AWS Alliances Lead (AI)

Location: San Francisco, CA, United States; onsite

Salary: $200,000–$250,000 annual salary OTE + equity

Company

LangChain builds open-source frameworks and a platform for building, evaluating, deploying, and operating AI agents at scale, including LangSmith, LangChain, LangGraph, Deep Agents, and LangSmith Engine.

What you will do

• Own and grow LangChain’s AWS co-sell motion, including joint pipeline, AWS field coordination, priority accounts, territory mapping, and sourced or influenced revenue.
• Own AWS Marketplace operations end to end, including listings, private offers, CPPO, program enrollment, and the Suger marketplace GTM platform.
• Operationalize AWS funding programs, track funding usage, pursue competency and specialization programs, and provide monthly reporting.
• Manage relationships with AWS partner, ISV sales, Marketplace, Bedrock, and AgentCore teams; build executive sponsorship and run a joint business plan.
• Enable sales, solutions engineering, and marketing with AWS messaging, competitive positioning, joint plays, campaigns, events, and customer programs.
• Differentiate LangGraph and LangSmith while partnering with AWS on Bedrock and AgentCore in a coopetitive environment.

Requirements

• 6+ years of experience in cloud alliances, partner sales, or business development, including direct hands-on ownership of an AWS relationship.
• Proven experience scaling a hyperscaler co-sell motion to materially higher Marketplace share, pipeline, or partner-sourced revenue.
• Deep working knowledge of AWS Marketplace transactions and programs, including private offers, CPPO, ACE, ISV Accelerate, and ISV funding programs.
• Experience operating a marketplace GTM platform such as Suger, Tackle, or WorkSpan, including referral and offer automation.
• Experience shaping and running a joint business plan with a hyperscaler, including executive sponsorship on both sides.
• Technical foundation sufficient to explain how LangGraph, LangSmith, and LangChain fit into a customer’s AWS stack; coding is not required.
• Experience in a startup or high-growth environment where the partner-motion operating rhythm was established rather than inherited.
• Strong operational discipline with CRM pipeline management, partner activity tracking, and clear internal reporting.
• Excellent communication and relationship-building skills, including senior relationship ownership at a large cloud organization and constructive cross-company conflict resolution.

Nice to have

• Prior AWS experience in partner sales, ISV, or Marketplace roles, including understanding of co-sell decisions and seller compensation.
• Experience with AWS commercial contracts such as SCAs.
• Existing relationships across AWS ISV, field, Marketplace, and Bedrock partner teams.
• Familiarity with the AI/ML ecosystem, including LLMs, agents, and developer tooling in enterprise stacks.
• Experience with AWS AI and data partner programs, including Generative AI Competency and related tracks.
• Experience at a developer tools or infrastructure company with a product-led growth motion.

Culture & Benefits

• Full-time onsite work in San Francisco, with meals provided on US in-office days.
• Medical, dental, and vision coverage.
• Flexible vacation and a 401(k) plan.
• Compensation includes base salary, variable compensation, meaningful equity, benefits, and perks; regional benefits are locally aligned for EU, UK, and APAC team members.