Tech Alliances Manager US

🌍 We’re taking on the crusty global cyber market, the "no-BS" security platform for devs.

In the past, only large enterprises needed to worry about security. Today,cybersecurity has become the top concern of 75% of all CEOs, from startups to enterprises.

This means more work for developers, who need to become security experts and ensure their platforms are secure. But it’s hard. The market is riddled with overcomplicated, expensive tools that aren’t fit for developers. So, we founded Aikido.

We are the no-bullsh*t security platform that developers actually like to use. One central platform that shows devs what matters and how to fix it, so they can get back to building.

Why work with us? Founded in 2022 by third-time serial founders, with $25M funding in the bank, we're dead set on getting security done for devs. This is a chance to join an all-star team early, take ownership, and push boundaries.

We’re looking for a Tech Alliances Manager to expand and deepen strategic relationships with ecosystem, integration, compliance, and developer community partners. This is a high-impact role focused on building 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.

Responsibilities

Partnership Development

• Identify and prioritize tech alliance partners across ecosystem (e.g., YC, Techstars), integration (e.g., Postman, Laravel), compliance (e.g., Vanta, Drata), and developer communities (e.g., Supabase, Cursor).

• Build and maintain a healthy pipeline of partnership opportunities across multiple verticals and geographies.

• Work closely with partner teams to create and execute joint initiatives that extend Aikido’s brand reach and drive partner-sourced revenue.

Program Design & GTM Execution

• 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.

Relationship Management

• 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.

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 you can expect:

• High-impact position in a fast-growing company.

• Fast growth of responsibility.

• Competitive salary package.

• A company that sticks to its values in an open and informal atmosphere (see our culture page on the website for more details).

• Flexibility in working hours.

• You will be recruited based on competencies. Qualities of people are decisive, regardless of gender, religion, ethnic origin, age, sexual orientation, or disability.