Federal Partner Manager

Company Overview

Deepgram is bringing the world’s most natural interface, voice, to the technology we use every day. Our speech models and real-time infrastructure power AI systems that keep up with the way people actually speak. More than 5,000 organizations run conversational voice AI on Deepgram in production, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Cresta, Granola, and Jack in the Box.

The Deepgram Voice Agent Platform brings together speech-to-text, text-to-speech and speech-to-speech, with voice-native foundation models available through cloud APIs or self-hosted and on-premises deployments. Built for accuracy, low latency and cost efficiency, Deepgram makes high-quality voice experiences practical to build and run at scale. More than 650,000 developers have used Deepgram to process more than 200,000 years of audio. Every day, more of the world’s conversations with AI run on our models.

Operating Principles:

Deepgram is a research company that productizes as fast as possible. Four Operating Principles shape how we think, decide, and work together:

1. Compress before you communicate. You think it through first, then lead with the bottom line.

2. Resist entropy. You question what already exists before adding more process or tools.

3. Solve the category. You fix recurring problems at the source, not one case at a time.

4. Work at the frontier. You go after problems no one has solved yet.

We look for people who already work this way, and these principles shape how we grow and evaluate our team.

AI-First by Default

We build AI that millions of people talk to, and we run the company the same way. AI is how we centralize work here, and is core to how we operate.

That means more than using the tools. We expect you to:

• Build, not just use. Design your own workflows and agents, and use AI to remove whole categories of work instead of doing the same work faster.

• Own the output. AI can speed up the work. It doesn’t make anyone less accountable for it. You understand, verify, and stand behind everything you share, including what an agent produces for you.

• Spend the time you get back at the frontier. The capacity AI creates goes toward problems no one has solved yet.

• Keep pace. Models and tools change every month, and so will your work. You adopt what’s new quickly and drop what no longer earns its place.

We judge AI by what it helps you deliver and whether you stand behind the result, not by how often you use it. In interviews, expect to walk us through a workflow you built and where you drew the line between AI and your own judgment.

Deepgram is the Voice AI platform powering the next generation of mission-critical government systems, including contact center modernization, benefits and case processing, and real-time speech applications across Defense, Federal Civilian, Intelligence Community, and State, Local, and Education (SLED) agencies. As we scale our federal footprint, Systems Integrators and Primes, cloud hyperscalers, and channel partners are our highest-leverage route to market. Our partners sit at the center of the AI modernization programs happening inside every federal agency. We are hiring a Federal Partner Manager to build, grow, and scale Deepgram's federal partner network from the ground up.

This is a builder role. You will own the strategy and execution for our named Systems Integrator and Prime practices alongside strategic hyperscaler alliances and channel partners, and you will define what a world-class AI-native federal partner motion looks like at Deepgram. You will design and drive sell-to, sell-through, and sell-with motions, land joint solutions inside each partner's delivery and capture organization, and deliver measurable partner-sourced and partner-influenced revenue. You will not run a traditional partner program. You will run an AI-first approach: leveraging agents, automation, and data to operate at 10x the scale of a conventional federal alliances team.

If you are a partner leader who thrives on whitespace, has a proven record scaling federal SI/prime and hyperscaler relationships from zero, and genuinely wants to use AI to reinvent how federal partner GTM is done, this role is for you.

What you'll do

• Work closely with the VP of Federal and own the federal partner strategy end-to-end. Build and execute the named-account strategy for federal and strategic hyperscaler partners; including joint value propositions, partner account plans, solution plays, and governance cadences with each partner's alliances and delivery leadership.

• Drive sell-to, sell-through, and sell-with motions:

• Sell-to: Land Deepgram as the embedded speech/voice AI layer inside each SI/prime's own AI platforms, mission software factories, and delivery accelerators.

• Sell-through: Stand up repeatable SI/prime-led offerings (agency contact center transformation, DoD voice-enabled C2/ISR analytics, benefits-processing voice AI) that the partner takes to its agency customers under its own contract vehicle.

• Sell-with: Co-sell into named federal accounts with SI and hyperscaler account teams, owning joint pipeline, forecast, and deal execution alongside Deepgram's Federal Account Executives.

