[Hiring] Director, Technology Alliances @Britive

Role Description

Britive is hiring a Director, Technology Alliances to build and lead our technology partner ecosystem across the identity and security landscape. This is a revenue-focused role: the mandate is to identify, prioritize, and build partnerships with technology vendors (IAM, IGA, SIEM/SOAR, cloud security, DevOps/CI-CD, ITSM, and adjacent categories) whose customer bases, integrations, and go-to-market motions can generate measurable pipeline and revenue for Britive.

The ideal candidate brings deep, credible knowledge of the identity and security technology landscape and an established network of relationships with alliance, product, and BD leaders at relevant vendors. They will independently evaluate partnership opportunities against commercial criteria, build the business case and integration requirements for the partnerships worth pursuing, and work cross-functionally with product, engineering, marketing, and sales to bring those partnerships to market.

Key Responsibilities

• Partnership Strategy & Prioritization
  • Maintain a prioritized view of the identity and security technology landscape.
  • Score and rank prospective partners against clear commercial criteria.
  • Say no to partnerships that lack a credible path to revenue.
• Deal Development & Business Casing
  • Define and document the value proposition for each prioritized partner.
  • Author the business requirements for platform integration.
  • Define the monetization model for each partnership.
  • Negotiate and close partnership agreements.
• Go-To-Market Execution
  • Translate signed partnerships into active go-to-market programs.
  • Partner with sales leadership to build pipeline generation motions.
  • Represent Britive at partner and industry events.
• Cross-Functional Leadership
  • Act as the primary interface between Britive and partner alliance teams.
  • Brief product and engineering leadership on integration requirements.
  • Report regularly to sales and executive leadership on alliance pipeline.

What Success Looks Like

• A short list of active, well-documented technology partnerships.
• Measurable partner-sourced and partner-influenced pipeline and revenue within the first 6–12 months.
• Strong working relationships with key alliance and BD leaders.

Qualifications

• 7+ years in technology alliances, business development, or partnerships.
• Deep working knowledge of the identity and security technology landscape.
• An existing, active network of contacts among alliance, product, and BD leaders.
• Demonstrated ability to evaluate partnerships commercially.
• Experience defining integration requirements and working with product/engineering teams.
• Excellent written and verbal communication skills.
• Willingness to travel for partner and industry events (estimated 20–30%).

Preferred Qualifications

• Prior experience at a cybersecurity or identity-focused SaaS company.
• Experience building tech alliances from the ground up.
• Familiarity with cloud-native and Zero Standing Privileges concepts.
• Existing relationships with hyperscalers (AWS, Azure, GCP).

How to Apply

Interested candidates should submit a resume and a brief note describing a technology partnership they built or led — including the commercial rationale, integration scope, and revenue outcome.

Salary Information

The estimated base salary for this role is $140,000 - $180,000 annually. This position is also eligible for variable compensation tied to the performance of technology partnerships.

Benefits

• Work from anywhere in the US!
• We are fully remote (US only, other areas are subject to review).
• Competitive compensation and meaningful equity.
• Medical, dental, and vision insurance.
• Paid parental leave benefits.
• 401k (U.S.).
• Flexible + Unlimited PTO (U.S.).
• Career development opportunities and paths.
• Home office and connectivity stipends.
• Team socials + Offsites.