Partnerships & Business Development Manager

Requirements

4–8 years in partnerships, alliances, ecosystem, or biz dev roles, ideally with experience in security, developer tools, or SaaS

Proven experience building programs and GTM motions with ecosystem, integration, or compliance partners

A track record of driving partner-sourced pipeline and measurable revenue impact

Excellent communication skills and the ability to build relationships with technical and non-technical audiences

An entrepreneurial mindset is someone who doesn’t wait for permission to build, launch, or make things happen

Highly organized and proactive, able to keep multiple partnerships moving at once

What the job involves

We’re looking for a Partnerships & Business Development Manager to build and activate partnerships that drive pipeline, awareness, and joint GTM execution with ecosystem, integration, compliance, and developer community partners

This is a high-impact role focused on building a pipeline through alliances, increasing brand reach, and making Aikido top of mind across the security and developer ecosystem

You’ll work closely with our leadership and GTM teams to ensure our partnerships are not only signed but also actively driving revenue, pipeline, and awareness

Identify and prioritize partners across the ecosystem, integration, compliance, and developer communities

Build and maintain a strong pipeline of partnership opportunities across multiple verticals and geographies

Collaborate closely with partner teams to design and execute joint initiatives that expand Aikido’s brand reach and drive partner-sourced revenue

Launch and run joint GTM motions with partners (co-marketing campaigns, events, launches, integrations, and content initiatives)

Build scalable programs for ecosystem engagement, demos, technical enablement, resources, and community collaborations

Drive brand awareness and pipeline through creative, always-on partner activations

Define and track clear KPIs for every alliance initiative to ensure meaningful business impact

Act as the primary point of contact for all tech alliance partners

Build strong relationships with partner stakeholders to maximize the value of each partnership

Keep partnerships active and accountable, ensuring Aikido stays top of mind and that joint programs translate to pipeline and MQLs

Work cross-functionally with sales, marketing, and product to operationalize partnership programs

#J-18808-Ljbffr