Partnerships Manager, Alliances - LiveKit

About LiveKit

LiveKit is the default infrastructure layer for real-time AI, empowering AI to see, hear, and speak. We power critical applications, from voice for millions of ChatGPT users to drone teleoperation and emergency call systems. Over 300,000 developers and 5,000+ companies rely on LiveKit for production AI workloads. We've secured $181M in funding from top investors and are experiencing rapid growth.

About This Role

As a Partnerships Manager, Alliances, you will be instrumental in building LiveKit's technology alliances. Your focus will be on forging direct partnerships with leading companies such as AWS, Google, OpenAI, Anthropic, Databricks, Snowflake, MongoDB, Deepgram, ElevenLabs, and Cartesia. You will identify opportunities for joint solutions and integrations, driving enterprise deals through collaborative go-to-market strategies where engineering and sales teams work in tandem.

You'll Thrive Here If You:

• Are passionate about transforming technology partnerships into tangible joint solutions and enterprise business.
• Can quickly build credibility with partner engineering teams and translate that into a shared roadmap.
• Possess the ability to structure and implement a partner program from its inception.
• Can effectively align sales teams from both LiveKit and partner organizations to collaborate on accounts.
• Are a rapid learner, adept at quickly understanding new partner products and go-to-market motions to identify integration opportunities.

The ideal candidate will present a clear vision for building a joint solution and go-to-market motion with a target partner (e.g., AWS, Snowflake, a model provider, or STT/TTS provider) and ideally have some hands-on familiarity with LiveKit's technology.

What You'll Do

• Develop and manage LiveKit's technology alliances, establishing strategic partnerships with cloud, data infrastructure, AI/model, and developer platform companies.
• Identify and cultivate partners for joint solutions and product integrations, subsequently building mutual go-to-market strategies.
• Serve as a liaison between the sales team and special projects, facilitating joint testing and go-to-market initiatives with partners.
• Establish a scalable technology alliances program from the ground up, defining best practices and playbooks.
• Convert partner interest into measurable pipeline and drive relationships to successful co-sell wins.

Who You Are

• Experienced in technology alliances, strategic partnerships, platform partnerships, or technical business development, with a proven history of direct technology company partnerships.
• Skilled in building integrations and mutual go-to-market motions, with experience in establishing a technology alliances function from scratch.
• Technically proficient enough to engage credibly with engineers and technical stakeholders, possessing a strong understanding of partnership domains.
• Demonstrated ability to nurture relationships leading to closed business outcomes.
• Comfortable navigating ambiguity and shaping nascent programs.

Nice to Have

• Existing relationships with cloud, data infrastructure, or developer platform companies (e.g., AWS, Google, Snowflake, Databricks, MongoDB).
• Existing relationships with AI model, STT, or TTS providers (e.g., OpenAI, Anthropic, Deepgram, ElevenLabs, Cartesia).
• Experience building joint go-to-market or co-sell motions alongside product integrations, beyond simple MOUs.

Our Commitment to You

• An opportunity to build something truly impactful.
• 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. Reasonable accommodations are available for the application and interview process; please contact recruiting@livekit.io.