AWS Alliances Lead

About the Role

You will be LangChain's dedicated cloud alliance lead for AWS, owning the relationships and revenue motions that make these partnerships produce real pipeline. This is a senior individual contributor role sitting within the Partnerships team where you'll be close to the product, close to the field, and expected to drive results without a lot of hand-holding. You'll own co-sell execution and marketplace presence end-to-end, working with cloud partner teams, field sellers, and LangChain's GTM organization to turn partner relationships into closed deals.

What You'll Bring

• 6+ years in cloud alliances, partner sales, or business development, with direct, hands-on ownership of an AWS relationship.

• A track record of scaling a hyperscaler co-sell motion, not just starting one: you have taken a working AWS alliance to materially higher Marketplace share, pipeline, or partner-sourced revenue, and you can describe the mechanisms that got you there.

• Deep working knowledge of AWS Marketplace transactions and programs: private offers, CPPO, ACE, ISV Accelerate, and the funding programs available to ISVs.

• Experience operating a marketplace GTM platform such as Suger, Tackle, or WorkSpan, including referral and offer automation.

• Experience shaping and running a joint business plan with a hyperscaler, including executive sponsorship on both sides.

• Enough technical foundation to speak credibly with builders. You do not need to write code, but you need to understand how LangGraph, LangSmith, and LangChain fit into a customer's AWS stack.

• Experience in a startup or high-growth environment where you set the operating rhythm for a partner motion rather than inheriting one.

• Strong operational discipline: you manage pipeline in the CRM, track partner activity, and report results clearly to internal stakeholders.

• Excellent communication and relationship-building skills, with comfort owning senior relationships at a large cloud organization and resolving conflict constructively across company lines.

Nice to Have's

• Prior experience inside AWS in partner sales, ISV, or Marketplace roles, with a working understanding of how co-sell decisions and seller compensation work internally.

• Experience with commercial contracts with AWS like SCAs.

• Existing relationships across the AWS ISV, field, Marketplace, and Bedrock partner teams.

• Familiarity with the AI/ML ecosystem: how LLMs, agents, and developer tooling fit into enterprise stacks.

• Experience with AWS partner programs specific to AI and data, such as the Generative AI Competency and related partner tracks.

• Prior experience at a developer tools or infrastructure company with a product-led growth motion.

Annual salary range: $200,000 - $250,000 OTE + Equity

Compensation Philosophy

We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks.

We are hiring for this role across a range of scope, and the compensation band reflects that. Your offer depends on what we learn about your impact, craft, leadership, and communication during the interview process. We will tell you early where you’re tracking and talk comp with you before offer stage. 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.