Vice President of Channels & Strategic Alliances

CodeRabbit, Inc.

Job Overview

Location

San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• Lead the end-to-end strategy, build-out, and execution of CodeRabbit’s Channels & Strategic Alliances function — a core growth lever for the company’s enterprise expansion.
• Own and deepen strategic partnerships with foundational AI platform providers including Anthropic, OpenAI, and Cursor, securing CodeRabbit’s placement in their recommended integrations, developer marketplaces, and technical showcases.
• Design and implement joint go-to-market motions with AI platform partners, including co-sell programs, shared customer engagements, reference architecture development, and executive sponsorship alignment.
• Build CodeRabbit’s channel program from scratch — defining partner tiers, margin structures, deal registration rules, marketing development funds (MDF), certification pathways, and enablement frameworks for resellers and systems integrators.
• Recruit, sign, and activate tier-one global resellers and systems integrators including PWT, Trace3, Computacenter, Presidio, and Insight to expand CodeRabbit’s enterprise reach through partner-led sales motions.
• Establish a partner-led pipeline that complements direct sales, with clear rules of engagement, shared accountability, and measurable outcomes across pipeline generation and closed-won deals.
• Develop deep technical and commercial enablement materials to ensure partner sales teams can fluently position CodeRabbit alongside the broader AI and developer-tools stack.
• Forge ecosystem partnerships with dev-tooling and infrastructure companies sharing CodeRabbit’s buyer profile, starting with Harness, Vercel, and extending to hyperscaler partner teams (AWS, Azure, GCP), IDE platforms, and SCM systems.
• Drive joint integrations, co-marketing campaigns, co-hosted events, and shared customer plays to embed CodeRabbit into the AI-native SDLC ecosystem.
• Represent CodeRabbit in key developer-platform ecosystems, ensuring visibility and credibility among engineering leaders, platform teams, and developer-tools buyers.
• Hire, lead, and scale a high-performing partnerships team covering alliances, channel management, and partner marketing.
• Partner closely with Sales on co-sell strategy, Marketing on co-branded campaigns, Product on integration roadmaps, and Finance on partner economics and deal structures.
• Own and report on key partnership metrics: partner-sourced and partner-influenced pipeline, co-sell win rate, marketplace bookings, and partner-led ARR growth.
• Define and iterate on partnership playbooks, sales tools, incentive structures, and operational workflows in a fast-moving, build-from-scratch environment.
• Secure lighthouse customer wins through partner collaborations that generate case studies, references, and compound relationship value with alliance partners.
• Maintain executive-level credibility to engage and influence partner CEOs, CTOs, and leadership teams on joint strategic priorities.
• Balance strategic vision with operational execution — building scalable systems while personally driving early-stage partner activations and negotiations.
• Operate with an owner’s mindset: comfortable writing the playbook before it exists, hiring against it, and iterating rapidly based on data and feedback.
• Navigate complex partner ecosystems with technical fluency, commercial acumen, and a deep understanding of enterprise software buyer behaviors in AI and developer tooling.
• Drive consistent messaging and alignment across all partner interactions to ensure a unified, high-quality customer experience.

🎯 Requirements

• 10+ years of GTM experience, with 5+ years specifically in partnerships, alliances, or channels at high-growth B2B SaaS or developer-tools companies
• Track record of building a partnership function from early stage to scale at peer companies such as Sourcegraph, GitHub, Vercel, HashiCorp, Snowflake, MongoDB, Datadog, or Harness
• Direct experience landing and growing relationships with foundation-model providers (Anthropic, OpenAI, Cursor) or AI platform partners
• Existing, warm relationships with major enterprise resellers and GSIs (PWT, Trace3, Computacenter, Presidio, Insight, or comparable)
• Builder’s mindset: comfortable writing playbooks from scratch, hiring teams against them, and iterating rapidly in ambiguity
• Credibility selling to and partnering with technical audiences including engineering leaders, platform teams, and developer-tools buyers

🏖️ Benefits

• Competitive compensation with OTE of $300K - $410K based on experience
• Meaningful equity ownership in a category-defining AI product
• Comprehensive benefits package
• Opportunity to build the partnership function from the ground up with full executive support
• Work with a senior team focused on shipping high-impact products
• Access to a fast-growing enterprise pipeline with strong product-market fit

Skills & Technologies

MongoDB

AWS

Azure

GCP

GitHub

Onsite

$300k-410k

Ready to Apply?

Apply Externally

You will be redirected to an external site to apply.

CodeRabbit, Inc.

Visit Website

About CodeRabbit, Inc.

CodeRabbit provides an AI-powered code review platform that integrates with GitHub and GitLab. It automatically analyzes pull requests, identifies bugs, enforces style rules, and suggests improvements in real time. The service supports multiple languages and frameworks, offers customizable policies, and maintains a privacy-focused architecture to keep proprietary code secure.

View Company Profile

Get more remote jobs like this

Subscribe to the weekly newsletter for similar remote roles and curated hiring updates.

Weekly remote jobs and featured talent.

No spam. Only curated remote roles and product updates. You can unsubscribe anytime.