Cloud Marketplace Manager

About the role

As the Cloud Marketplace Manager at Starburst, you will be responsible for managing and optimizing our relationships with cloud marketplace customers end to end. This role will serve as the connective tissue between our Sales, Deal Desk, Revenue Operations, Product, Engineering, and Finance teams to ensure smooth, accurate, and scalable marketplace transactions and customer experiences. You will guide customers through the marketplace journey—from pre-sale validation through deployment and ongoing billing oversight—ensuring every marketplace transaction runs seamlessly.

As a Cloud Marketplace Manager at Starburst you will:

• Serve as the primary point of contact for all marketplace-related customer engagements, supporting the full lifecycle from pre-sale to post-sale.
• Provide support, enablement, and resources to field teams and customers for marketplace deal structuring, offer processes, and cloud marketplace programs.
• Partner with Sales during the pre-sale process to assess marketplace viability for deployment, billing, or both.
• Facilitate smooth handoffs to Deal Desk and Revenue Operations to ensure accurate order form creation and private offer setup.
• Support customers through the private offer acceptance process, ensuring a frictionless experience.
• Oversee post-sale marketplace deployment in coordination with Product and Engineering.
• Monitor and maintain marketplace usage, billing accuracy, and performance for all marketplace customers.
• Liaise with cloud marketplace support teams (AWS, Azure, GCP) as needed to resolve customer or billing issues.
• Manage the lifecycle of both existing and new cloud product listings across AWS, Azure, and GCP marketplaces, ensuring compliance and optimization.
• Work cross-functionally with Sales, RevOps, Product, Engineering, and Finance to drive marketplace adoption and customer satisfaction.
• Identify opportunities to improve internal processes, automation, and data quality related to marketplace transactions.
• Provide insights and reporting on marketplace performance and usage trends to internal stakeholders.

Some of the things we look for:

• Strong understanding of cloud marketplaces (AWS, Azure, and/or GCP) and their private offer and billing mechanisms.
• Experience supporting marketplace transactions in a SaaS or ISV environment.
• Proven ability to work cross-functionally with Sales, Deal Desk, Product, Engineering, and Finance teams.
• Familiarity with quote-to-cash processes and marketplace billing operations.
• Strong communication and organizational skills with a focus on operational excellence and customer experience.
• Experience enabling a variety of stakeholders and audiences on the value of cloud marketplaces.
• Self-starter who thrives in a fast-paced, collaborative environment and can manage multiple stakeholders and priorities simultaneously.
• Strong analytical skills with experience interpreting data and supporting business decisions.
• Experience managing marketplace listings, private offers, or billing operations for a software vendor.
• Familiarity with CRM, billing, and revenue operations systems (e.g., Salesforce, Metronome, Tackle, Dealhub).
• Previous experience working in or alongside cloud providers’ marketplace programs.

Where could this role be based?

• This role is based in our Boston or San Francisco office and follows a hybrid model, with an expectation of being onsite 1-2 days per week.