Partner Alliance Lead - EMEA

ABOUT US At LangChain, our mission is to make intelligent agents ubiquitous. We build the foundation for agent engineering in the real world, helping developers move from prototypes to production-ready AI agents that teams can rely on. We began as widely adopted open-source tools and have grown to also offer a platform for building, evaluating, deploying, and operating agents at scale. With $125M raised at Series B from IVP, Sequoia, Benchmark, CapitalG, and Sapphire Ventures, we’re at a stage where we’re continuing to develop new products, growth is accelerating, and all team members have meaningful impact on what we build and how we work together. LangChain is a place where your contributions can shape how this technology shows up in the real world. Today, our platform includes LangSmith (Observability, Evaluation, Deployment, Fleet, and Sandboxes), our open source frameworks (LangChain, LangGraph, and Deep Agents), and the newly launched LangSmith Engine for autonomous agent improvement. We have 100M+ monthly open source downloads, 6,000+ active LangSmith customers, and 5 of the Fortune 10 use LangSmith in production (+ 35% of the Fortune 500 overall), including teams at Klarna, Clay, Coinbase, Workday, Lyft, Cloudflare, Harvey, Rippling, Vanta, LinkedIn, Monday.com, Nvidia, and Bridgewater. ABOUT THE ROLE As our first Partner Alliances Lead for EMEA, you will own the partner and cloud alliance execution across our EMEA region. This is a high-leverage, senior individual contributor role where you will build and drive our regional partner ecosystem from the ground up. You will be responsible for turning relationships with key hyperscalers (AWS, GCP, Azure), global systems integrators (GSIs), and regional AI-focused consulting partners into real co-sell pipelines and structured revenue motions. You are an operator at heart who loves the ambiguity of a fast-growing startup. You understand how developer tools and enterprise AI stacks fit together, and you have a track record of driving sourced and influenced revenue without needing a heavy management playbook to guide you. This role sits within our GTM organization and will work closely with our field sellers, customer engineering teams, and product leaders to maximize partner leverage across EMEA. WHAT YOU'LL DO - Own Regional Cloud Alliances: Lead and scale our regional co-sell motions with AWS, GCP, and Microsoft Azure across EMEA, managing joint pipeline and coordinating directly with cloud field teams to turn partner alignments into closed deals. - Drive Marketplace and Program Hygiene: Manage LangChain’s operational footprint in regional cloud marketplaces (including ACE/Cosell portal hygiene, program enrollment, and credit/funding utilization like AWS ISV Accelerate or GCP AI Tracks). - Activate GSI and Solution Partners: Build and maintain active working relationships with key alliance managers, cloud architect teams, and AI practices at targeted Systems Integrators and boutique regional consultancies. - Cross-Functional Deal Alignment: Collaborate closely with LangChain’s regional field sales, solution architecture, and customer engineering teams to map target accounts, equipping them for smooth cloud co-sell motions. - Execute Co-Marketing Motions: Partner with marketing to build high-impact, co-branded technical developer campaigns, regional events, and technical content designed to clear pipeline blockers and establish market position. - Build the Playbook: Establish the operational blueprint for how LangChain scales partnerships across EMEA, moving from ad-hoc relationships to repeatable, operationalized pipeline engines. WHAT YOU'LL BRING - Experience: 6+ years of experience managing cloud alliances, partner sales, or business development in EMEA, with deep hands-on experience navigating hyperscaler co-sell programs (AWS, GCP, or Azure). - Technical Foundation: Enough technical fluency to speak credibly with builders, enterprise architects, and engineering leaders