Director of Technology Alliances

Job not on LinkedIn

🔥 3 hours ago

🇺🇸 United States – Remote

💵 $180k - $200k / year

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 12%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Gray Swan

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2023

🤖 Artificial Intelligence

🔒 Cybersecurity

☁️ SaaS

Artificial Intelligence • Cybersecurity • SaaS

Gray Swan is an AI security company that builds a research-backed platform to protect AI deployments across the entire lifecycle, offering input/output filtering, continuous monitoring, automated vulnerability testing, and enterprise-focused red-teaming services. The company combines frontier research, benchmarks, and large-scale red-team competitions to discover emerging attacks and deliver adaptive, integrable protections for AI agents, models, and connected tools. Gray Swan’s products and services are aimed at enterprises, AI labs, and security researchers seeking pre-deployment assessments, post-deployment monitoring, and compliance-ready defenses.

📋 Description

• Define Gray Swan's OEM strategy and target platforms, model providers, security vendors, and SaaS companies • Build target lists, business cases, and pipeline for OEM partnerships • Lead negotiations involving licensing models, white-label and embedded terms, revenue share, minimum commitments, SLAs, and support obligations • Partner with Legal and Finance on deal structure and Product and Engineering on integration scope • Build executive and field-level relationships across AWS, Microsoft Azure, and Google Cloud Platform • Lead marketplace listings, co-sell programs, private offers, and committed-spend alignment • Develop joint solution briefs, partner enablement, field alignment, co-marketing, and shared account planning • Ensure partner sellers know when and how to bring Gray Swan into opportunities • Feed partner and integration requirements into the product roadmap • Work with Engineering on APIs, SDKs, and deployment models for embedding Gray Swan • Define and report on partner-sourced and partner-influenced pipeline, OEM ARR, marketplace revenue, time-to-first-deal, and partner productivity • Help build the broader partner program covering resellers, MSSPs, and technology alliances • Collaborate with founders, Product, Engineering, Research, Legal, and Marketing teams

🎯 Requirements

• 8+ years in partnerships, alliances, or business development in cybersecurity, cloud infrastructure, or enterprise software, including direct ownership of partner-driven revenue • Track record of sourcing, negotiating, and closing successful OEM, embedded, or white-label agreements, with deals describable in terms of structure, size, and revenue impact • Hands-on experience with at least one hyperscaler (AWS, Microsoft, or Google Cloud), including marketplace listings, co-sell programs, or private offers • Existing network at the hyperscalers and at security or platform vendors • Comfort with technical products, including explaining APIs, integrations, and deployment models to engineers and business leaders • Experience operating in an early-stage or high-growth company • Nice-to-have: OEM deals with security vendors or AI and model-platform providers • Nice-to-have: Familiarity with AI security and safety, including LLM red teaming, prompt injection, agent security, AI governance, and emerging regulation • Nice-to-have: Experience building a partner function from zero, including first hires, programs, and compensation plans • Nice-to-have: Experience at a company that scaled through major growth stages • Authorization to work in the United States

🏖️ Benefits

• Meaningful equity participation • 401k with up to 4% matching • 28 days annual leave (vacation + holidays) • Health, dental, and vision coverage • Catered lunches (Pittsburgh office) • Flexible work arrangements • Performance-based compensation • Opportunity for outsized earnings driven by high inbound interest and large deal sizes

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