--- title: 'Partnerships Lead at Pump.co' canonical: 'https://feeny.ai/job/partnerships-lead-pump-co-san-francisco-mrptg0atvhbg' type: 'job' last_seen: '2026-09-09' --- # Partnerships Lead at Pump.co - **Company:** Pump.co - **Location:** San Francisco, CA - **Compensation:** $140k–$180k - **Posted:** 2026-04-29 - **Last confirmed live:** 2026-09-09 - **Apply:** https://job-boards.greenhouse.io/pumpcareers/jobs/5205629008 ## Job description As a Partnerships Lead, you’ll be a key player in helping our company grow. You’ll own the full partnerships function: activating and deepening our existing cloud provider relationships (AWS, GCP, and Microsoft Azure), building co-sell motions, expanding into new partner types and partnership tiers, and creating the program infrastructure that scales it all. Your role involves building relationships and explaining how our tech solutions can make a real difference. It’s a chance to be part of a fast-growing team and contribute to both our product and company values in a high-ownership role. ## Responsibilities Develop and execute strategic cloud partnerships to drive business growth and expand market presence for Pump. Manage the full partnership lifecycle, from identification and negotiation to ongoing relationship management and performance evaluation. Build relationships with partner networks and drive progression through cloud partner program tiers. Source and qualify partner-referred leads; work closely with sales to hand off and support opportunities through close to achieve partnership revenue targets and KPIs. Achieve partnership revenue targets and KPIs, while continuously identifying new market opportunities through partner collaborations. Own the metrics: partner-sourced pipeline, influenced revenue, marketplace deal flow, and partner program health. Collaborate with internal teams (sales, marketing, product) to align partnership initiatives with company goals and ensure successful implementation. Serve as the primary point of contact for partners, representing Pump at industry events and providing regular collaborations. ## Qualifications 3-5 years in business development, partnerships, or sales roles, preferably in cloud or with AWS, GCP, or Azure partner programs Experience developing and executing partnership strategies to drive business growth Proven track record of meeting or exceeding partnership and revenue goals and turning cloud provider partnerships into measurable pipeline Comfort working cross-functionally with sales, marketing, engineering, and product Ability to analyze data and metrics to inform partnership strategies and measure success Strong negotiation and conflict resolution abilities and relationship instincts Excellent project management and organizational skills Willingness to travel up to 25% to meet with partners ## Benefits Competitive salary and equity Comprehensive healthcare and dental coverage for you 401(k) plan Generous PTO: 13 accrued days, plus company shutdown from December 24 to January 1 Free lunch and dinner at the office Continuous learning and professional development reimbursements Annual paid company retreat ## Compensation $140,000—$180,000 USD ## About Pump.co ## Company Overview - **One-liner**: Pump.co is a financial operations platform that uses AI and group buying to automatically optimize and reduce businesses’ cloud computing costs on AWS, GCP, and Azure. - **Entity Type**: Private (Seed stage; pre-seed from Y Combinator, seed round led by Focal) - **Headquarters**: San Francisco, CA, USA (also offices in Bengaluru and Delhi NCR, India) - **Founded**: 2022 - **Founders**: Spandana Nakka (CEO & Co-Founder) ## Core Business - **Primary industry/industries**: FinOps / Cloud Cost Optimization, Fintech, Artificial Intelligence - **Target customers**: B2B – primarily startups, mid-market, and enterprises with significant cloud spend (AWS, GCP, Azure) - **Mission or purpose statement**: “Stop context-switching across 12 tools during an outage. Your AI SRE already has the full picture.” (from website) ## Products & Services - **Pump Save**: Automated cloud cost reduction tool. Uses AI and group buying to negotiate discounted AWS/GCP/Azure commitments, rotating short-term commitments across customers. “Autopilot savings plans.” Available at no cost to the customer. - **Pump View**: Cloud spend visibility and forecasting dashboard. Break down and forecast costs to always know where money is going. - **Pump Secure**: Cloud security scanning against industry compliance frameworks. Provides step-by-step fixes and 24/7 monitoring. - **Pump Intelligence (Coming Soon)**: Always-on AI SRE that consolidates incident response, cost