[Hiring] Director of Technology Alliances @Gray Swan AI

Role Description

We’re looking to hire a Director of Technology Alliances to join our growing GTM team and build the partnerships that put our AI security technology inside other companies' products and platforms. This is a builder role with a clear focus: OEM and embedded deals, and co-sell and co-build relationships with the hyperscalers (AWS, Microsoft Azure, Google Cloud) and leading AI platform providers.

You will own the strategy, pipeline, and executive relationships for this motion end-to-end — from identifying the right OEM targets, to structuring and negotiating licensing and revenue-share agreements, to driving the joint go-to-market that turns signed deals into recurring revenue. You’ll work across the business, partnering closely with our founders, Product, Engineering, Research, Legal, and Marketing teams.

What you will do

• Build the OEM motion:
  • Define Gray Swan's OEM strategy: which platforms, model providers, security vendors, and SaaS companies should embed our red teaming and runtime protection, and why.
  • Build the target list, the business case for each, and the pipeline to land them.
• Source, structure, and close OEM deals:
  • Lead complex, multi-stakeholder negotiations covering licensing models, white-label and embedded terms, revenue share, minimum commitments, SLAs, and support obligations.
  • Partner with Legal and Finance on deal structure and with Product and Engineering on integration scope.
• Own hyperscaler relationships:
  • Build executive and field-level relationships across AWS, Microsoft Azure, and Google Cloud Platform.
  • Lead marketplace listings, co-sell programs (e.g., AWS ISV Accelerate, Microsoft co-sell, Google Cloud Partner Advantage), private offers, and committed-spend alignment.
• Drive joint go-to-market:
  • Turn signed agreements into revenue: joint solution briefs, partner enablement, field alignment, co-marketing, and shared account planning.
  • Ensure partners' sellers know when and how to bring Gray Swan in.
• Be the voice of the partner inside Gray Swan:
  • Feed partner and integration requirements into the product roadmap.
  • Work with Engineering to scope APIs, SDKs, and deployment models that make Gray Swan easy to embed.
• Define the metrics that matter:
  • Set and report on partner-sourced and partner-influenced pipeline, OEM ARR, marketplace transacted revenue, time-to-first-deal, and partner productivity.
• Lay the foundation for scale:
  • Help build the broader partner program — resellers, MSSPs, and technology alliances.

Qualifications

• 8+ years in partnerships, alliances, or business development in cybersecurity, cloud infrastructure, or enterprise software, including direct ownership of partner-driven revenue.
• A track record of sourcing, negotiating, and closing successful OEM, embedded, or white-label agreements, with deals you can describe in terms of structure, size, and revenue impact.
• Hands-on experience working with at least one hyperscaler (AWS, Microsoft, or Google Cloud), including marketplace listings, co-sell programs, or private offers.
• An existing network at the hyperscalers and at security or platform vendors.
• Comfort with technical products: you can explain APIs, integrations, and deployment models to engineers and business leaders alike.
• Experience operating in an early-stage or high-growth company, where you built the playbook rather than inherited it.

Nice to Have

• OEM deals with security vendors (SIEM, XDR, cloud security, API security, DLP) or with AI and model-platform providers.
• Familiarity with the AI security and safety landscape: LLM red teaming, prompt injection, agent security, AI governance, and emerging regulation.
• Experience building a partner function from zero, including the first hires, programs, and compensation plans.
• Experience at a company that scaled through major growth stages.

What We Offer

• A competitive compensation package designed to reward impact and incentivize growth.
• Base salary is targeted to $180k-200k plus meaningful performance-based compensation.
• Meaningful equity participation.
• Work from our office in Pittsburgh, or remotely.
• Opportunity for outsized earnings driven by high inbound interest and large deal sizes.

Benefits

• 401k with up to 4% matching.
• 28 days annual leave (vacation + holidays).
• Health, dental, and vision coverage.
• Catered lunches (Pittsburgh office).
• Flexible work arrangements.

Typical Interview Process

• 🔎 Application review. We read everything.
• 🗣 Recruiter Screen. We learn about you; you learn about us.
• 🧑‍💻 Hiring Manager Interview.
• 💻 Role related assessment.
• 🗣 Experience & culture interview.
• 😇 Reference checks. We’ll reach out to 3-5 references that you provide.
• 📃 Offer. If it’s mutual, we move fast.