Director of Technology Alliances

Gray Swan AI

5d • $180,000 - $200,000

About The Position

Gray Swan is hiring a Director of Technology Alliances to build partnerships that embed its AI security technology into other companies’ products and platforms. The role focuses on OEM and embedded deals, as well as co-sell and co-build relationships with hyperscalers—including AWS, Microsoft Azure, and Google Cloud—and leading AI platform providers. The director will own the strategy, pipeline, and executive relationships end-to-end, from identifying OEM targets and negotiating licensing and revenue-share agreements to driving joint go-to-market activity that generates recurring revenue. The role works closely with Gray Swan’s founders and Product, Engineering, Research, Legal, Marketing, and Finance teams. The position can be based in the Pittsburgh office or performed remotely.

Requirements

• At least 8 years of experience in partnerships, alliances, or business development in cybersecurity, cloud infrastructure, or enterprise software, including direct ownership of partner-driven revenue.
• Demonstrated success sourcing, negotiating, and closing OEM, embedded, or white-label agreements, with the ability to describe deal structure, size, and revenue impact.
• Hands-on experience with at least one hyperscaler (AWS, Microsoft, or Google Cloud), including marketplace listings, co-sell programs, or private offers.
• An existing network at hyperscalers and security or platform vendors.
• Ability to explain APIs, integrations, and deployment models to engineers and business leaders.
• Experience working in an early-stage or high-growth company and building a playbook rather than inheriting one.

Nice To Haves

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

Responsibilities

• Define Gray Swan’s OEM strategy, identify target platforms and vendors, build business cases, and develop the pipeline.
• Source, structure, negotiate, and close OEM agreements, including licensing, 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.
• Build executive and field-level relationships with AWS, Microsoft Azure, and Google Cloud Platform.
• Lead hyperscaler marketplace listings, co-sell programs, private offers, and committed-spend alignment.
• Turn signed agreements into revenue through joint solution briefs, partner enablement, field alignment, co-marketing, and shared account planning.
• Ensure partner sales teams understand when and how to bring Gray Swan into customer opportunities.
• Represent partner and integration requirements in product roadmap discussions and work with Engineering on APIs, SDKs, and deployment models that support embedding.
• Define and report partner-sourced and partner-influenced pipeline, OEM ARR, marketplace transacted revenue, time-to-first-deal, and partner productivity metrics.
• Help establish the broader partner program, including resellers, MSSPs, and technology alliances.

Benefits

• 401k with up to 4% matching.
• 28 days annual leave, including vacation and holidays.
• Health, dental, and vision coverage.
• Catered lunches at the Pittsburgh office.
• Flexible work arrangements.
• Meaningful equity participation.
• Competitive compensation with a base salary targeted at $180,000–$200,000 plus performance-based compensation.
• Opportunity for outsized earnings driven by high inbound interest and large deal sizes.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed