United States onlySince 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.
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.
Requirements
We are looking for candidates with:
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 have:
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.
Why Join Us:
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.
Serbia only
