Partner Business Manager - ANZ

<div class="content-intro"><p><span style="font-size: 12pt;"><strong>About DevRev</strong></span></p> <p>At DevRev, we're building the future of work with <em>Computer</em> – your AI teammate. Unlike traditional tools, <em>Computer</em> unifies all your data sources, tools, and workflows into a single AI-ready platform, giving employees real-time insights, proactive suggestions, and powerful agentic actions. It extends your existing software with AI-native apps and agents that work alongside your teams and customers – updating workflows, coordinating across teams, and eliminating repetitive work. We call this Team Intelligence: human-AI collaboration that breaks down silos, brings people back together, and frees you to solve bigger problems. Backed by Khosla Ventures and Mayfield with $150M+ raised, DevRev is trusted by global companies across industries.</p></div><p>We're looking for a Partner Business Manager to build and scale DevRev's partner ecosystem across Australia and New Zealand. You'll be responsible for recruiting, enabling, and driving revenue through channel partners - including systems integrators, technology consultants, VARs, and cloud marketplace partners (AWS, etc.). This is a foundational role where you'll shape our ANZ partner strategy from the ground up.</p> <h2><strong>What you'll do</strong></h2> <ul> <li><strong>Build the ANZ partner ecosystem</strong> - Identify, recruit, and onboard strategic partners including SIs, consulting firms, ISVs, and cloud alliance partners aligned to DevRev's ideal customer profile.</li> <li><strong>Drive partner-sourced and partner-influenced revenue</strong> - Own pipeline targets and ARR contribution from the partner channel. Develop joint go-to-market plans with top partners.</li> <li><strong>Enable and activate partners</strong> - Deliver technical enablement, sales training, and marketing support to ensure partners can independently position, demo, and close DevRev.</li> <li><strong>Co-sell with partners</strong> - Work alongside DevRev's direct sales team and partner sales reps to progress joint opportunities through the pipeline.</li> <li><strong>Manage partner economics</strong> - Structure commission frameworks, deal registration, and incentive programs to motivate partner engagement.</li> <li><strong>Develop joint marketing initiatives</strong> - Collaborate with marketing to run co-branded campaigns, events, and demand generation activities in ANZ.</li> <li><strong>Own the partner relationship lifecycle</strong> - From recruitment through onboarding, activation, and growth. Track partner health metrics and QBRs.</li> <li><strong>Represent the ANZ market internally</strong> - Feed regional insights on partner needs, competitive dynamics, and market opportunities back to global leadership.</li> </ul> <h2><strong>What you bring</strong></h2> <ul> <li><strong>8-12 years</strong> in partner/channel sales, alliance management, or business development within enterprise SaaS or cloud platforms.</li> <li>Proven track record of building partner programs or scaling channel revenue in the ANZ market.</li> <li>Existing relationships with SIs, consulting firms, and technology partners in Australia and New Zealand (e.g., Deloitte, Accenture, Infosys, Wipro, local/regional consultancies).</li> <li>Experience working with cloud marketplaces (AWS, Azure, GCP) and co-sell motions.</li> <li>Strong understanding of SaaS economics - ARR, ACV, partner margin structures, and deal registration models.</li> <li>Ability to translate product value into partner-friendly messaging and enablement materials.</li> <li>Comfort operating in an early-stage, high-growth environment where you'll build playbooks from scratch.</li> <li>Excellent stakeholder management - internally with sales, marketing, and product teams, and externally with partner executives.</li> <li>Based in Australia with willingness to travel across ANZ (and occasionally to HQ).</li> </ul> <h2><strong>Nice to have</strong></h2> <ul> <li>Background in CRM, support/ticketing, developer tools, or product management platforms.</li> <li>Experience with AI/ML-driven SaaS products.</li> <li>Familiarity with DevRev or competing platforms (Zendesk, Jira, Salesforce Service Cloud, Freshworks).</li> <li>Prior experience at a company that scaled from $10M-$100M ARR.</li> </ul> <h2><strong>What we offer</strong></h2> <ul> <li>Opportunity to build the ANZ partner function from the ground up at a category-defining company.</li> <li>Competitive base + uncapped variable compensation tied to partner revenue.</li> <li>Equity in a high-growth, well-funded startup.</li> <li>Direct access to executive leadership and founders.</li> <li>Flexible working arrangements.</li> </ul><div class="content-conclusion"><p><em>DevRev is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.</em></p></div>