Backstory (Formerly People.ai) is hiring a Head of Strategic Partnerships to build and scale our partner channel from the ground up.
This role focuses on developing early relationships with a small set of high-impact partners such as Google, OpenAI, and Anthropic. The goal is to identify where meaningful opportunities exist and convert those relationships into a partner-sourced pipeline through active co-sell motion.
This is a builder role that requires strong judgment, direct engagement with partner sellers, and the ability to create traction from an early starting point.
Over time, this role will evolve into building an AI-first partner engine that drives pipeline through leverage, automation, and repeatable systems.
Responsibilities
Own and develop early relationships across a focused set of strategic partners
Identify where to invest to generate partner-driven introductions quickly
Build direct relationships with partner field sellers and account teams
Translate Backstory’s product into a clear and compelling value proposition for partner sellers
Convert early engagement into active co-sell motion and pipeline
Partner cross-functionally with Sales, Product, and Marketing to support and enable the motion
Build toward an AI-first, scalable partner channel through automation and leverage
Requirements
Experience building partnerships and co-sell motion from the ground up
Strong understanding of enterprise ecosystems such as Microsoft, Salesforce, and ServiceNow
Ability to influence partner AEs and drive meaningful engagement
Strong judgment and ability to prioritize in ambiguous environments
Clear and compelling communicator who can position value effectively
High energy and comfort operating in early-stage environments
AI-first mindset with a focus on leverage, automation, and scalable impact
What Success Looks Like
90 days: Clear and prioritized partnership plan with defined actions, dependencies, and early traction
6 months: At least one partner in active co-sell motion with real opportunities
12 months: Early signs of AI-driven leverage across partner workflows
18 months: Approximately 20% of new logo pipeline sourced from partners
Top Skills
Similar Jobs
What you need to know about the Los Angeles Tech Scene
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
