Distributor Development Manager Jobs in Vista, CA

About Mixpanel
Mixpanel is the leading product intelligence and analytics platform, trusted by more than 29,000 companies to help understand how people use the products they build. By combining powerful analytics with AI that knows your business, Mixpanel helps teams see what's working, diagnose what's not, and decide what to build next. Learn more at mixpanel.com.
About the Team
The Strategic Alliances team is small, fast, and outcome-oriented - not a program or account mapping factory. We spearhead the identification, investigation, development and execution of initiatives & partnerships aimed at moving the needle for some of Mixpanel's most strategic levers. As Mixpanel continues its evolution, this team is at the forefront of defining our new ecosystem realities and opportunities, particularly within the emerging spaces in, and enabled by, AI. LLM's, Vibecoders and MCP Servers and their adjacencies are our workspace.
About the Role
You'll own a portfolio of partner opportunities and sourcing of structural deals - embedded distribution, revenue share, API embedding, committed co-sell - with the companies defining how AI-native software gets built and distributed (think Snowflake, Stripe, Anthropic, Google, Glean and Replit) and target new relationships, owning first conversation through execution. You'll also provide due diligence support for in-flight opportunities. You need to be comfortable with ambiguity and have the ability to translate company priorities into a set of actionable and achievable partnerships. You will work closely with stakeholders and senior leadership across Product & Engineering, Marketing, Channel and Sales teams to ensure tight alignment and smooth execution - to be successful, you will need a track record of this collaboration with quantifiable outcomes.
Responsibilities

• End-to-end ownership of a set of strategic partnerships with LLMs, Hyperscalers, AI developer tools, data platforms and niche providers who can fill product gaps.
• Market analysis and due diligence, with emphasis on quantitative support for new partnerships and market entries.
• Deal structuring and negotiation: term sheets, rev share, data licensing, API embedding, pipeline and revenue commitments
• Expand and elevate Mixpanel exposure within our newest strategic partners; driving alignment up to, and including, C-level relationships
• Work closely with Channel & Enablement teams seamless handoffs, as needed, around GTM execution: co-sell motions, joint pipeline, co-marketing in service of revenue or branding
• Inbound partner management - screen fast, route correctly, don't let it become a distraction
• Own the room with cross-functional stakeholders including Product, Engineering, Sales, and Legal to close and activate partnerships
• Design and execute unique playbooks with partners with aligned, committed outcomes; not a rinse and repeat of collateral creation, account mapping and team socialization
• Collaborate with marketing & demand gen teams to launch partnerships and campaigns designed to spread awareness and drive pipeline
• Define and evangelize the value proposition with partners; what are we doing together, why and who should care; Product Marketing is there for support, but this is yours to own.

We're Looking for Someone with

• 8+ years of professional experience with minimum of 5+ in strategic technology partnerships, alliances, or corp dev; ideally at a hyperscaler, high-growth SaaS, or with a consulting/banking background before going operator
• Track record of having closed deals with real structure: you've negotiated terms, not just managed relationships
• Fluency in the modern data stack (Snowflake, Databricks, BigQuery, Supabase) and the AI developer ecosystem (LLM platforms, agentics frameworks, vibe-coding tools, MCP Servers)
• Technically fluent enough to hold a credible conversation with a CPO or platform team; commercial enough to close; your job is not to set meetings
• Innate sense of urgency and prioritization; fast qualification, clear POV, no committee thinking
• Exceptional communication skills; creates executive-level deliverables that are outcome-first, data-backed, decision-ready
• Hands-on experience with AI; you've moved beyond chat interfaces and built something, shipped something, or broken something trying. You understand what developers actually experience when they evaluate a platform, and you can hold a credible technical conversation because of it, not despite your role.
• Ability to operate and create structure within ambiguity; our scope of impact is broad and strategic - you need to be able to translate company goals into executable initiatives and be able to clearly articulate that connection; you won't have a quota and systems to execute against
• Exceptional cross-functional leadership and the ability to command the room and drive alignment across Product, Engineering, Sales/GTM, Legal, and Channel organizations.
• Strong executive presence, negotiation capability, and comfort operating in fast-moving, ambiguous environments.

Bonus Points For

• MBA or other advanced business degree, JD or engineering degree.
• Previous experience in management or strategy consulting.
• Experience partnering with Snowflake, Databricks or GCP, Anthropic and others across the AI space.
• Hands-on experience with Mixpanel; able to connect the dots on partner opportunities
• Sold or partnered in a product-led growth context
• Built or shipped an integration - you know what it actually takes

#LI-Hybrid
Compensation
The amount listed below is the total target cash compensation (TTCC) and includes base compensation and variable compensation in the form of either a company bonus or commissions. Variable compensation type is determined by your role and level. In addition to the cash compensation provided, this position is also eligible for equity consideration and other benefits including medical, vision, and dental insurance coverage. You can view our benefits offerings here.
Our salary ranges are determined by role and level and are benchmarked to the SF Bay Area Technology data cut released by Radford, a global compensation database. The range displayed represents the minimum and maximum TTCC for new hire salaries for the position across all of our US locations. To stay on top of market conditions, we refresh our salary ranges twice a year so these ranges may change in the future. Within the range, individual pay is determined by experience, job-related skills, qualifications, and other factors. If you have questions about the specific range, your recruiter can share this information.
Mixpanel Compensation Range
$189,500-$256,500 USD
Benefits and Perks

• Comprehensive Medical, Vision, and Dental Care
• Mental Wellness Benefit
• Generous Vacation Policy & Additional Company Holidays
• Enhanced Parental Leave
• Volunteer Time Off
• Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break

*please note that benefits and perks for contract positions will vary*
Culture Values

• Make Bold Bets: We choose courageous action over comfortable progress.
• Innovate with Insight: We tackle decisions with rigor and judgment - combining data, experience and collective wisdom to drive powerful outcomes.
• One Team: We collaborate across boundaries to achieve far greater impact than any of us could accomplish alone.
• Candor with Connection: We build meaningful relationships that enable honest feedback and direct conversations.
• Champion the Customer: We seek to deeply understand our customers' needs, ensuring their success is our north star.
• Powerful Simplicity: We find elegant solutions to complex problems, making sophisticated things accessible.

Why choose Mixpanel?
We're a leader in analytics with over 9,000 customers and $277M invested from prominent investors: like Andreessen-Horowitz, Sequoia, YC, and, most recently, Bain Capital. Mixpanel's pioneering event-based data analytics platform offers a powerful yet simple solution for companies to understand user behaviors and easily track overarching company success metrics. Our accomplished teams continuously facilitate our expansion by tackling the ever-evolving challenges tied to scaling, reliability, design, and service. Choosing to work at Mixpanel means you'll be helping the world's most innovative companies learn from their data so they can make better decisions.
Mixpanel is an equal opportunity employer supporting workforce diversity. At Mixpanel, we are focused on things that really matter-our people, our customers, our partners-out of a recognition that those relationships are the most valuable assets we have. We actively encourage women, people with disabilities, veterans, underrepresented minorities, and LGBTQ+ people to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance or other similar laws that may be applicable, we will consider for employment qualified applicants with arrest and conviction records. We've immersed ourselves in our Culture and Values as our guiding principles for the impact we want to have and the future we are building.