Job description

Who We Are Lightning AI is the company behind PyTorch Lightning. Founded in 2019, we build an end-to-end platform for developing, training, and deploying AI systems—designed to take ideas from research to production with less friction. Through our merger with Voltage Park, a neocloud and AI Factory, Lightning AI combines developer-first software with cost-efficient, large-scale compute. Teams get the tools they need for experimentation, training, and production inference, with security, observability, and control built in. We serve solo researchers, startups, and large enterprises. Lightning AI operates globally with offices in New York City, San Francisco, Seattle, and London, and is backed by Coatue, Index Ventures, Bain Capital Ventures, and Firstminute. The Way We Work The people who thrive here are builders who move fast, communicate openly, take ownership, and continuously improve themselves, their teams, and our company. Here's what that looks like in practice: Move with Urgency: We move quickly, make thoughtful decisions, and keep momentum. We value action over perfection and learn by shipping. Take Ownership: We own outcomes, not just our individual work. We make decisions that move the company forward and follow through. Communicate Openly: We communicate directly, seek to understand, and create clarity for others. Honest conversations help us move faster together. Build Great Teams: We lead by example, empower others, and create healthy teams where people can do their best work. Raise the Bar: We're always improving ourselves. We learn from feedback, consistently challenge ourselves to grow, and focus on the work that matters most. Think Long-Term: We design for what's next. We create scalable systems, simplify complexity, and use AI and automation to amplify our impact. Partner Account Manager Team: Partnerships / Channel Location: [NYC] - Hybrid Reports to: Head of Partnerships or VP, Channels About Lightning AI Lightning AI is building the platform and infrastructure that make it dramatically easier for teams to develop, train, deploy, and scale AI systems. As the company behind PyTorch Lightning, and following our merger with Voltage Park, we bring together developer-first AI tooling with high-performance compute infrastructure for researchers, startups, and enterprises building at the frontier of AI. We operate with a simple set of values: Move Fast, Focus, Balance, Craftsmanship, and Minimal. We care about people who can operate with urgency, solve hard problems directly, and build with high standards without creating unnecessary complexity. About the Role We are looking for a Partner Account Manager to help build Lightning AI’s partner ecosystem and turn strategic partnerships into real revenue. This role will own relationships with channel, cloud, reseller, services, and technology partners, and will be responsible for building joint pipeline, aligning field teams, and making partners successful in positioning Lightning AI to customers building serious AI systems. What You'll Do Own a portfolio of strategic partners and build clear joint business plans tied to pipeline, revenue, customer adoption, and field engagement. Create and execute co-selling motions with partner sales teams, Lightning AI Account Executives, Solutions Engineering, Marketing, and Customer Success. Identify partner-sourced and partner-influenced opportunities, qualify fit, and help move deals through the sales cycle. Develop partner account plans, executive alignment maps, target account lists, enablement plans, and quarterly business reviews. Work with Channel MLSEs and Partner Enablement to ensure partner teams understand Lightning AI’s technical value proposition and how to identify strong-fit customers. Negotiate and operationalize partner motions, including referral, resale, co-sell, marketplace, implementation, and services workflows where applicable. Track partner performance, pipeline health, sourced revenue, influenced revenue, activation, and engagement quality. Represent partner feedback internally and help improve partner programs, packaging, integrations, and field processes. What We're Looking For 5+ years in partnerships, channel sales, business development, alliances, enterprise sales, or partner account management. Experience building revenue-producing partnerships in technical B2B markets. Strong commercial instincts and the ability to turn partner relationships into pipeline, opportunities, and closed revenue. Experience working with sales teams, technical pre-sales teams, partner field teams, marketing, and operations. Ability to build trust with partner executives and field sellers while driving accountability to measurable outcomes. Strong project management and communication skills, especially in ambiguous or cross-company environments. Comfort operating in a high-growth company where the partner motion is still being built. Nice-to-Haves Experience with cloud partners, systems integrators, AI/ML consultancies, data partners, developer platforms, or infrastructure ecosystems. Experience with marketplace, resale, referral, co-sell, or services partner models. Familiarity with AI infrastructure, GPUs, MLOps, data platforms, or enterprise cloud buying cycles. Experience building partner programs from an early stage. Why Lightning AI You will help define how companies build and scale real AI systems, not just sell another generic software product. You will work with technical customers and teammates who care about speed, clarity, craft, and direct problem-solving. You will join a company with developer credibility, infrastructure ambition, and a GTM motion that is still early enough to shape. We are committed to offering competitive compensation that reflects the value each team member brings to our mission. Final offers are based on factors such as experience, skills, geographic location, and role expectations. In addition to base salary, our total rewards package for eligible roles includes a discretionary bonus, a meaningful equity component, and comprehensive benefits. The anticipated annual base salary range for this role is: $175 — $200 USD Benefits and Perks We offer a comprehensive and competitive benefits package designed to support our employees’ health, well-being, and long-term success: Comprehensive Health Coverage: Medical, dental, and vision coverage for employees and eligible dependents. Meaningful Equity: RSUs that give employees a stake in the company's long-term success. Retirement Savings: 401(k) matching (U.S.) and pension contributions (U.K.). Flexible Time Off: Unlimited PTO, company holidays, and floating holidays to support work-life balance. Company-Wide Winter Break: Two weeks of company closure each winter to disconnect and recharge. Paid Parental & Family Leave: Paid leave to support you and your family through life's important moments. Professional Development: Annual learning and development allowance to support your professional growth. Wellness Benefits: Wellness and work-from-home stipends to support your physical and mental well-being. Sabbatical Program: Four weeks of paid sabbatical leave after four years of service. Flexible Work: Flexible schedules and a hybrid work model for our office-based teams. In-Office Meals: Complimentary meals at our office hubs. Benefits may vary by location, team, and role. At Lightning AI, we are committed to fostering an inclusive and diverse workplace. We believe that diverse teams drive innovation and create better products. We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic. We are dedicated to building a culture where everyone can thrive and contribute to their fullest potential.

