From APIs to AI, Kong is the fabric of modern connectivity. Centralize LLM access, automate API workflows, and secure your digital ecosystem at scale. Backed by Index, NEA and a16z.
About the role
Partners are one of Kong's biggest levers for AI Gateway pipeline and bookings, and our partner business is growing fast. Kong is hiring a Director, Partner Operations to build the operating model that helps it scale. You'll be the operating partner to the Ecosystem VP and Partner Sales leaders, sitting in Revenue Operations. You own how partner business flows through Kong — registration, deal structure, attribution, crediting, and payout — and you bring an AI-first mindset to how it runs. Found on 1752vc Careers, the job board for startup and VC roles.
What they're looking for
- 3+ years experience operating a multi-type, multi-region partner ecosystem - GSIs, regional SIs, resellers, distributors, ISVs, and hyperscalers
- Hands-on partner deal execution end to end - resale, referral, and cloud marketplace transactions, partner discounting, and order form requirements - in partnership with Deal Desk and Finance
- 3+ years experience leading partner planning - targets, quota, capacity, and coverage and designing channel-neutral crediting with Incentive Compensation
- Proven track record as a trusted advisor to VP-level Partner or Sales leaders , with the presence to hold a governance line and the judgment to know when to evolve it
- Deep Salesforce fluency (opportunity design, sourcing fields, reporting) plus PRM and BI tools, and hands-on use of AI tools to automate ops workflows
- Hyperscaler co-sell and marketplace mechanics: AWS ACE and ISV Accelerate, Marketplace private offers, Microsoft co-sell, and Google Cloud Partner Advantage
More about this role
If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.
Partners are one of Kong's biggest levers for AI Gateway pipeline and bookings, and our partner business is growing fast. Kong is hiring a Director, Partner Operations to build the operating model that helps it scale.
You'll be the operating partner to the Ecosystem VP and Partner Sales leaders, sitting in Revenue Operations. You own how partner business flows through Kong — registration, deal structure, attribution, crediting, and payout — and you bring an AI-first mindset to how it runs.
Business partner to Ecosystem leadership
Serve as the strategic and operational partner to the Ecosystem VP and Partner Sales leaders across theaters. Run an AI-assisted operating cadence — forecast and pipeline reviews, QBRs, and executive reporting — where the prep is automated and meetings go to decisions. Facilitate cross-functional alignment on people, then process, then systems, so changes are agreed before they are configured.
Partner...
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