dbt Labs: Microsoft Global Alliance Lead

About Us

dbt Labs is the pioneer of analytics engineering, empowering data teams to transform raw data into reliable, actionable insights. Since 2016, we’ve grown into the leading analytics engineering platform, trusted by over 90,000 teams weekly. With over $100 million in ARR and more than 5,400 dbt Platform customers, including industry giants like AstraZeneca, Sky, and JetBlue, dbt Labs is defining the modern data stack. Our recent merger with Fivetran creates the defining open data infrastructure platform for the modern enterprise, crucial for governing and scaling AI. We are backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter.

About the Role

The Microsoft Global Alliance Lead is a strategically vital role, responsible for owning the end-to-end relationship with Microsoft, one of the world's leading technology and transformation partners. This senior individual contributor role, reporting to the Global Head of Cloud Service Providers, will architect how Microsoft and dbt/Fivetran go to market together, ensuring our platform becomes the trusted data foundation within Microsoft's ecosystem. You will orchestrate across multiple internal teams to maximize the impact of this high-leverage commercial relationship.

What You'll Do

Relationship Strategy & Executive Engagement

• Own the global Microsoft alliance at partner and executive levels, building trusted relationships with leadership across Microsoft's sales, product, and engineering teams (Fabric, Azure).
• Define and execute a multi-year joint strategy to position dbt and Fivetran as the default analytics engineering and transformation layer within Microsoft's Fabric and Azure data ecosystem.
• Represent dbt/Fivetran at key Microsoft forums (FabCon, Ignite, AI Tours), articulating a compelling narrative around trusted data transformation and AI-ready data on Microsoft.

Product Integration & Platform Alignment

• Drive key product milestones in collaboration with dbt Labs' product and engineering teams.
• Partner with Microsoft's Fabric CAT and engineering teams to embed dbt into standard Microsoft reference architectures and platform narratives.
• Ensure dbt/Fivetran is positioned as cross-platform but Azure-aligned, supporting Fabric, Snowflake on Azure, and Databricks on Azure.

Enablement & Go-to-Market

• Build and manage a global enablement program for Microsoft field teams (Fabric specialists, cloud specialists, solution engineers) through hands-on labs, Feature Fridays, and joint assets.
• Collaborate with Microsoft's alliances and marketing teams on joint go-to-market campaigns focused on Fabric, AI-ready data, and enterprise analytics engineering.
• Own the end-to-end co-sell playbook, including account mapping, seller engagement, targeted plays, and clear asks of Microsoft teams.

Pipeline & Commercial Execution

• Drive measurable progress against commercial targets: Microsoft-sourced revenue, Microsoft-engaged revenue, Azure Marketplace TCV, and Azure consumption.
• Manage Azure Marketplace execution, ensuring predictable MACC drawdown and marketplace-backed deal flow.
• Maintain rigorous tracking of Microsoft-attributed pipeline, opportunity sourcing, co-sell progression, and closed business.

Operating Model & Internal Leadership

• Build and manage the global Microsoft operating model: annual business plan, quantifiable goals, regular cadences, and internal business reviews.
• Serve as the internal subject matter expert for Microsoft strategy, deal motion, and escalations.
• Define and track key alliance health signals (field enablement, co-sell activity, marketplace execution, product milestones, revenue contribution).
• Report regularly to leadership on alliance health, pipeline, and strategic progress, surfacing risks early.

What You'll Bring

• 10+ years of experience in strategic alliances, enterprise sales, or partner management in the data, cloud, or enterprise software industry.
• Demonstrated experience managing complex, global relationships with major technology organizations at a senior level.
• Deep understanding of the modern data stack and open data infrastructure; dbt, Fivetran, or equivalent experience is strongly preferred.
• Ability to engage credibly at C-suite and partner levels within global consulting organizations, understanding their go-to-market strategies.
• Strong commercial instincts for identifying, qualifying, and developing joint pipeline opportunities.
• Proven ability to operate as a cross-functional orchestrator, influencing without direct authority.
• Exceptional communication and storytelling skills, translating technical capabilities into compelling business narratives.
• Familiarity with AI, agentic workflows, and data governance is a strong advantage, along with knowledge of CSP operating models and contacts.
• Willingness to travel globally to engage partner leadership and teams.

What Success Looks Like in Year One

• A structured global operating model is in place with a clear business plan and regular cadences.
• Microsoft becomes a scaled co-sell channel with defined account targeting and consistent plays.
• Microsoft field enablement is actively running, with effective training and a global education engine.
• Key product milestones are advancing with a clear "dbt/Fivetran on Microsoft" narrative.
• Commercial targets are on track for Microsoft-sourced/engaged revenue, marketplace TCV, and Azure consumption.
• The alliance has earned internal credibility as a trusted, strategic partnership.

Why This Role

Microsoft is a cornerstone strategic partnership for dbt Labs, currently at an inflection point with deep integrations across Fabric and Azure. The commercial momentum is significant, product alignment is strong, and the go-to-market motion is poised for explosive growth. This role offers the unique opportunity to build a true co-sell engine, shape the dbt/Fivetran integration within the Fabric ecosystem, and establish a repeatable growth driver. The significant whitespace and executive interest present a rare chance to become strategically integral to one of the world's largest technology companies, especially for those who excel at building partnerships at scale within complex enterprise ecosystems.

Remote Interview Process

• Interview with Talent Acquisition Partner
• Interview with Hiring Manager
• Team Interviews with Stakeholders

Benefits

• Unlimited vacation time with a culture that actively encourages time off
• 401k plan with 3% guaranteed company contribution
• 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, RSUs, and performance-based pay. The typical OTE range for this role is: $280,000-$339,000 (80/20 split).

• dbt Labs is an equal opportunity employer committed to building an inclusive team. We encourage applications even if your experience doesn't perfectly align.
• Learn more about our DEI focus and values.
• dbt Labs reserves the right to amend or withdraw the posting at any time.