Director, Strategic Alliances

Partners Director, Strategic Alliances San Francisco, CA Full-time Description About the Role This role owns our outbound strategic partnerships with the major enterprise SaaS and platform players, manages inbound partnership requests, and builds out a formal technology partner program. You'll define the offering, structure the go-to-market motion, and take it to market. If you can't walk us through exactly how you've done this, the approach, the results, what you'd do differently, this probably isn't the right fit. About Zenity Zenity is the leader in AI Agent Security and the first company to bring an agent-centric security platform to market. As enterprises accelerate AI agent adoption, we are establishing the security framework for how AI agents are secured and governed at enterprise scale. We deliver full-lifecycle visibility, governance, detection, prevention, and response for AI agents from buildtime to runtime, across SaaS, home-grown platforms, and end-user devices. Backed by $55M+ in funding, including a $38M Series B with strategic investment from Microsoft’s M12, Zenity is trusted by Fortune 500 enterprises globally. Join us in shaping how AI agents are secured at enterprise scale. What You'll Do: Own outbound strategic alliances with enterprise platforms, Salesforce, ServiceNow, Oracle, Workday, Zendesk, NVIDIA, and others across the SaaS and data ecosystem Manage and triage inbound partnership requests, evaluate fit, prioritize, and build the right structures for each Build and scale a formal technology partner program from the ground up, including tiering, enablement, and co-sell motions Define joint value propositions, structure offerings, and take partnerships to market, not just define them on paper Work cross-functionally with Zenity's sales, marketing, and product teams to activate and expand partnerships Track and report on partner-influenced and partner-sourced pipeline, revenue impact, and program health Requirements What You've Done: Built alliances with major enterprise tech platforms across 2 or 3 companies, not inherited them, built them and can tell the story clearly Have a repeatable approach: you can walk through how you did it, why it worked, and what you'd do again Defined the offering, structured the partner framework, and executed a go-to-market motion successfully Have versatility across company sizes, ideally some combination of time at a large platform company and a startup Come from a cybersecurity, data, or AI background, you understand how security fits into the broader platform ecosystem Know what good looks like for partner-sourced revenue and technology partner program maturity What We Look For At Zenity Proven ability to build, not just maintain, systems, processes, or relationships Comfort operating in evolving, fast-moving environments where the playbook is still being written Strong communication and collaboration skills across technical and non-technical stakeholders Ownership mindset with accountability for outcomes, not just activity Experience in high-growth or venture-backed environments Exposure to AI, security, or emerging technology ecosystems What Success Looks Like We have clearly defined alliances with 2-3 major platforms, structured, intentional, with a real GTM motion behind each Inbound partnerships are being evaluated and handled systematically, not ad hoc A technology partner program exists with documented tiers, enablement resources, and co-sell tracking Why This Role You're building something that doesn't fully exist yet. Real ownership, not maintenance mode Direct exposure to Zenity's CEO and CTO as a strategic function from day one Category-defining company, AI Agent Security is the next frontier of enterprise security Meaningful upside for someone who can show the work, not just talk about it Interview Process Our interview process is designed to be transparent, conversational, and focused on real-world experience. Stages and timing may flex based on interviewer availability and business need. Recruiter Interview (30 min, phone) Hiring Manager Interview (45 min, Zoom) People Team Interview (30 min, Zoom) Peer Interview (30-60 min, Zoom, 1-2 peers) VP of Partnerships (30 min, Zoom) Zenity is proud to be an equal opportunity employer. We enable enterprises to adopt AI agents securely and at scale, and that starts with building a team that reflects a wide range of perspectives and experiences. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability, age, veteran status, or any other protected characteristic. We’re committed to creating an inclusive environment where talented people can do their best work, securely, confidently, and with impact. #J-18808-Ljbffr Zenity