Director, Partnerships (AWS, Microsoft, GCP)

Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside the world’s most successful revenue teams. Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical sales workflows, and close more deals with less effort. For more information, visit www.gong.io.

At Gong, you will join a company built on innovative products, ambitious goals, and passionate people. We are shaping the future of revenue intelligence and we want people who are excited to build what comes next. You will work with a team that dreams big, moves fast, and cares deeply about the craft and about each other. Here, transparency and trust are core to how we operate, and every person has the opportunity to make a visible impact. If you want to grow, stretch, and do work that truly matters, Gong is the place to do the best work of your career.

Gong's hyperscaler relationships with AWS, Microsoft, and GCP are among the most strategically important growth levers in the business. As Head of Hyperscaler Partnerships, you will own the vision, investment case, and cross-functional execution of Gong's entire hyperscaler portfolio — setting the multi-year roadmap for how Gong wins through co-sell, marketplace, and technology partnerships across all three platforms.

This is not an execution role scoped to a single partner; it is a leadership role that defines which hyperscaler bets Gong makes, how the organization mobilizes around them, and what tradeoffs get made when priorities compete. You will build and lead a team of alliance managers (including roles like the AWS Alliance Manager), set the operating model each partner works within, and represent Gong at the executive level with AWS, Microsoft, and GCP partner leadership.

• Set the Hyperscaler Strategy: Define Gong's multi-quarter roadmap across AWS, Microsoft, and GCP, deciding where to concentrate investment and headcount based on revenue potential, strategic fit, and market timing.

• Own the Performance of the Hyperscaler Partnership Portfolio: Set ambitious, ELT-visible targets for co-sell & sourced pipeline, marketplace revenue, and program ROI across all three hyperscalers, and hold the portfolio accountable to them.

• Build and Lead the Team: Hire, develop, and manage alliance managers dedicated to each hyperscaler, defining the hiring bar, coaching them on high-stakes negotiations, and ensuring consistent standards of excellence across the portfolio.

• Drive Executive Relationships: Serve as a senior operating point of contact with AWS, Microsoft, and GCP partner and sales leadership, building the trust and access needed to unlock funding, co-sell prioritization, and joint go-to-market investment at scale.

• Architect the Operating Model: Design and continuously improve how Gong engages hyperscalers end-to-end — co-sell & sourcing motion, marketplace operations, deal registration, and field enablement — so the model runs consistently across partners.

• Align Cross-Functional Stakeholders: Partner with Sales, Marketing, Product, and Finance leadership to ensure hyperscaler strategy is built into broader company GTM planning -resolving competing priorities between internal teams and partner requests.

• Scale What Works: Identify which plays succeed with one hyperscaler and drive systematic adoption across the others, building repeatable infrastructure (enablement content, co-sell playbooks, marketplace processes).

• Define the Future / Optimize for Gong: Sets the multi-quarter hyperscaler