Partner Development Manager

Overview Pulse is tackling one of the most persistent challenges in data infrastructure: extracting accurate, structured information from complex documents at scale. We have a breakthrough approach to document understanding that combines intelligent schema mapping with fine-tuned extraction models where legacy OCR and other parsing tools consistently fail.   We are a small, fast-growing team of engineers in San Francisco powering Fortune 100 enterprises, YC startups, public investment firms, and growth-stage companies. We are backed by tier 1 investors and growing quickly.   What makes our tech special https://www.runpulse.com/blog/pulse-approach-to-document-intelligence is our multi-stage architecture: - Layout understanding with specialized component detection models - Low-latency OCR models for targeted extraction - Advanced reading-order algorithms for complex structures - Proprietary table structure recognition and parsing - Fine-tuned vision-language models for charts, tables, and figures   If you are passionate about the intersection of computer vision, NLP, and data infrastructure, your work at Pulse will directly impact customers and shape the future of document intelligence.   What we are looking for - US-based, with travel to partner sites, customer sites, and our San Francisco office as needed - Eager to learn and adapt quickly - Prior startup or founding experience is a plus About the Role As a Partner Development Manager at Pulse, you will help establish and scale the partner ecosystem that puts the Pulse API inside the platforms, data pipelines, and vertical software our customers already use. You will recruit and sign new technology partners, turn our early partner motions into repeatable programs, and drive partner-sourced revenue alongside Account Executives and Solutions Engineers. You will be an early member of the partnerships team and will help shape how Pulse goes to market through partners.   Responsibilities - Recruit and sign technology partners that can embed or integrate the Pulse API where there is a document extraction gap in their platform, data pipeline, or vertical solution - Scope embed and white-label partnerships with partner product and engineering teams, including integration requirements, usage-based pricing, and commercial terms - Own a portfolio of technology, data platform, and marketplace partners, driving partner-sourced pipeline, revenue, and API usage - Build joint go-to-market plans with each partner that define success criteria, target accounts, and shared pipeline goals - Run co-sell motions with partner sales teams, from account mapping and introductions through deal registration and close - Help mature our existing partner motions into repeatable programs, including partner onboarding, enablement, and deal attribution - Partner with Solutions Engineers on integration proofs-of-concept and partner technical validation - Enable Pulse Account Executives on active partners, and enable partner sellers on Pulse use cases, positioning, and pricing - Negotiate partner agreements, revenue share, and commission structures - Maintain accurate partner pipeline, deal attribution, and forecast in CRM - Serve as the voice of our partners back to product and engineering, surfacing integration and roadmap needs Requirements - 5+ years in partnerships, alliances, channel sales, or business development at a B2B software company - Partnerships experience at an API-first, developer platform, or data infrastructure company - Track record of signing new partners and turning them into measurable pipeline and revenue - Experience running co-sell and integration partnerships with data platforms, ISVs, or cloud marketplaces - Strong understanding of partner economics, including referral, revenue share, usage-based, white-label, and marketplace models - Technical fluency with APIs, integrations, and modern data infrastructure, enough to read API documentation, scope an embed, and speak credibly with partner product and engineering teams Nice to have - Existing relationships across cloud, data platform, or vertical software ecosystems - Experience with partners serving regulated industries such as financial services, insurance, healthcare, or energy - Familiarity with document processing, OCR, NLP, computer vision, or ML platforms - Experience helping establish a partner program at an early-stage company Sponsorship Sponsorship not available.   Compensation and benefits Competitive base salary and OTE plus equity, medical, vision, and dental coverage.