AI Partnerships & GTM Manager

Responsibilities

• Research and map the AI technology landscape (foundation model providers, AI infrastructure/tooling companies, ISVs, and system integrators) to identify high-potential partnership opportunities.
• Build and maintain a partner pipeline; support outreach and initial qualification conversations.
• Support day-to-day relationships with existing technology alliance partners, serving as a primary point of contact for operational questions and coordination.
• Help manage joint integration roadmaps in partnership with Product and Engineering, tracking technical milestones and dependencies.
• Coordinate onboarding for new partners, including access to APIs/SDKs, technical documentation, and partner portals.
• Assist in structuring partnership agreements (technology, co-sell, and referral arrangements) alongside legal and deal-desk stakeholders.
• Support business case development, competitive/market research, and ROI analysis for prospective partnerships.
• Track partner performance against KPIs (integration usage, joint pipeline, co-sell revenue) and report out to leadership.
• Partner with Marketing to support joint announcements, co-marketing campaigns, webinars, and content (case studies, solution briefs).
• Work with Sales to build partner enablement materials (battlecards, one-pagers) and support co-sell motions.

Requirements

• 3+ years of experience across business development, partnerships, technology, sales, strategy, customer success, or another role where you were accountable for results.
• A demonstrated ability to build something, sell an idea, influence others, and deliver measurable results.
• A solid foundation in cybersecurity and the ability to engage credibly in conversations about the security landscape, technology, customer challenges, and emerging threats.
• Strong understanding of AI technologies and the companies building them, along with the curiosity and technical aptitude to keep learning as the market develops.
• Strong commercial instincts and the ability to recognize where two companies can create value together, then turn that opportunity into action.
• Ability to understand technical concepts, work effectively with Product and Engineering, and translate technology into a clear customer and business value proposition.
• Strong communication skills and the confidence to work with technical teams, sellers, executives, startups, and large technology partners.
• The ability to influence without authority, align people with different priorities, and keep work moving across teams.
• Excellent judgment and the ability to turn market information, customer needs, and incomplete information into clear recommendations and action.
• Discipline to manage multiple partnerships and opportunities while maintaining urgency, accountability, and attention to detail.

Preferred

• We're looking for a builder and driver who wants to make a meaningful difference.
• You have a track record of delivering impact, finding solutions, and turning opportunities into results. You know how to take an idea, build momentum around it, bring the right people together, and get it done.
• You are energized by the opportunity to build, sell, and win.
• You can identify an opportunity, develop a clear point of view, earn the confidence of a partner, and bring teams together around what needs to happen next. You work well across functions, partnering with Product, Engineering, Sales, Marketing, and other teams to solve problems and deliver results.
• You ask the right questions, learn quickly, find solutions, and drive the work forward. You are comfortable taking ownership, working through ambiguity, and finding a path when the answer is not obvious.
• You see opportunities and pursue them. You build relationships that open doors. You sell ideas and get people behind them. You bring people together to solve hard problems. When something gets stuck, you find a way forward. When you own an outcome, you take responsibility for delivering it.

Benefits

• Market leader in compensation and equity awards
• Comprehensive physical and mental wellness programs
• Competitive vacation and holidays for recharge
• Paid parental and adoption leaves
• Professional development opportunities for all employees regardless of level or role
• Employee Networks, geographic neighborhood groups, and volunteer opportunities to build connections
• Vibrant office culture with world class amenities
• Great Place to Work Certified™ across the globe