Global Alliance Lead, Microsoft

dbt Labs and Fivetran have merged to create the defining open data infrastructure platform for the modern enterprise. We create the data infrastructure for AI agents you can trust. Together, we power the data pipelines, semantic layers, and transformation workflows that organisations rely on to run their businesses — and increasingly, to govern and scale their AI. We are at the center of one of the most important shifts in enterprise technology: the move from fragmented, vendor-locked data stacks to open, portable, trustworthy infrastructure, critical for AI. Our platform is how the world's leading companies get AI into production.

About the role

The Microsoft Global Alliance Lead is one of the most strategically important roles in our Ecosystem. You will own our relationship with one of the world's leading technology and transformation partners end-to-end - from C-suite engagement through to practitioner enablement and joint pipeline creation. You will be the architect of how Microsoft and dbt/Fivetran go to market together, ensuring our platform becomes the trusted data foundation inside Microsoft.

This is a senior individual contributor role reporting to the Global Head of Cloud Service Providers. You will orchestrate across sales, marketing, operations, product management, partner solution architecture, and finance - bringing the full weight of the organization to bear on one of our highest-leverage commercial relationships.

What You'll Do

Relationship strategy and executive engagement

• Own the global Microsoft alliance at the partner and executive level, building trusted relationships with Fabric, Azure, and field leadership across Microsoft's sales, product, and engineering teams
• Define and execute a multi-year joint strategy that positions dbt and Fivetran as the default analytics engineering and transformation layer within Microsoft's Fabric and Azure data ecosystem
• Represent dbt and Fivetran at Microsoft's internal forums, customer briefings, and industry events - including FabCon, Ignite, and AI Tours - articulating a compelling narrative around trusted data transformation and AI-ready data on Microsoft

Product integration and platform alignment

• Drive key product milestones forward in partnership with dbt Labs' product and engineering teams
• Work with Microsoft's Fabric CAT and engineering teams to embed dbt into standard Microsoft reference architectures, solution patterns, and customer-facing platform narratives
• Ensure dbt and Fivetran is positioned as cross-platform but Azure-aligned — supporting Fabric, Snowflake on Azure, and Databricks on Azure so Microsoft can win regardless of customer platform preference

Enablement and go-to-market

• Build and run a structured enablement program for Microsoft field teams globally - Fabric specialists, cloud specialists, and solution engineers - through hands-on labs, Feature Fridays, in-office sessions, and joint delivery assets
• Partner with Microsoft's alliances and marketing teams to develop joint go-to-market campaigns anchored to Fabric, AI-ready data, and enterprise analytics engineering
• Own the co-sell playbook end to end: account mapping, seller-to-seller engagement, targeted plays, and clear asks of Microsoft teams on active opportunities

Pipeline and commercial execution

• Drive measurable progress against commercial targets - including Microsoft-sourced revenue, Microsoft-engaged revenue, Azure Marketplace TCV, and Azure consumption
• Own Azure Marketplace execution: ensure clean, predictable MACC drawdown and marketplace-backed deal flow with no last-minute surprises
• Maintain a rigorous view of Microsoft-attributed pipeline - tracking opportunity sourcing, co-sell progression, and closed business across the alliance

Operating model and internal leadership

• Build and run the global Microsoft operating model: annual business plan, quantifiable goals, named stakeholders, regular cadence with Microsoft, and internal business review rigor
• Serve as the internal owner of Microsoft strategy, deal motion, and escalation - the trusted subject matter expert that sales, marketing, product, and technical teams turn to
• Define and track the signals of a healthy alliance: field enablement depth, co-sell activity, marketplace execution, product milestone progress, and revenue contribution
• Report regularly to alliance and go-to-market leadership on alliance health, pipeline contribution, and strategic progress — and surface risks early

What You'll Bring

• 10+ years of experience in strategic alliances, enterprise sales, or partner management within the data, cloud, or enterprise software industry
• Demonstrated experience managing complex, global relationships with major technology organizations at a senior level
• Deep understanding of the modern data stack and the business value of open data infrastructure - dbt, Fivetran, or equivalent experience strongly preferred
• Ability to engage credibly at C-suite and partner level within a global consulting organization - understanding how cloud service providers go-to-market and execute
• Strong commercial instincts - able to identify, thoroughly qualify and develop joint pipeline opportunities, not just manage existing relationships
• Track record of operating as a cross-functional orchestrator - influencing without direct authority across sales, engineering, marketing, and operations
• Exceptional communication and storytelling skills - able to translate technical platform capabilities into compelling business narratives for consulting and enterprise audiences
• Familiarity with AI, agentic workflows, and the data governance landscape is a strong advantage + strong knowledge of CSPs operating model and contacts within.
• Willingness to travel globally to engage partner leadership and teams across regions

What Success Looks Like in Year One

• A structured global operating model is in place - business plan, named stakeholders, regular cadence with Microsoft, and internal business review rigor
• Microsoft becomes a scaled co-sell channel: defined account targeting, consistent co-sell plays, and field teams on both sides who know when and how to bring dbt in
• Microsoft field enablement is running - SE enablement, hands-on labs, and a field education engine that works globally, not just on paper
• Key product milestones are advancing with a clear "dbt/Fivetran on Microsoft" story
• Commercial targets are on track: Microsoft-sourced and engaged revenue, marketplace TCV, and Azure consumption are showing up on the board
• The alliance has earned internal credibility: this person is the trusted owner of Microsoft strategy, deal motion, and escalation across sales, marketing, product, and technical teams

Why This Role

Microsoft is one of dbt Labs' most strategic partnerships - and it's at an inflection point. We're deeply embedded in Microsoft's fastest-growing data platform narrative, with integrations across Fabric, Azure, and an expanding presence on Azure Marketplace. The commercial momentum is real, the product alignment is strong, and the go-to-market motion is just getting started.

The person who owns this alliance won't be managing a steady-state relationship. They'll be building a true co-sell engine alongside Microsoft's field teams, shaping how dbt fits into the Fabric ecosystem, and partnering cross-functionally to turn a high-potential alliance into a repeatable growth driver. The whitespace is significant, the executive interest on both sides is there, and the opportunity to become genuinely strategic to one of the world's largest technology companies is in front of us.

If you've built partnerships at scale inside complex enterprise ecosystems - and you know what it takes to make a co-sell motion actually move - this is a rare chance to do that work at the center of where enterprise data is heading.

Remote Interview Process

• Interview with Talent Acquisition Partner
• Interview with Hiring Manager
• Team Interviews with Stakeholders

Benefits

• Unlimited vacation time with a culture that actively encourages time off
• 401k plan with 3% guaranteed company contribution
• Comprehensive healthcare coverage
• Generous paid parental leave
• Flexible stipends for:
  • Health & Wellness
  • Home Office Setup
  • Cell Phone & Internet
  • Learning & Development
  • Office Space

Compensation

We offer competitive compensation packages commensurate with experience, including salary, RSUs, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process.

• The typical OTE range for this role is: $280,000-$339,000 (80/20 split)

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