CodeRabbit
SaaS
VicePresidentofChannels&StrategicAlliances
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“Vice President of Channels & Strategic Alliances at CodeRabbit. Skills: Channels, Strategic Alliances, Partnerships. Own CodeRabbit’s relationships with Anthropic, OpenAI, and Cursor end-to-end — exec sponsorship, technical roadmap alignment, and joint GTM.. Unlock the opportunity inside each partner: co-sell motions, joint customer wins, marketplace placement, partner-led pipeline, and reference architectures.”
What You'll Achieve.
Own a clear set of metrics: partner-sourced and partner-influenced pipeline, co-sell win rate, marketplace bookings, and partner-led ARR.
Industry & Context.
What They're Looking For.
Must Have
10+ years of GTM experience, 5+ years specifically in partnerships, alliances, or channels at high-growth B2B SaaS or developer-tools companies, A track record of building a partnership function from early stage to scale at companies in our peer set — e. g. Sourcegraph, GitHub, Vercel, HashiCorp, Snowflake, MongoDB, Datadog, Harness, or similar, Direct experience landing and growing relationships with foundation-model providers, hyperscalers, or other AI platform partners, Existing, warm relationships across the major resellers and GSIs that sell into the enterprise — PWT, Trace3, Computacenter, Presidio, Insight, or comparable, A builder’s mindset: comfortable writing the playbook before the playbook exists, hiring against it, and iterating with the team, Credibility selling to and partnering with technical audiences — engineering leaders, platform teams, and developer-tools buyers, Operator instincts: on partner economics, deal mechanics, enablement design, and program measurement, Excellent executive presence and the maturity to represent CodeRabbit to partner CEOs and their leadership teams
Nice to Have
Prior experience scaling a channel program past meaningful partner-sourced revenue at a Series or Series C dev-tools or AI-infrastructure startup, Existing relationships inside Anthropic, OpenAI, Cursor, AWS, Azure, GCP, or major IDE partner teams, Experience landing co-sell motions inside AWS Marketplace, Azure Marketplace, or Google Cloud Marketplace, Background working with the AI-native developer ecosystem — Harness, Vercel, Replit, LangChain, and similar
What You'll Do.
Own CodeRabbit’s relationships with Anthropic
and Cursor end-to-end — exec sponsorship
technical roadmap alignment
Unlock the opportunity inside each partner: co-sell motions
marketplace placement
and reference architectures.
Secure CodeRabbit’s position inside each partner’s recommended integrations
developer marketplaces
Land and grow a portfolio of lighthouse co-sold customers and case studies that compound the relationship.
Build CodeRabbit’s channel program from zero: partner tiering
and activate tier-one resellers and systems integrators — PWT
and other global and regional partners that own the enterprise developer-tools buyer.
Stand up partner-led pipeline that complements direct sales
with clear rules of engagement and shared accountability.
Build the technical and commercial enablement that lets partner reps sell CodeRabbit fluently
alongside the broader AI and developer-tools stack.
durable relationships with the dev-tooling and infrastructure companies that share our buyer — starting with Harness
and similar adjacent players.
Develop joint integrations
and shared customer plays that put CodeRabbit in front of every team adopting AI in their SDLC.
Represent CodeRabbit across the developer-platform ecosystem — including hyperscaler partner teams (AWS
GCP) and major IDE and SCM platforms.
Hire and lead a high-performing partnerships team across alliances
and partner marketing.
How You'll Work.
Team & Collaboration
Partner closely with Sales, Marketing, Product, and Engineering.; Partner with Sales on co-sell motion, Marketing on co-branded campaigns, Product on integration roadmap, and Finance on partner economics.
Full Job Description
ABOUT CODERABBIT CodeRabbit is an innovative research and development company focused on building extraordinarily productive human-machine collaboration systems. Our primary goal is to create the next generation of Gen AI-driven code reviewers: a symbiotic partnership between humans and advanced algorithms that significantly outperforms individual engineers. We combine language models with human ingenuity to push the boundaries of software development efficiency and quality. THE OPPORTUNITY We are hiring our first VP of Channels & Strategic Alliances to own the partnership engine that will be a primary growth lever for CodeRabbit over the next several years. You will architect and lead three distinct but interconnected motions: - Strategic AI alliances with the foundation-model and AI-platform providers our customers buy alongside CodeRabbit — Anthropic, OpenAI, and Cursor. - Channel and reseller partnerships with the resellers and systems integrators that serve global enterprises — PWT, Trace3, Computacenter, and similar tier-one partners. - Ecosystem partnerships with the dev-tooling and infrastructure companies that share our buyer — Harness, Vercel, and the broader DevOps and AI-developer ecosystem. This is a build-from-scratch role. You will set the strategy, write the playbooks, recruit and activate the partners, and hire the team. You will report to the CRO and partner closely with Sales, Marketing, Product, and Engineering. WHAT YOU’LL OWN STRATEGIC AI ALLIANCES - Own CodeRabbit’s relationships with Anthropic, OpenAI, and Cursor end-to-end — exec sponsorship, technical roadmap alignment, and joint GTM. - Unlock the opportunity inside each partner: co-sell motions, joint customer wins, marketplace placement, partner-led pipeline, and reference architectures. - Secure CodeRabbit’s position inside each partner’s recommended integrations, developer marketplaces, and showcases. - Land and grow a portfolio of lighthouse co-sold customers and case studies that comp
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