management
Posted 3 weeks agoHead of Cloud Partnerships
at Exa
San Francisco, United StatesOn-site
Responsibilities
- - Own frontier lab partnerships with OpenAI and Anthropic: joint solutioning with their applied and forward-deployed teams, tool catalog and plugin listings (GPT store, Claude tools, etc.), integration QA and eval support, and joint launches.
Requirements
- About Exa We raised a $250M Series C to build the search engine for AIs.
- Read more https://exa.ai/blog/announcing-series-c 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.
- The role The Head of Cloud Partnerships at Exa is focused on extracting maximum distribution from the highest-leverage infrastructure in the AI ecosystem.
- They own one of Exa's most critical distribution layers: the hyperscaler clouds (AWS, GCP, Azure) and frontier model labs (OpenAI, Anthropic, and others).
- These partners are the infrastructure through which AI is built and deployed, and Exa's depth of integration here is a direct multiplier on revenue and reach.
- - Run the AWS partnership end-to-end: relationship management with PDMs and partner AEs, AWS Marketplace listing and optimization, co-sell activation, field presence at AWS events, and joint outbound with their field teams.
- - Eventually scale hyperscaler motions with GCP and Azure: replicate and adapt the AWS playbook across their partner ecosystems, marketplace programs, and co-sell workflows.
- - Expand to additional frontier labs and AI platform partners as the ecosystem evolves.
- experience partnering with AWS: you know how their partner organization operates, have navigated the co-sell motion, and understand AWS Marketplace mechanics (ISV Accelerate, PDM relationships, APN co-sell). - You can pick up technical concepts fast (APIs, agent stacks, retrieval, eval workflows) and represent them confidently to partner field engineers, FDEs, and AEs. - You're comfortable in a high-velocity startup where the portfolio evolves quickly and prioritization decisions sit with you.
- experience across multiple hyperscaler platforms: GCP Partner Advantage, Microsoft Azure Marketplace, and familiarity with how their co-sell motions and partner incentive structures differ from AWS. - Existing relationships inside OpenAI, Anthropic, or other frontier labs. - You've navigated marketplace listings and co-sell programs across more than one cloud platform and have a point of view on what makes listings actually convert.