Partnerships Lead, GSIs at Replit

**Who this is for** This role is for an experienced partnerships leader who understands the complexities of Global Systems Integrators (GSIs) and wants to scale

Work type: hybrid

Location: Foster City, CA (Hybrid) In office M,W,F

Type: Full-time

Summary

**Who this is for** This role is for an experienced partnerships leader who understands the complexities of Global Systems Integrators (GSIs) and wants to scale Replit’s ecosystem by integrating AI-driven development into enterprise delivery models. **Key highlights** You will serve as the primary owner for GSI relationships, building co-sell motions and joint solution frameworks with major firms like Accenture and Deloitte to drive revenue and platform adoption. **You might be a good fit if you...** - Bring 8+ years of experience in channel sales or alliances, specifically with deep expertise in how GSI practice models and delivery structures operate. - Have a successful track record of building and scaling partnership programs from the ground up within a high-growth tech or SaaS company. - Possess strong executive presence and the ability to negotiate commercial agreements while aligning cross-functional teams like Sales and Product. - Are comfortable in an early-stage, fast-paced environment where you must build processes and define strategy autonomously.

Job Description

Replit is the agentic software creation platform that enables anyone to build applications using natural language. With millions of users worldwide, Replit is democratizing software development by removing traditional barriers to application creation.

We're looking for a Partnerships Lead, GSIs to build and scale Replit's relationships with the world's largest systems integrators. This is a high-impact, externally-facing role at the intersection of channel strategy, enterprise go-to-market, and ecosystem development. You'll own how Replit shows up for the EYs and Accentures of the world, building the programs, partnerships, and co-sell motions that turn GSI relationships into a meaningful revenue channel.

AI-driven software development is reshaping how enterprises build, and GSIs are at the center of how that transformation gets delivered to their clients. This role is for someone who knows how GSIs work from the inside, their practice models, their incentives, their org structures, and who can build the trust and commercial frameworks needed to make Replit a go-to platform in their delivery stack.

## What You'll Do

Own and develop Replit's GSI Channel program strategy, building on the momentum of our Accenture partnership to recruit, enable, and scale additional GSI relationships (e.g., Deloitte, Cognizant, Infosys, Wipro, TCS, and others).

Serve as the primary relationship owner for key GSI partners, developing joint go-to-market plans, co-sell motions, and solution frameworks that drive pipeline and revenue.

Build and manage the partner enablement program, including training, certifications, and technical resources that equip GSI teams to position and deliver Replit-powered solutions to their enterprise clients.

Collaborate closely with Replit's Enterprise Sales team to identify and pursue co-sell opportunities, aligning GSI capabilities with customer needs for AI-driven software development.

Develop joint solution offerings with GSI partners that combine Replit's platform with partner delivery capabilities, targeting use cases in application modernization, developer productivity, and AI transformation.

Define and track partnership KPIs, including partner-sourced and partner-influenced pipeline, revenue, certifications, and customer outcomes. Regularly report progress to leadership.

Represent Replit at partner events, industry conferences, and executive briefings to deepen relationships and expand our partner ecosystem.

Negotiate partnership agreements, including commercial terms, co-marketing commitments, and joint investment plans.

## Required Skills & Experience

8+ years of experience in partnerships, channel sales, alliances, or business development, with a significant focus on GSI relationships.

Proven track record of building and scaling GSI or large SI partnerships at a high-growth technology company, ideally in developer tools, cloud infrastructure, or enterprise SaaS.

Deep understanding of how GSIs operate, including their practice models, delivery structures, go-to-market motions, and decision-making processes.

Experience developing joint solutions and co-sell motions with GSI partners that resulted in measurable pipeline and revenue growth.

Strong executive presence with the ability to build trust and credibility with senior leaders at GSI firms and within your own organization.

Highly collaborative, with experience working cross-functionally across Sales, Product, Marketing, and Customer Success teams.

Comfort operating in a fast-paced, early-stage environment where you will need to build processes and programs from scratch.

Excellent communication and storytelling skills, with the ability to articulate the value of AI-driven development to both technical and business audiences.

Bachelor's degree required; MBA or equivalent experience is a plus.

## Bonus Qualifications

Join at a pivotal moment: Replit is defining a new category in AI-powered software development, and our GSI channel is a strategic growth lever.

Work alongside a world-class team passionate about making software creation accessible to billions of people.

Competitive compensation, including equity, comprehensive benefits, and flexible work arrangements.

Be part of a culture that values speed, ownership, and impact over process and politics.

This is a full-time role that can be held from our Foster City, CA office. The role has an in-office requirement of Monday, Wednesday, and Friday.Full-Time Employee Benefits Include:

💰 Competitive Salary & Equity

💹 401(k) Program with a 4% match

⚕️ Health, Dental, Vision and Life Insurance

🩼 Short Term and Long Term Disability

🚼 Paid Parental, Medical, Caregiver Leave

🚗 Commuter Benefits

📱 Monthly Wellness Stipend

🧑‍💻 Autonomous Work Environment

🖥 In Office Set-Up Reimbursement

🏝 Flexible Time Off (FTO) + Holidays

🚀 Quarterly Team Gatherings

☕ In Office Amenities

Want to learn more about what we are up to?

[Meet the Replit Agent](https://www.youtube.com/watch?v=IYiVPrxY8-Y)

[Replit: Make an app for that](https://www.youtube.com/watch?v=4zd9hzngFwY)

[Replit Blog](https://blog.replit.com/)

[Amjad TED Talk](https://youtu.be/kCudFI4tcpg?si=l4ViCejV_f2RZkDi)

Interviewing + Culture at Replit

[Operating Principles](https://blog.replit.com/operating-principles)

[Reasons not to work at Replit](https://blog.replit.com/reasons-not-to-join-replit)

To achieve our mission of making programming more accessible around the world, we need our team to be representative of the world. We welcome your unique perspective and experiences in shaping this product. We encourage people from all kinds of backgrounds to apply, including and especially candidates from underrepresented and non-traditional backgrounds.

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