Partner Programs Lead

About Us 

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases. 

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including AstraZeneca, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture. 

We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

• Reliable, high-quality data is the fuel that propels AI-powered data engineering.

• AI is changing data work, fast. dbt’s data control plane keeps data engineers ahead of that curve.
• We empower engineers to deliver reliable, governed data faster, cheaper, and at scale.

dbt Labs is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we’re just getting started.. We’re growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values.

dbt Labs is building a dynamic and expansive partner ecosystem to empower our customers on their data transformation journey. As part of this mission, the Partner Strategy and Programs team is seeking an experienced and highly motivated Partner Programs Lead to design, develop, and scale strategic programs that drive partner success. This role will have a particular focus on programs that accelerate partner-led services, enablement, and customer consumption through strategic investments and funding mechanisms.

We are looking for a passionate professional with deep expertise in partner and customer engagement, coupled with a strong ability to influence business performance through impactful programs and strategic investments. The ideal candidate will demonstrate a balance of analytical thinking, strategic execution, and cross-functional leadership. They will have a proven ability to thrive in ambiguity, execute with excellence, collaborate across virtual teams, and communicate effectively with internal and external executive stakeholders.

• Develop and execute scalable partner programs, incentives, and business processes to drive global partner success.
• Design and implement program frameworks that accelerate partner growth and adoption of dbt Labs’ products and services.
• Drive execution and adoption, ensuring the long-term success of partner programs through comprehensive planning and implementation.
• Monitor and optimize program performance by leveraging data-driven insights to enhance efficiency, utilization, and compliance.
• Create and maintain program documentation, including detailed program benefits, terms, conditions, rules of engagement, and marketing materials for a global audience.
• Continuously refine and enhance partner programs based on partner feedback, internal insights, and strategic planning.
• Collaborate cross-functionally to define system and process requirements that enhance the partner and sales experience within the program infrastructure.

In addition, this role will focus on scaling programs that drive partner delivery, capability, and consumption:

• Design and scale services-oriented partner programs that support implementation, delivery, and customer value realization across strategic and GSI partners
• Own and evolve Partner Development Funds and Cloud Funding programs to drive partner-led growth, co-sell acceleration, and customer consumption
• Develop and execute partner enablement programs that build delivery capability, support new use cases, and reinforce dbt best practices.

• 4+ years of experience in channel programs, operations, partner marketing/sales, incentives, or rebate management.
• Deep understanding of channel partner business models and their role in solution delivery, sales, and services within the cloud and software ecosystem.
• Experience working with services partners (SIs/GSIs), partner funding models (e.g., MDF/PDF), or partner enablement programs.
• Bachelor’s degree in a relevant field.
• Proven expertise in designing and executing partner programs that align with business strategy and drive measurable impact.
• Strong financial and analytical acumen, with experience in developing business plans, financial models, and data analytics to support program justification and evolution.
• Excellent communication and interpersonal skills, with the ability to engage effectively with executive leadership and external partners.
• Proficiency in data analysis tools (e.g., Excel, Tableau) and strong presentation skills.
• Exceptional organizational, negotiation, and project management abilities to manage multiple priorities effectively.
• Ability to travel up to 20% of the time.

• Previous experience in partner programs, incentives, or operations.
• Knowledge of or prior experience with dbt.

• Interview with Talent Acquisition Partner
• Interview with the Hiring Manager
• Team Interviews
• Final Interview with VP of Global Partnerships

• Unlimited vacation time with a culture that actively encourages time off
• 401k plan with 3% guaranteed company contribution
• Comprehensive healthcare coverage
• Generous paid parental leave
• Flexible stipends for:
  • Health & Wellness
  • Home Office Setup
  • Cell Phone & Internet
  • Learning & Development
  • Office Space

We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process. In select locations (including Boston, Chicago, Denver, Los Angeles, Philadelphia, New York City, San Francisco, Washington, DC, and Seattle), an alternate range may apply, as specified below.

dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn’t perfectly align with the job description, we encourage you to apply—we value potential just as much as a perfect resume.

Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page.

dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. RSUs or comparable benefits may be offered depending on the legal or country limitations.