Alliance Director – API Security

Wallarm • Austin, TX

6d • Remote

About The Position

Since 2016, Wallarm has been on a mission to secure the internet's critical infrastructure: APIs. Today, we are the trusted choice for over 200 of the world's most innovative companies, from high-growth startups to Fortune 500 and Nasdaq leaders. Our unified platform provides full-lifecycle API security — helping teams discover their attack surface, protect against modern threats, and respond to incidents in real-time. As a graduate of Y Combinator and fueled by a recent $55M Series C , we are scaling our global, remote-first team of 150+ innovators to solve the next generation of security challenges. About the role: We are seeking an experienced and highly motivated Alliance Director to lead and expand strategic partnerships with technology vendors . This role will play a critical part in scaling our go-to-market efforts by developing joint solutions, enabling co-selling and co-marketing motions that create long-term value through aligned ecosystem strategies.

Requirements

• 7–10 years of experience in strategic alliances, business development, or channel sales within cybersecurity or cloud/SaaS environments.
• Deep understanding of the cybersecurity landscape; API security knowledge is a strong plus.
• Experience managing alliances with technology partners.
• Proven ability to build high-impact GTM partnerships that drive measurable results.
• Strong business acumen and ability to influence C-level stakeholders both internally and externally.
• Excellent communication, negotiation, and presentation skills.
• Bachelor's degree required; MBA or technical degree a plus.

Nice To Haves

• Familiarity with modern API ecosystems (e.g., REST, GraphQL, OpenAPI, Kubernetes, API gateways).
• Background in enterprise security products, including API security.
• Ability to thrive in a fast-paced, high-growth startup environment.

Responsibilities

• Alliance Strategy & Execution Define and execute the strategic partnership roadmap aligned with business goals.
• Identify, evaluate, and onboard new partners that enhance our API security platform offering.
• Develop joint business plans with key partners, including co-selling, co-marketing, and solution integration opportunities.
• Partner Management & Enablement Own and grow relationships with strategic alliance partners.
• Build executive-level and field-level alignment between Wallarm and alliance partner organizations.
• Lead alliance enablement programs to ensure successful technical and sales collaboration.
• Go-to-Market (GTM) Collaboration Drive joint GTM initiatives, including campaigns, demand generation, and solution launches.
• Align with sales leadership to develop partner-influenced pipeline and revenue targets.
• Monitor and report on performance metrics for each alliance and recommend adjustments as needed.
• Cross-Functional Leadership Collaborate with product, marketing, sales engineering, and legal to ensure the successful execution of alliances.
• Influence product roadmap by advocating for partner-integrated features and capabilities.

Benefits

• Be part of a category-defining company in the booming API Security space.
• Work with a passionate, high-performing team at the intersection of security , innovation , and go-to-market strategy .
• Remote work and flexible working hours.
• Competitive salary and bonuses.
• Paid days off and medical insurance.
• Working equipment.
• Professional development and career growth opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 101-250 employees