Partner Sales Manager

About Us
Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data.

Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on.

Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.

As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact.

During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.

About the Role

Fivetran is building data pipelines to power the modern data stack for thousands of companies.

We’re looking for a a Partner Sales Manager (PSM) to own and grow a regional portfolio of Systems Integrator partnerships across the United Kingdom, Ireland, and the Nordics. This role is the connective tissue between Fivetran and the regional SI ecosystem, responsible for activating, enabling, and scaling partner-driven pipeline and revenue across a multi-country territory.

Unlike the Strategic Enterprise PDM role, which manages a focused set of named global SI accounts, the PSM manages a broader portfolio of regional and mid-market SI partners. The PSM drives volume through breadth of coverage, partner activation, and repeatable co-sell motions across a defined geography.

This is a hands-on, field-facing role that requires strong commercial instincts, relationship-building ability, and the operational discipline to manage many concurrent partner engagements across multiple countries, buying cultures, and regulatory environments. In cases where a regional SI partner overlaps with a PDM-managed named account, the PSM will collaborate closely with the PDM to ensure alignment and maximize joint impact.

Role Mandate

The Partner Sales Manager will:

• Build and manage a regional portfolio of SI partnerships across UK&I and the Nordics that drive measurable pipeline and bookings
• Activate partners through enablement, joint planning, and co-sell execution
• Serve as the primary Fivetran point of contact for assigned regional SI partners in territory
• Collaborate with Fivetran EMEA field sales to accelerate deals through partner engagement
• Coordinate with Strategic Enterprise PDMs when regional partners overlap with named accounts
• Deliver consistent, scalable partner motions that contribute to sub-regional revenue goals

This is a full-time position based out of our London office. [If hybrid] Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.

Technologies You’ll Use

Salesforce, Looker, Gong, ZINFI Partner Portal, Slack

What You’ll Do

• Own and grow a portfolio of regional and mid-market SI partners across the UK, Ireland, Sweden, Denmark, Norway, and Finland, prioritizing investment by pipeline potential, engagement maturity, and strategic fit
• Map and build relationships across each partner organization, including sales leadership, delivery, practice leads, and alliance contacts
• Maintain a structured engagement cadence of business reviews, pipeline syncs, and enablement sessions across the portfolio
• Balance coverage between the UK&I and Nordic markets, accounting for differences in deal size, buying cycle, and partner maturity
• Position Fivetran as the preferred data integration partner within the UK&I and Nordics SI ecosystem
• Drive partner onboarding, ramp, and ongoing sales and technical enablement on Fivetran and dbt
• Identify and develop partner champions who can position Fivetran inside their sales and delivery organizations
• Build partner capability to identify, qualify, and progress Fivetran opportunities independently
• Drive co-sell between Fivetran EMEA account executives and partner teams, activating partners early to increase S0 and S1 creation, pipeline velocity, and conversion
• Deliver sourced and influenced revenue against sub-regional targets, coordinating with Strategic Enterprise PDMs where regional partners overlap with named enterprise accounts

Who Thrives Here

This role is built for a partner-focused professional who:

• Thrives managing breadth and can keep many partners moving forward simultaneously
• Builds genuine relationships and earns trust quickly across different markets and cultures
• Is equally comfortable in a strategy conversation and a pipeline review
• Understands that alliances are measured by revenue impact, not activity volume
• Wants to grow into more senior alliance leadership over time
  

Skills We’re Looking For

• Multi-market portfolio management: ability to run 15 or more concurrent partner relationships across six countries without losing cadence, prioritizing time against pipeline potential rather than partner enthusiasm
• Co-sell execution: skill at earning the trust of EMEA account executives and inserting partners early enough in the cycle to change deal velocity and win rate, not just claim influence at the close
• Commercial structuring and negotiation: working command of channel economics, margin models, deal registration mechanics, and co-sell incentive design, with the judgment to know when a partner ask is worth funding
• Partner enablement design: capability to build and deliver sales and technical enablement that moves a partner from assisted selling to independent sourcing on Fivetran and dbt
• Modern data stack fluency: credible technical conversation across cloud platforms, data warehouses and lakehouses, transformation, and BI, sufficient to position Fivetran within a partner's delivery practice and architecture standards
• Pipeline rigor and forecast discipline: consistent Salesforce hygiene, accurate attribution, and defensible reporting on sourced pipeline and incremental bookings that stands up to senior leadership scrutiny
• Cross-cultural relationship building: ability to read and adapt to different buying cultures and decision styles across the UK, Ireland, and the Nordics, and to communicate with equal clarity to a partner CEO and a field seller

Bonus Skills​

• Has worked inside a Systems Integrator or consultancy, and understands practice P&L, utilization, and how partners actually make money on a Fivetran engagement
• Experience transacting through hyperscaler marketplaces including private offers on AWS, Azure, or GCP, which increasingly shapes how SI-led deals close in EMEA
• Has built a partner territory from a standing start, not just inherited and maintained an existing book
• Fluency in Swedish, Danish, Norwegian, or Finnish
• Holds a Fivetran or dbt certification, or can whiteboard a reference architecture without a solutions engineer in the room