Business Development Manager
•ThewonderfulcompanyHybrid· 17h
💼 Sales⏰ Full-time🎯 Lead / Principal🇳🇿 Auckland, New Zealand
17h ago
Fiddler Ai·22 days ago
Our Purpose
At Fiddler, we understand the implications of AI and the impact that it has on human lives. Our company was born with the mission of building trust into AI. The rise of Generative AI and Agents has unlocked generalized intelligence but also widened the risk aperture and made it harder to ensure that AI applications are working well. Fiddler enables organizations to get ahead of these issues by helping deploy trustworthy, and transparent AI solutions.
Fiddler partners with AI-first organizations to help build a long-term framework for responsible AI practices, which, in turn, builds trust with their user base. AI Engineers, Data Science, and business teams use Fiddler AI to monitor, evaluate, secure, analyze, and improve their AI solutions to drive better outcomes. Our platform enables engineering teams and business stakeholders alike to understand the "what", “why”, and "how" behind AI outcomes.
Our Founders
Fiddler AI is founded by Krishna Gade (engineering leader at Facebook, Pinterest, Twitter, and Microsoft) and Amit Paka (product leader at Microsoft, Samsung, Paypal and two-time founder). We are backed by Insight Partners, Lightspeed Venture Partners, and Lux Capital.
Why Join Us
Our team is motivated to help build trust into AI to enable society harness the power of AI. Joining us means you get to make an impact by ensuring that AI applications at production scale across industries have operational transparency and security. We are an early-stage startup and have a rapidly growing team of intelligent and empathetic doers, thinkers, creators, builders, and everyone in between. The AI and ML industry has a rapid pace of innovation and the learning opportunities here are monumental. This is your chance to be a trailblazer.
Fiddler is recognized as a pioneer in the field of AI Observability and has received numerous accolades, including: 2022 a16z Data50 list, 2021 CB Insights AI 100 most promising startups, 2020 WEF Technology Pioneer, 2020 Forbes AI 50 most promising startups of 2020, and a 2019 Gartner Cool Vendor in Enterprise AI Governance and Ethical Response. By joining our brilliant (at least we think so) team, you will help pave the way in the AI Observability space.
The Manager, Business Development & Partnerships is responsible for building and scaling Fiddler AI’s strategic partner ecosystem to drive meaningful pipeline and revenue growth.
This role will develop deep relationships with cloud and infrastructure partners (AWS, GCP, NVIDIA), global systems integrators (Accenture, PwC, Capgemini, etc.), and adjacent AI ecosystem partners. The mission is to translate partnerships into real-world impact through co-selling, joint solutions, and repeatable go-to-market motions that accelerate enterprise adoption of Fiddler.
With a strong analytical and commercial lens, this role ensures partnerships are tightly aligned to Fiddler’s enterprise GTM strategy and deliver measurable business outcomes.
This role sits at the intersection of Sales, Product, Marketing, and Customer Success. You’ll work closely with enterprise Account Executives, product leaders, and partner organizations to unlock new opportunities and scale Fiddler’s reach.
We’re a collaborative, high-energy team that balances strategic thinking with hands-on execution. We debate GTM strategy, dissect deal mechanics, and celebrate wins—while building the partnership playbook together as we scale.
Build and deepen strategic partnerships with AWS, Google Cloud (GCP), and NVIDIA, driving co-sell and field alignment
Develop and execute joint go-to-market initiatives, including:
Co-selling and account mapping
Marketplace listings and private offers
Joint solution architectures and reference designs
Executive briefings, workshops, and partner events
Establish and manage partnerships with global systems integrators (Accenture, PwC, Capgemini, etc.)
Enable SI partners to position, sell, and deliver Fiddler as part of broader AI, GenAI, and digital transformation programs
Identify and build partnerships with adjacent AI and GenAI companies (e.g, AI tooling companies)
Collaborate with Product and Engineering to prioritize high-impact integrations
Work closely with Sales to embed partners into active enterprise deals and accelerate pipeline
Track and report on partner-sourced and partner-influenced pipeline and revenue
Partner with Marketing on joint messaging, announcements, and campaigns
Represent Fiddler at partner events, conferences, and executive meetings
Operate with ownership, focus, and execution discipline in a fast-paced environment
Travel as required (approximately 10–25%)
5–8+ years of experience in Business Development, Partnerships, Alliances, or Strategic Sales
Proven experience working with cloud providers, infrastructure platforms, or systems integrators
Track record of driving measurable pipeline and revenue through partnerships
Experience in enterprise B2B software, ideally in AI, ML, data, or cloud infrastructure
Ability to communicate complex technical concepts in clear business terms
Strong executive presence and relationship-building skills
Comfortable navigating complex, multi-stakeholder enterprise environments
Experience operating in a fast-paced startup or scale-up environment
Familiarity with AI/ML, GenAI, MLOps, or data platforms is strongly preferred
Experience with AWS/GCP Marketplace motions
Bay Area, New York City & Seattle range: $165,000 - $193,000 OTE + equity & benefits
Other US Locations: $145,000 - $177,000 OTE + equity & benefits
Competitive pay + equity
Premium health, dental & vision (100% premium coverage for employees)
Open PTO
401(k) plan
Monthly fitness reimbursement
Paid parental leave
The posted range represents the expected salary range for this job requisition and does not include any other potential components of the compensation package and perks previously outlined. Ultimately, in determining pay, we'll consider your experience, leveling, location, and other job-related factors.
Fiddler is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. If you require special accommodations in order to complete the interviews or perform job duties, please inform the recruiter at the beginning of the process.
Beware of job scam fraud. Our recruiters use @fiddler.ai email addresses exclusively. In the US, we do not conduct interviews via text or instant message, or ask for sensitive personal information such as bank account or social security numbers.