optimization, and security insights to stop context-switching during outages. ## Market Standing - **Valuation/Market Cap**: Not disclosed (private company) - **Key Metric**: $25M+ ARR reached in less than two years (as of late 2024); Total funding: $4.5M ($500K pre-seed from Y Combinator, $4M seed led by Focal) - **Notable Investors/Partners**: Y Combinator (Summer 2022 batch), Focal (lead seed investor), dozens of angel investors - **Growth Signals**: - 250+ customers signed in 6 months, including 50+ YC companies. - Headcount grew 95.7% YoY to 66 employees (per LinkedIn). - Expanded operations to India in 2024 with a subsidiary; opened offices in Bengaluru and Delhi NCR. - Called “Costco of Cloud” by Forbes. - Average cloud savings of 60% for users. ## Competitive Advantages - **Completely free product** – Pump makes money through the spread on group buying, not from customer subscriptions. - **Group buying model** – Pools customers’ cloud commitments to shorten long-term contracts (3-year commitments shrink to ~1 month) while maximizing discounts. - **AI automation** – No engineering effort required; the platform automatically finds and applies best pricing as usage spikes, dips, or grows. - **Multi-cloud support** – Works across AWS, GCP, and Azure. - **Speed of integration** – Sync cloud accounts in under 2 minutes with read-only permissions. ## Strategic Focus - **International expansion** – Recently launched in India, a high-demand market (second-highest traffic and signups). - **Product expansion** – Adding incident response capabilities (“Pump Intelligence”) to become a full-stack cloud operations platform. - **Scaling sales & engineering** – Actively hiring for Account Executives, Solutions Architects, and Backend Engineers in both US and India offices. - **Maintaining growth trajectory** – Already at $25M+ ARR with a focus on acquiring more mid-market and enterprise customers. ## Why Work Here - **High-growth environment** – YC-backed startup scaling rapidly from 0 to $25M+ ARR in under 2 years; 95% headcount growth in the last year. - **In-office culture** – All current roles require working from offices in San Francisco, Bengaluru, or Delhi NCR. (Built In lists “In-Office” and “OnSite Workspace”). - **Strong engineering culture** – Roles include Backend, Frontend, DevOps, Engineering Manager, and Solutions Architect. Technical team makes up a significant portion of the company. - **Perks and culture** – Described as “pumped” and “Costco of the cloud”. Founders have multiple exits, and the team includes experienced operators from fintech and SaaS. - **Global footprint** – Opportunity to work with teams spanning the US, India, Spain, and France. ## Sources 1. [pump.co](https://www.pump.co/) – Official website: product descriptions and value proposition. 2. [job-boards.greenhouse.io/pumpcareers](https://job-boards.greenhouse.io/pumpcareers) – Current job openings and company overview (ARR, founding team, etc.). 3. [ycombinator.com/companies/pump-co](https://www.ycombinator.com/companies/pump-co) – Y Combinator company page: founding year, funding, team size, launch posts. 4. [builtin.com/company/pumpco](https://builtin.com/company/pumpco/) – Careers page: office locations, perks, culture, employee count. 5. [linkedin.com/company/pumpcloud/life](https://www.linkedin.com/company/pumpcloud/life) – LinkedIn company page: employee count (66), headcount growth, department breakdown, funding details. ## Other roles at Pump.co - [In-House Counsel](https://feeny.ai/job/in-house-counsel-pump-co-san-francisco-z07nyrxscvct) — San Francisco, CA - [Brand Designer](https://feeny.ai/job/brand-designer-pump-co-san-francisco-hxc865b2y8sh) — San Francisco, CA - [Head Product Designer](https://feeny.ai/job/head-product-designer-pump-co-san-francisco-1kykvvaeywkh) — San Francisco, CA - [Mid-Market Account Executive](https://feeny.ai/job/mid-market-account-executive-pump-co-san-francisco-v930w0ca4rvz) — San Francisco, CA - [Engineering Manager](https://feeny.ai/job/engineering-manager-pump-co-san-francisco-47g06t7hpbkb) — San Francisco, CA - [Backend Engineer](https://feeny.ai/job/backend-engineer-pump-co-san-francisco-45rxqtgamd2t) — San Francisco, CA - [DevOps Engineer](https://feeny.ai/job/devops-engineer-pump-co-san-francisco-bamgws5s4akq) — San Francisco, CA - [Customer Success Manager](https://feeny.ai/job/customer-success-manager-pump-co-san-francisco-xj0mfr9srvst) — San Francisco, CA - [Partnerships Lead](https://feeny.ai/job/partnerships-lead-metriport-san-francisco-29xshebvkd88) — San Francisco, CA - [Partnerships Lead](https://feeny.ai/job/partnerships-lead-inscribe-san-francisco-eq07x3mxd0rt) — San Francisco, CA