Requirements

Must-haves

Own a portfolio of strategic partners and build clear joint business plans tied to pipeline, revenue, customer adoption, and field engagement.
Create and execute co-selling motions with partner sales teams, Lightning AI Account Executives, Solutions Engineering, Marketing, and Customer Success.
Identify partner-sourced and partner-influenced opportunities, qualify fit, and help move deals through the sales cycle.
Develop partner account plans, executive alignment maps, target account lists, enablement plans, and quarterly business reviews.
Work with Channel MLSEs and Partner Enablement to ensure partner teams understand Lightning AI’s technical value proposition and how to identify strong-fit customers.
Negotiate and operationalize partner motions, including referral, resale, co-sell, marketplace, implementation, and services workflows where applicable.
Track partner performance, pipeline health, sourced revenue, influenced revenue, activation, and engagement quality.
Represent partner feedback internally and help improve partner programs, packaging, integrations, and field processes.
5+ years in partnerships, channel sales, business development, alliances, enterprise sales, or partner account management.
Experience building revenue-producing partnerships in technical B2B markets.
Strong commercial instincts and the ability to turn partner relationships into pipeline, opportunities, and closed revenue.
Experience working with sales teams, technical pre-sales teams, partner field teams, marketing, and operations.

Nice-to-haves

Experience with cloud partners, systems integrators, AI/ML consultancies, data partners, developer platforms, or infrastructure ecosystems.
Experience with marketplace, resale, referral, co-sell, or services partner models.
Familiarity with AI infrastructure, GPUs, MLOps, data platforms, or enterprise cloud buying cycles.
Experience building partner programs from an early stage.
Why Lightning AI
You will help define how companies build and scale real AI systems, not just sell another generic software product.
You will work with technical customers and teammates who care about speed, clarity, craft, and direct problem-solving.
You will join a company with developer credibility, infrastructure ambition, and a GTM motion that is still early enough to shape.
We offer a comprehensive and competitive benefits package designed to support our employees’ health, well-being, and long-term success:
Meaningful Equity: RSUs that give employees a stake in the company's long-term success.
Company-Wide Winter Break: Two weeks of company closure each winter to disconnect and recharge.
Professional Development: Annual learning and development allowance to support your professional growth.

Application prep

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Keywords to mirror

aiml

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Wellness

Professional Development