Partnership Manager - Hyperscalers and AI Labs

## About Obin:
Obin is the agentic workforce for regulated finance. We build AI agents that understand how each institution operates — its workflows, decision-making logic, edge cases, and regulatory requirements. We partner with leading financial institutions to reimagine critical workflows across insurance, private credit, and commercial lending. Obin was founded by Apoorv Saxena (former Global Head of AI at JPMorgan Chase, Managing Director at Silver Lake, and Head of Product for Cloud AI at Google) and Lak Lakshmanan (former Data & AI operating executive at Silver Lake and Head of Data Analytics & AI at Google). Our advisors include AI pioneers Fei-Fei Li and Lukasz Kaiser. Today, Obin's solutions are in production at institutions representing more than $1 trillion in assets.

## About the Role:
We're looking for a Partnership Manager to build and scale Obin's co-sell motion with the leading AI labs and hyperscalers. We already have real momentum with Google Cloud and with Anthropic. Your first mandate is to amplify our joint value proposition and show partners how the combination delivers more value to financial institutions. From there, you'll turn these relationships into a repeatable source of pipeline and revenue, and extend the program to additional hyperscalers and model providers. You'll work hand in hand with your commercial colleagues to run joint go-to-market motions, and you'll be the voice of our partners inside Obin. This is our first dedicated partnership hire, with significant ownership over how our partnership playbook is built.

What You'll Do:

Build and Grow Strategic Partnerships

- Go deep on a focused set of strategic partners, owning each relationship end to end, from partner leadership to the field teams covering financial services.
- Build joint business plans with each partner, and expand into new partnerships once core channels are performing.
- Source net new opportunities through partner field teams and joint marketing, and own a partner-sourced pipeline target.

Enable Partner Field Teams

- Equip partner sellers to position Obin with pitch narratives, use-case playbooks, and customer proof points.
- Run regular enablement, account mapping, and pipeline reviews with partner teams.

Own Deal Registration and Co-Sell Operations

- Register and manage opportunities through each partner's programs so Obin gets credit and incentives on every eligible deal.
- Track partner-sourced and partner-influenced pipeline, and build the CRM processes and reporting behind it.

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What You'll Bring:

- 7+ years of experience in partnerships, alliances, channel, or business development, ideally at a growth-stage technology or enterprise software company, along with a background in financial services (banking, insurance, asset management, or private credit).
- A proven track record of building revenue-generating partnerships, including running co-sell motions with hyperscalers or AI labs, from deal registration to sourcing pipeline through partner field teams.
- Excellent communication and relationship skills, with credibility across partner executives, field sellers, and technical teams.
- A strong understanding of how large enterprises evaluate and buy technology, including generative AI and agentic platforms: top-down decisions led by the C-suite, with long, multi-stakeholder buying cycles.
- A builder's mindset: comfortable creating process, playbooks, and metrics from a blank page.

Even Better If You Have:

- Existing relationships within the partner and financial services field organizations at Google Cloud, AWS, Microsoft, Anthropic, or OpenAI.
- Comfort operating in ambiguity, with the initiative and resourcefulness to thrive in a fast-moving startup.

## Why Obin:
AI is fundamentally changing how financial institutions operate, and the hyperscalers and AI labs are central to how that change reaches the market. Partnerships are central to how Obin goes to market. You'll own a set of our most strategic AI lab and hyperscaler relationships from day one, with the autonomy of a founding team member to shape how they grow. If you're excited to turn strategic partnerships into real revenue, we'd love to meet you.
Base compensation range: $225,000 - $325,000 Plus Annual Bonus + Equity