Partnerships Manager, Alliances

ABOUT LIVEKIT LiveKit is the default infrastructure layer for real-time AI — the platform that gives AI the ability to see, hear, and speak. From powering voice for millions of ChatGPT users to enabling drone teleoperation at Skydio and serving as the backbone for roughly 25% of 911 emergency calls in the U.S., LiveKit handles the real-time media layer that production AI applications depend on. Over 300,000 developers and 5,000+ companies — from leading AI labs to Fortune 500 enterprises — run production workloads on LiveKit. We've raised $181M from investors including Index Ventures, Altimeter Capital, and Salesforce Ventures, and we're growing fast. ABOUT THIS ROLE Your focus is building LiveKit's technology alliances — real, direct partnerships with companies like AWS, Google, OpenAI, Anthropic, Databricks, Snowflake, MongoDB, Deepgram, ElevenLabs, and Cartesia. You'll find the partners where we can build a joint solution or integration, then go win enterprise deals together — the kind of partnership where two engineering and go-to-market teams actually work the same account side by side. YOU'LL THRIVE HERE IF YOU: - are obsessed with turning technology partnerships into joint solutions and real enterprise business for LiveKit - can walk into a room of engineers at a partner company and earn credibility fast, then turn that credibility into a joint roadmap - know how to build a partner program's structure and process from nothing - can get a sales team and a partner's sales team actually working the same account together - are a fast learner who picks up a new partner's product and go-to-market motion quickly enough to spot the real integration opportunity The best way to impress us is with a point of view on how you'd build a joint solution and go-to-market motion with one of the companies we actually want to partner with (AWS, Snowflake, a model or STT/TTS provider — pick one), and ideally some hands-on familiarity with what LiveKit actually does 😊 WHAT YOU'LL DO - Build and own LiveKit's technology alliances — direct, strategic partnerships with cloud, data infrastructure, AI/model, and developer platform companies (think AWS, Google, OpenAI, Anthropic, Databricks, Snowflake, MongoDB, Deepgram, ElevenLabs, Cartesia) - Identify partners where LiveKit can build a joint solution or product integration, then build the mutual go-to-market motion on top of it - Act as the connective tissue between the sales team and special projects (like joint testing and go-to-market work with model companies) - Build a repeatable technology alliances program from the ground up, defining the playbook as you go - Turn partner interest into real, trackable pipeline and follow every relationship through to actual co-sell wins WHO YOU ARE - Experience in technology alliances, strategic partnerships, platform partnerships, or a technical business development role, with a track record built around direct partnerships with technology companies - Have built integrations plus a mutual go-to-market motion, ideally having built a technology alliances function from 0 to 1 - Technical enough to be genuinely credible in a room of engineers or technical stakeholders — you don't need to write code, but you need to understand what you're partnering on - A track record of following through on relationships to real, closed business outcomes - Comfortable operating with a lot of ambiguity — the program doesn't fully exist yet, and you'll be shaping it NICE TO HAVE - Existing relationships with cloud, data infrastructure, or developer platform companies (AWS, Google, Snowflake, Databricks, MongoDB, or similar) - Existing relationships with AI model, STT, or TTS providers (OpenAI, Anthropic, Deepgram, ElevenLabs, Cartesia, or similar) - Experience building a joint GTM or co-sell motion alongside a product integration, not just a partnership MOU OUR COMMITMENT TO YOU - An opportunity to build something truly impactful to the world - Contribute to open source alongside world-class engineers - Competitive salary and equity package - Health, dental, and vision benefits - Flexible vacation policy LiveKit is an equal opportunity employer and does not discriminate on the basis of any characteristic protected by applicable law. If you require a reasonable accommodation during the application or interview process, please contact recruiting@livekit.io.