Senior Partner Development Manager, AI Ecosystem

Overview

As the AI Ecosystem Partner Development Manager, you will build and lead strategic AI partnerships outside the US from zero, shaping the ecosystem for Salesforce’s AI products. You will recruit high-value AI-native companies, structure win-win agreements, and drive joint go-to-market efforts. You’ll own the end-to-end deal cycle—from prospecting to signature and live integration—while collaborating with multiple teams to align partner and product roadmaps. This role offers high autonomy and a tangible impact on our AI-enabled platform. You’ll help scale the AI ecosystem to power Salesforce data and actions across environments.

Responsibilities

• Build, recruit and close strategic AI partnerships outside the US, managing end-to-end deals from outreach to signed agreements
• Own opportunities in Salesforce and lead commercial negotiations with high-value partners through to signature
• Develop joint value propositions with partner and Salesforce product teams and align with AI products
• Assess partners’ strategic position and tailor deal structures accordingly
• Collaborate with the Partner Solutions team to close partnerships and, post-signing, manage joint plans and reviews
• Create and maintain a pipeline via cold outreach, LinkedIn, VC and accelerator channels; onboard partners to AIforce and AgentExchange
• Identify and convert existing Salesforce integrations (Headless 360, MCP) into governed partnerships
• Shape commercial models and GTM motions, including co-sell with regional sales teams
• Drive market-facing activities: joint customer stories, AgentExchange listings, and participation in events
• Provide feedback to product teams to influence AIforce and Headless 360 roadmaps
• Collaborate with the Partner Development Manager and broader teams to recruit and onboard the partner portfolio
• Maintain an accurate Salesforce pipeline and report progress, risks, and market signals to leadership

Key requirements

• ISV partnership experience: 7+ years in partnerships or business development, recruiting software companies onto a platform or marketplace, negotiating partner agreements, and running integration and co-sell programmes
• AI partnership expertise: minimum 3 years leading partnerships with AI-native companies building agents, models or developer tools; demonstrated closed partnerships
• Working knowledge of AI agents and integration standards: LLMs, agent orchestration, tool calling, MCP or similar
• Experience structuring partner economics for AI products: usage-based pricing, marketplace revenue share, paid API access
• Experience building an early-stage partner ecosystem or programme
• Existing network in the AI startup/scale-up community outside the US (founders, product leaders, VCs, accelerators)
• Comfort with data-driven planning: pipeline and partner performance reporting
• Hands-on, self-starter approach: prospect, execute and close deals across multiple countries and cultures
• Executive presence: negotiate with founders/CEOs and present to senior Salesforce leaders
• Clear written communication for deal memos and business cases

• Executive presence
• Strong communication
• Self-starting / proactive
• LLMs
• Agent orchestration
• Tool calling

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