Partnerships Lead

About Browserbase

Browserbase is the complete platform for building and deploying AI agents that browse and interact with the web like humans. With a single API key, developers can enable agents to search and retrieve information, fill out forms, and take action across websites. Today, Browserbase powers more than 50 million browser sessions each month for over 10,000 customers, including Ramp, DeepMind, Clay, Vercel, and Notion.

We're a Series B startup that's tripled our headcount in 2 years, and we're continuing to grow, fast. Backed by Kleiner Perkins, CRV, and Notable Capital, our team is building on our CEO's founding vision to power the world's best AI tools and help everyone automate the web.

About the Role

Browserbase is hiring our first partnerships leader to own channel and partnerships end to end. Today our ecosystem momentum is largely organic, agent frameworks that ship on Stagehand, integrations like 1Password and Cloudflare, teams that discover us through a model provider or a marketplace. Your job is to turn that pull into a repeatable, measurable revenue channel.

This is a build role. You'll define the partner strategy, sign the first cohort of partners, negotiate the agreements, stand up the co-sell and marketplace motion, and instrument attribution so partner-sourced revenue shows up in the forecast alongside direct. You'll report to the Head of Sales and carry a pipeline target and revenue number.

You'll own four surfaces

• Technology & ecosystem partners : model providers, agent frameworks, orchestration and dev platforms, identity, and security. Integrations that make Browserbase the default browser layer in someone else's stack.
• Cloud marketplaces & hyperscalers : AWS, GCP, and Azure listings, private offers, committed-spend drawdown, and co-sell with field teams.
• Services partners : SIs, AI consultancies, and agencies building agents for customers in healthcare, fintech, legal, supply chain, and GTM.
• Resell, referral & OEM : referral programs, VAR/distribution where it unlocks new geographies or segments, and embedded/OEM deals where a platform runs Browserbase under the hood.

Key Responsibilities

• Own partner-sourced and partner-influenced revenue as a number, with a quarterly forecast commit. Our expectation is you come within 3-7% of that commit every quarter.
• Build the partner strategy from scratch: segment the ecosystem, pick the 10–15 partnerships that actually move revenue, and know when to say no to partnerships that don’t move the needle.
• Recruit, negotiate, and launch partnerships: commercial terms, rev share, referral fees, OEM and co-sell agreements: working with legal and finance on repeatable paper.
• Stand up and scale our cloud marketplace presence, including listings, private offers, and co-sell motions with hyperscaler field teams.
• Build a services partner program: enablement, certification, deal registration, and joint delivery for agent implementations.
• Win the internal sell. Get AEs, SEs, and TCSMs to work partner-sourced deals, and make partner routing something reps want rather than tolerate.
• Partner with Product and Engineering on what needs to exist for an integration to be real, APIs, docs, reference implementations, co-built features, and advocate for the roadmap items that unlock the biggest partners.
• Run joint GTM with Marketing: launches, co-marketing, joint content, conference presence, and developer programs around Stagehand and MCP.
• Instrument the function. Define attribution from first touch, build partner reporting in CRM, and report performance to leadership monthly.
• Bring ecosystem intelligence back inside, where the agent stack is consolidating, who's about to build versus buy, and what that means for our roadmap and positioning.

You're a good fit if you...

• Have 7+ years in partnerships, channel, or business development, with time at a developer-infrastructure, API, or AI/ML company.
• Have built a partner function from zero, not inherited one, and can point to revenue you can defend as sourced or influenced.
• Have run cloud marketplace and co-sell motions with at least one hyperscaler, and understand private offers and committed-spend drawdown.
• Have negotiated real commercial agreements: rev share, referral, OEM, and reseller terms.
• Are technical enough to hold a credible conversation about APIs, SDKs, agent frameworks, and MCP, and to run a whiteboard session with a partner's engineering lead without a solutions engineer in the room.
• Understand consumption and usage-based pricing, and how partner economics work when revenue is metered rather than seat-based.
• Operate as a player-coach: you'll do the sourcing, the calls, and the paper yourself for the first year, then hire behind it.
• Thrive without structure. You'd rather define the playbook than run someone else's.
• Are excited to work 4 days a week in our San Francisco HQ (or are open to relocating here).

Bonus Points

• You've worked inside the agent or LLM ecosystem, model providers, orchestration frameworks, or agent platforms.
• You've built an OEM or embedded motion where your product shipped inside someone else's.
• You've contributed to or built around open source, and understand how OSS distribution converts to commercial revenue.
• You've run partnerships for a company between $5M and $50M ARR and seen what breaks on the way up.

Benefits

• Competitive salary + meaningful early-stage equity
• Comprehensive medical, dental, and vision coverage for you and your dependents
• 401(k)
• Daily catered lunches with a fully-stocked kitchen
• Beautiful office in downtown San Francisco
• All the AI tools + credits you want
• Regular team offsites and company events

OTE (includes base + commission)

$244,000 - $305,000 USD

Browserbase is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees, regardless of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable law.

If you need a reasonable accommodation at any point during the application or interview process, please contact your recruiter.