• Build a measurable partner-sourced and partner-influenced pipeline. Set quarterly and annual targets with each partner, instrument the pipeline end-to-end, and own the number.

• Work alongside the partner team to build the federal partner enablement and credential/certification program. Align Deepgram's Applied Engineering/FDE playbook with SI and hyperscaler delivery teams.

• Create the joint solutions. Work with product, engineering, solutions architects, and each partner's industry/mission practices to package reference architectures, delivery playbooks, and offerings specific to Defense/DoW, Federal Civilian, IC, and SLED.

• Enable at scale. Design and launch partner enablement — technical certifications, sales plays, GovCloud demo environments, and solution-led training — plus contract-vehicle placement (GSA MAS, NASA SEWP, CIO-SP3, GWACs); so hundreds of partner sellers and practitioners can position, demo, and deliver Deepgram.

• Be AI-native in how you work. This is a defining part of the role. You will build and deploy AI systems — agents, automations, data pipelines — to do the job of a conventional 5–10 person federal alliances team. Examples:

• Agents that monitor SI/prime alliance news, contract awards, GSA Schedule updates, and account movements, and auto-draft briefs.

• Automated partner-sourced pipeline hygiene, account mapping, and co-sell attribution using Deepgram's CRM, Slack, and partner portals.

• AI-generated partner-specific collateral, solution briefs, and enablement content tuned to each partner's agency vertical.

• Data pipelines that join Deepgram's CRM with partner account maps and public procurement signals (SAM.gov, USASpending) to surface the next-best co-sell opportunity every week.

• Represent Deepgram externally. Be the senior face of Deepgram in alliance QBRs, joint executive briefings, federal AI summits (AFCEA, ACT-IAC, GITEC), and industry events. Carry a consistent point of view on where federal voice AI is going and where Deepgram fits in the SI/prime agenda.

• Partner cross-functionally inside Deepgram. Work closely with Federal Account Executives (Defense, Federal Civilian, IC, SLED), Applied Engineering, Capture/Proposal, Government Affairs, and Legal to remove friction and accelerate partner-driven revenue.

• Report on what matters. Own the federal partner dashboard: partner-sourced pipeline, partner-influenced pipeline, joint wins, certified resources, joint solutions launched, and partner NPS; with crisp, honest narratives each month and quarter.

What you bring

• Must be a U.S. citizen.

• 7+ years in partner management, alliances, business development, or federal enterprise sales — with at least 3–5 years directly owning SI/prime or hyperscaler federal relationships.

• Demonstrated track record of building sell-to, sell-through, and sell-with motions with named federal partners and delivering measurable partner-sourced and partner-influenced revenue.

• Experience scaling a federal partnership from early-stage or zero — not inheriting a mature program.

• Strong command of how federal SIs/primes actually operate: capture teams, delivery centers, COEs, contract vehicles, teaming agreements, and how deals get sourced and staffed inside them.

• Fluency with the federal AI landscape — LLMs, agentic AI, mission software factories, FedRAMP/DoD Impact Level authorization pathways, and hyperscaler federal co-sell motions.

• Hands-on AI-native operator. You personally use AI tools every day — not as a talking point. You have built automations, agents, or data workflows that replaced meaningful human effort, and you can show us.

• Excellent executive presence — comfortable opening and advancing conversations with partner SVPs, federal practice leads, and Deepgram's own executive team.

• Analytical rigor. You instrument what you own, tell the truth with data, and translate numbers into decisions.

• Self-directed, high-ownership, and comfortable operating in a fast-moving, ambiguous environment.

It would be great if you also had

• An active security clearance is a bonus, not a requirement.

• Existing strong relationships inside at least two of SI or Prime partner organizations.

• Direct experience launching a joint federal offering or solution that produced repeatable agency engagements.

• Background in speech, voice AI, CCaaS, or adjacent domains (AWS Connect GovCloud, Genesys Government, NICE, ServiceNow Federal).

• Experience building internal AI tooling — agents, RAG systems, CRM automations — for a revenue team.

Notice: We're aware of individuals impersonating Deepgram recruiters. All legitimate Deepgram recruiting communication comes from an @deepgram.com email address. If you've received a message claiming to be Deepgram, please forward it to [email protected].