortune 500s and AI labs as we transform an industry that hasn’t been disrupted since the 90s. We're a largely SF-based team of ~100 from Harvard, MIT, Meta, Google Research, ex-founders & dropouts alike.

Responsibilities

• Own the outcomes for your portfolio including depth of integration, marketplace listings, and revenue contribution.
• Run the AWS partnership end-to-end, including relationship management, Marketplace optimization, and co-sell activation.
• Scale hyperscaler motions with GCP and Azure by replicating the AWS playbook.
• Own frontier lab partnerships with OpenAI and Anthropic, including joint solutioning and tool catalog listings.
• Drive co-marketing efforts such as joint launches, blog posts, and demos.
• Act as a feedback loop to the product team regarding partner field insights and customer trends.

Requirements

• Proven experience owning cloud or platform partnerships end-to-end at a high-velocity company.
• Direct experience partnering with AWS, including navigating co-sell motions and AWS Marketplace mechanics.
• Ability to quickly grasp technical concepts like APIs, agent stacks, and retrieval workflows.
• Comfortable working in a high-velocity startup environment.

Preferred Qualifications

• Experience with GCP Partner Advantage or Microsoft Azure Marketplace.
• Existing relationships within OpenAI, Anthropic, or other frontier labs.
• Expertise in navigating marketplace listings and co-sell programs across multiple cloud platforms.