Alliance Director

Location San Francisco (Klarity HQ); New York Employment Type Full time Location Type On-site Department Partnerships Compensation $300K – $340K • Offers Equity About Klarity Klarity (YC S18) is the Enterprise Instinct platform. TL;DR: Series B, $91M raised, 7x growth last year. Enterprises still rely on consultants to figure out how they operate – months of work, millions spent, and outdated before the ink dries. We built a better way. Our AI discovers how work actually happens across every team and application, Structures it into a living Context Graph, and Improves it continuously. ServiceNow mapped 900+ processes in 9 days. DoorDash captured 3,800+ finance operations in 14 weeks, replacing a 2-year engagement. That's not a project. That's compounding intelligence. OpenAI, Google, DoorDash, and Stripe use Klarity to transform how they transform. We shipped GPT-4 document chat within 12 hours of OpenAI's API launch. Speed and quality aren't a tradeoff here – they're the standard. About the Role Klarity is seeking an Alliances Director to own and develop our relationships with Big-4 and management consulting firms — some of the most consequential partnerships in our go-to-market strategy. In this role, you'll report directly to the SVP, Head of Go-to-Market and will be responsible for transforming how the world's largest professional services firms adopt, deploy, and co-sell Klarity across their enterprise practices. This is a role that requires diplomatic precision. You'll navigate a nuanced dynamic: Klarity compresses the discovery and documentation work that consulting firms have historically billed for, while simultaneously making their engagements more profitable and their clients happier. The best person for this job understands that tension intuitively and can turn it into a compelling partnership story — helping firms show up differently and accelerate time-to-value delivery for their end customers. You'll orchestrate the complete relationship across multiple dimensions: consulting firms as customers (using Klarity to modernize their own delivery), as co-selling partners (jointly delivering to enterprise clients), and as channels (sell-through, sell-to, and white/grey-label motions). This includes defining where Klarity invests resources, which markets and verticals receive focus, structuring partnerships for maximum mutual value, and ongoing coordination and multi-threading internally with Klarity executives and account teams. This role requires someone who can hold their own in boardroom-level meetings with Big-4 leadership while simultaneously rolling up their sleeves to drive execution on the ground. You're as comfortable in a strategy session with a Managing Director as you are building the enablement materials that help 10,000 consultants understand what Klarity does — without needing to train each one individually. What You'll Do Own the strategic roadmap, investment decisions, and revenue accountability for Klarity's consulting alliances portfolio, with a target of driving $25M+ in annual partner-sourced revenue Build and maintain executive relationships within Big-4 and management consulting leadership to position Klarity as the foundational technology for their transformation and advisory practices Develop scalable enablement programs that help consulting firms' workforces understand Klarity's capabilities without requiring one-to-one training Design and operationalize partner economics across sell-to, sell-through, and white/grey-label models, ensuring commercially sound structures that scale Partner with consulting firms to co-develop industry-specific solutions and reference engagements that showcase Klarity's unique capabilities in process intelligence, speed-to-insight, and continuous improvement Diplomatically navigate the displacement dynamic — Klarity compresses traditional consulting discovery timelines, so you'll position that as a feature (not a threat) that makes their engagements more profitable Lead the pursuit of significant enterprise deals through partnerships, ensuring proper positioning and support throughout complex, multi-stakeholder sales cycles Establish success criteria for joint accounts and create feedback loops that drive continuous improvement across the partner portfolio You May Be a Good Fit If You… Have 8+ years of experience managing strategic partnerships with Big firms (Accenture, Deloitte, EY, KPMG, PwC), MBB (McKinsey, BCG, Bain & Co.) — and can show a track record of driving $25M+ in annual partner-sourced revenue Possess existing VP+ level relationships within major consulting organizations and understand how to navigate their complex organizational structures, from practice leads to Managing Directors Have commercial chops for boardroom-level meetings — you can hold a room of senior partners and speak credibly about transformation strategy, not just product features Bring deep partner economics know-how across sell-to, sell-through, and white/grey-label models, with experience structuring deals that create real mutual value Are an enablement-at-scale thinker — you know you can't train 10,000 partners, so you design the motion, not the curriculum Are AI-native, not AI-adjacent — you intuitively understand and use AI in your own daily work to sharpen your craft, not just talk about it in meetings Have high coachability with no ego — this world is changing fast, and we need growth‑mindset people willing to adapt with it Are customer-obsessed with an entrepreneurial spirit, strong opinions, and a bias for action Strong Candidates May Also… Have direct experience with AI/ML technology partnerships and can articulate technical differentiation to both partners and enterprise buyers in plain language Bring a track record of building partnership programs from early stages through scale — you've done the zero-to-one work, not just inherited a mature program Have experience establishing enablement and certification programs for large partner organizations where the goal is partner self‑sufficiency, not dependency on your team Understand the private equity channel opportunity — how a single PE relationship can yield 5–20 portfolio company deployments Can balance visionary partnership strategy with pragmatic, day‑to‑day operational execution — and actually enjoy both What Klarity Values in This Hire Scrappy Builder: Proven track record of building, not just managing. Hungry for the next level and willing to do the unglamorous work to get there. Loyalty & Resilience: Commitment to prior employers. We want people who dig in when things get hard, not people who optimize for optionality. AI‑Native: Uses AI daily to sharpen their craft. This isn't a checkbox — it's a way of working. Coachable & Egoless: High growth mindset. Willing to be wrong, learn fast, and adapt as this market evolves weekly. Customer‑Obsessed: Entrepreneurial spirit, strong opinions, bias for action. Cares deeply about outcomes, not just activity. Diplomatic Navigator: Can balance the tension of displacing consulting work while building genuine partnership value. Location & Travel This is a remote role based in the US, with significant travel expected (40–50%) to engage with consulting firm leadership and support deals in priority markets. Face time with partner executives matters – presence at critical deal moments is essential to success. Benefits Equity in addition to competitive cash compensation Relocation support to San Francisco Bay Area (where applicable) $500 Annual Learning Fund $100 Monthly Wellness Fund Office‑related Perks: BART or Caltrain to the office? Contribute pre‑tax funds to a Parking & Transit account, and you will never be taxed for it! Lunchtime, Leveled Up: Enjoy curated local eats. Snack Central: Drinks and snacks for every craving - from healthy bites to Klarity team favorites. Onsite Gym Access: A state‑of‑the‑art fitness center right downstairs, and it’s free! Safe & Secure Bike Room: Commute in and safely store your bike. 100% Employer‑Paid Medical, Dental & Vision options! Klarity is an equal opportunity employer. Klarity provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, national origin, sexual orientation, gender identity or expression, age, disability, genetic information, marital status or veteran status. Compensation Range: $300K - $340K #J-18808-Ljbffr