Senior Director, Hyperscaler Program and GTM
$180k - $225k USD
About Gruve
Gruve is an innovative software services startup dedicated to transforming enterprises to AI powerhouses. We specialize in cybersecurity, customer experience, cloud infrastructure, and advanced technologies such as Large Language Models (LLMs). Our mission is to assist our customers in their business strategies utilizing their data to make more intelligent decisions. As a well-funded early-stage startup, Gruve offers a dynamic environment with strong customer and partner networks.
About the Role
Gruve is seeking to hire a Senior Director, Hyperscaler Programs & GTM to lead the development and execution of Gruve’s hyperscaler partnership engine. This foundational, player-builder role will initially focus on AWS and expand to Google Cloud and Azure, driving partner tier advancement, co-sell and marketplace execution, and hyperscaler-aligned revenue growth. The ideal candidate will accelerate pipeline velocity, enable land-and-expand motions, and position Gruve as a preferred AI infrastructure and inference services partner within hyperscaler ecosystems.
Key Responsibilities
- Design and execute Gruve’s hyperscaler GTM framework, including governance, operating cadence, and success metrics.
- Lead AWS partner tier advancement and achievement of Specialized Competencies (AI/ML, Data & Analytics, MSP).
- Build and operationalize marketplace and co-sell motions (ACE, CPPO, ISV Accelerators).
- Drive a high-velocity pipeline of AI infrastructure and transformation deals.
- Orchestrate alignment with hyperscaler account teams, specialists, and partner leadership.
- Leverage hyperscaler funding and incentive programs to accelerate deal execution.
- Serve as Gruve’s external evangelist across hyperscaler ecosystems and events.
- Embed a partner-first operating model across sales, marketing, and delivery teams.
Basic Qualifications
- 10+ years of experience in hyperscaler programs and GTM, cloud partnerships, or enterprise technology business development.
- Proven track record of building hyperscale partnerships from Registered to Advanced/Premier tiers.
- Strong revenue orientation with hands-on enterprise deal execution experience.
- Deep familiarity with AWS Partner Network programs and co-sell motions.
- Working knowledge of AI, data, infrastructure, and inference workloads.
- Ability to operate effectively across executive, sales, technical, and partner stakeholders.
Preferred Qualifications
- Experience scaling partnership engines across multiple hyperscalers (AWS, Google Cloud, Azure).
- Established executive relationships within hyperscaler partner organizations.
- Demonstrated success in driving measurable hyperscaler-sourced and influenced revenue.
- Ability to create repeatable hyperscaler plays supporting scalable AI Factory deployments.
- Strong communication and presentation skills for external evangelism and internal enablement.
Salary Range
$180,000 - $225,000 USD + Benefits
Why Gruve
At Gruve, we foster a culture of innovation, collaboration, and continuous learning. We are committed to building a diverse and inclusive workplace where everyone can thrive and contribute their best work. If you’re passionate about technology and eager to make an impact, we’d love to hear from you.
Gruve is an equal opportunity employer. We welcome applicants from all backgrounds and thank all who apply; however, only those selected for an interview will be contacted.