United States onlyAbout Dropzone AI
Dropzone’s mission is to scale cybersecurity beyond human limits, and augment every single human security engineer/analyst with an army of AI security specialists. Humans alone cannot sufficiently protect our digital future, and AI augmentation is the only way for defenders to reclaim the high ground. We are an award winning company disrupting the $200B+ cybersecurity market.
Powered by Gen AI advancements, our technology offloads repetitive day-to-day work and frees human analysts to focus on real threats and higher-value projects. We are venture-backed, and our team has a rare blend of deep experience across cybersecurity, AI/ML, and SaaS product development. Join us if you want to be on the ground floor of using Gen AI to transform cyber defense. Learn more at www.dropzone.ai.
About the role
We are seeking a visionary and execution-oriented Head of Business Development to own and expand Dropzone AI’s OEM, strategic alliance, and technology partnership ecosystem. This leader will define the partnership strategy, build high-impact relationships with industry players (SIEM, SOAR, EDR, MSSPs, cloud platforms, enterprise software vendors), and drive new revenue through integrated offerings.
This role sits at the intersection of strategy, product, and go-to-market—and will have a direct impact on Dropzone AI’s growth trajectory.
What you'll do
Strategic Leadership
- Develop and own Dropzone AI’s global OEM and strategic partnership roadmap.
- Identify key partnership opportunities aligned with product strategy and market demands.
- Evaluate, negotiate, and structure complex strategic deals, integrations, and joint offerings.
- Build the long-term ecosystem strategy that enables Dropzone AI to scale into new markets and customer segments.
Business Development & Execution
- Source, engage, and manage relationships with top-tier technology vendors, cybersecurity platforms, cloud providers, and service partners.
- Lead partnership lifecycle end-to-end: discovery, evaluation, mutual value mapping, contracting, technical alignment, and GTM execution.
- Establish revenue-bearing OEM agreements and high-leverage channel/technology partnerships.
- Drive co-selling motions, joint marketing plans, and co-delivery efforts to accelerate pipeline and adoption.
Product & Technical Collaboration
- Work closely with Product and Engineering to prioritize and guide integration work, joint product roadmaps, and platform interoperability.
- Translate partner requirements into actionable product insights and drive alignment on technical feasibility.
- Ensure partner-enabled solutions deliver exceptional customer experience and measurable value.
Cross-Functional Alignment
- Partner with Sales to operationalize partner-sourced pipeline, co-selling, and referral motions.
- Collaborate with Marketing to design partner messaging, joint announcements, and co-marketing campaigns.
- Work with Finance and Legal to model deal structures, negotiate terms, and optimize contract frameworks.
Metrics & Performance
- Define and track KPIs for partnership effectiveness, including sourced pipeline, OEM revenue, integration adoption, and ecosystem health.
- Build repeatable motions, processes, and governance to ensure partnerships scale efficiently.
Requirements
- 8+ years in business development, strategic partnerships, alliances, or OEM leadership roles within SaaS or cybersecurity.
- Deep understanding of the cybersecurity ecosystem (SIEM, SOAR, EDR, MSSP, threat intel, cloud security, incident response tools).
- Demonstrated ability to structure, negotiate, and close complex commercial or OEM agreements.
- Experience building and scaling partnership programs from the ground up.
- Strong technical literacy—comfortable discussing architecture, integrations, APIs, and security workflows.
- Proven ability to collaborate cross-functionally while owning outcomes end-to-end.
- Excellent communication, negotiation, and executive relationship-management skills.
- High-energy, entrepreneurial mindset; thrives in a fast-paced, high-growth environment.
- Early-stage startup mindset. You thrive on ambiguity and move with lightspeed execution
- Being data-driven is part of your DNA.
Work Environment/Travel
We are a 100% remote company where you will work from your home with company-provided equipment to set you up for success. Semi-frequent travel to professional office settings and other events locally and nationally; some overnight travel expected.
Compensation
In the spirit of pay transparency, we are excited to share the base salary range below, exclusive of fringe benefits or potential bonuses. In addition, all compensation packages include significant above market new hire equity grants because we believe in rewarding long term value creation. If you are hired at Dropzone your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience. In addition to those factors, we believe in the importance of pay equity and consider internal equity of our current team members as a part of any final offer. Please keep in mind that hiring at the maximum of the range would not be typical to allow for future and continued salary growth. We also offer a generous benefits package, including company paid health insurance, 401K Plan with employer match, Self-Managed PTO, parental leave, and more.
The base salary range for this role is $175,000 - 195,000 with an OTE salary range $250,000 - 280,000.
