Strategic Partnerships Lead

At Tribe, we’re on a mission to help enterprises realize the value of AI for their business. Every large enterprise wants to use AI to transform how they operate — but many don’t have the capabilities to do it. That gap is our opportunity.

We’re an AI-native services company that helps enterprises build and deploy best-in-class AI products that deliver real business impact. We partner closely with OpenAI and Anthropic, giving us rare visibility into the most advanced models, roadmaps, and GTM strategies in the world.

This is not a typical partnerships job. The entire GenAI ecosystem is still being built — there are no playbooks, no mature partner programs, no “way things are done.” That’s what makes this role special.

As our Strategic Partnerships Lead, you’ll be at the center of a rapidly forming ecosystem, working directly with OpenAI and Anthropic. You’ll have frontline exposure to their product evolution, GTM priorities, and internal teams across sales, product, and partner leadership. You’ll help shape how Tribe shows up across these alliances and define what great partner-driven GTM execution looks like in GenAI.

This role is for someone who thrives in the Wild West — someone who sees ambiguity as a feature, not a bug. You’ll create structure where none exists, get things done without waiting for permission, and turn opportunity into momentum. You’ll help position Tribe as the partner of choice in an ecosystem that’s moving faster than anything the enterprise world has seen in decades.

• Operate in a high-velocity environment where partner GTM shifts weekly — making fast, informed decisions with limited information.

• Develop deep connectivity to partner field teams and GTM motions, driving alignment and shared wins.

• Own and grow Tribe’s most strategic partnerships (e.g., OpenAI, Anthropic, AWS) across GTM, co-sell, and product alignment.

• Build scalable partner programs and systems in an ecosystem where the rules aren’t written yet.

• Drive visibility and reporting for partner-sourced and influenced pipeline, delivery impact, and GTM opportunities.

• Surface customer success stories and co-build narratives with partners to amplify Tribe’s credibility in the market.

• Represent Tribe externally with precision, curiosity, and commercial instincts — building trust with senior partner stakeholders.

• Help shape Tribe’s long-term partner strategy by identifying where to bet across the GenAI landscape.

• 5–10 years in Partnerships, Channel, or Strategic GTM roles in SaaS, Cloud, or AI.

• Deep experience influencing quota-carrying sellers — earning trust quickly and driving co-sell momentum in the field.

• Crisp, synthesis-first communicator who can adapt messaging to overloaded partner sellers with limited bandwidth.

• High EQ and political savvy — able to navigate different partner personas (AEs, ADs, PMs, partner leadership) and tailor communication accordingly.

• Strong operator who brings clarity, structure, and momentum to fast-moving environments.

• Builder’s mindset — you create systems where none exist and move quickly from idea to execution.

• High-agency, resourceful, and motivated by working at the frontier of an emerging category.

• Experience collaborating with hyperscalers or frontier model providers (AWS, OpenAI, Anthropic, Azure, GCP)

• Former quota-carrying AE, Partner Manager, or revenue-tied role: able to think like a seller and act as a force-multiplier for pipeline

• Experience in early-stage or high-ambiguity environments where playbooks don’t exist

• Strength in GTM storytelling — shaping narratives for partners, customers, and internal teams

• Experience in a services-led GTM environment, positioning implementation value rather than product features.

• Frontline access to the AI frontier: Direct collaboration with OpenAI and Anthropic across GTM, co-sell, and product alignment

• Define the category: Help shape what “great partnerships” looks like in GenAI — before the ecosystem calcifies

• High-leverage seat: Your work directly influences Tribe’s go-to-market, credibility, and strategic direction

• No bureaucracy: This is a builder role in an environment where speed matters and ownership is real

• A team of experts: Work alongside world-class AI engineers, operators, and researchers building the next generation of applied AI