About Us

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 50,000 teams every week.

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Cloud customers, including JetBlue, HubSpot, Vodafone New Zealand, and Dunelm. We’re backed by toptier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

Codebased data transformations unlock transparency, flexibility, and collaboration

Analysts should adopt software engineering best practices to build trusted data products

Core analytics infrastructure should be open source and usercontrolled

Analytic code—not just tools—should be shared and communitydriven

dbt is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we’re just getting started. We’re growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values .

Location: Japan (remote)

About the Role

We’re seeking a Senior Partner Development Manager to lead and grow our strategic relationships with Systems Integrators (SIs), Consulting Firms, Technology Partners, Resellers, and Data & AI Platform partners in Tokyo, Japan. This is a highimpact role at the forefront of our APJ expansion strategy—ideal for a commercially driven leader who excels in both relationship management and gotomarket execution.

What Youll Do

Own and grow a portfolio of strategic SI, consulting, and Cloud platform partners in Japan, with a strong focus on pipeline creation, deal collaboration, and revenue influence.

Develop and execute joint gotomarket strategies, including coselling motions and demand generation aligned with regional growth priorities.

Establish strong field alignment between partners and dbt Labs’ Sales teams, driving joint account planning, territory coverage, and execution support.

Drive sales engagement and enablement with Data & AI Cloud partners such as Snowflake, Databricks, AWS, and Google Cloud to expand reach and accelerate adoption.

Identify, recruit, and enable new consulting partners—while managing, developing, and expanding relationships with existing SIs and consulting firms—to strengthen our ecosystem footprint across Japan.

Collaborate crossfunctionally with Marketing, Community, Sales, and Customer teams to ensure partners are fully integrated into the broader gotomarket and adoption strategy.

Develop best practices to engage with partners, escalate issues and set clear expectations with partners

Build and maintain partner account plans that include quarterly and annual plans, comarketing initiatives, services readiness, and enablement goals.

Track, measure, and report on partner performance, pipeline impact, and ROI using internal tools and systems.

Shape partner engagement practices, contribute regional feedback to global strategy, and support localization of assets for the Japanese market.

What You’ll Need

12+ years of experience in partnerships, alliances, channel, or business development roles, ideally in SaaS, cloud, or enterprise software.

5+ years directly managing or building SI or consulting partner relationships in Japan.

A strong track record of exceeding partner revenue or pipeline quotas.

Deep commercial acumen with a strategic lens on market dynamics, territory coverage, and partner investment.

Fluency in Japanese and strong business English communication skills.

Excellent crossfunctional collaboration skills—able to work across Sales, Marketing, and Product teams to execute complex partner strategies.

A bias toward action and accountability in highgrowth, ambiguous environments.

A collaborative spirit and commitment to inclusion, learning, and community contribution.

Bachelors degree or equivalent experience.

Ability to travel up to 50% within Japan and occasionally overseas.

What Will Make You Stand Out

Existing relationships with top GSIs and RSIs in the Snowflake, AWS, or Databricks ecosystems.

Familiarity with data analytics tools, cloud infrastructure, and modern data stack technologies.

Background in fostering partner ecosystems, shaping channel strategy, and supporting partner rampup across Japan.

Remote Hiring Process

Interview with a Talent Acquisition Partner

Interview with Hiring Manager

Team Interviews (1:1s) with members of the Global Partners Org

Benefits

Regional benefits offered by remote.com

Unlimited vacation time with a culture that actively encourages time off

Comprehensive healthcare coverage

Generous paid parental leave

Flexible stipends for:

Health & Wellness

Home Office Setup

Cell Phone & Internet

Learning & Development

Office Space

Compensation

We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performancebased pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process.

The typical starting salary range for this role is:
OTE Range (8020 Split)
¥19,678,000—¥25,000,000 JPY
dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn’t perfectly align with the job description, we encourage you to apply—we value potential just as much as a perfect resume.

Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page .

dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. Equity or comparable benefits may be offered depending on the legal or country limitations.

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What You’ll Need

What Will Make You Stand Out

Remote Hiring Process

Benefits

Compensation

Senior Partner Development Manager, Japan

Offer summary

Qualifications:

Key responsibilities:

Job description

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Experience

Hard Skills

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