Partnerships Manager

Astra Security; Bengaluru; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Astra Security in Bengaluru, India is expanding its partnerships team to build a robust ecosystem of technology partners across SaaS, cybersecurity, and cloud platforms. You will own revenue pipelines, negotiate agreements, and drive joint go-to-market initiatives.

The role requires strong executive communication, strategic thinking, and experience in B2B partnerships within a fast-growing security or tech company.

Qualifications

• Experience building partnerships with B2B SaaS or cybersecurity platforms.
• Proven track record in negotiating and closing strategic partnerships.
• Strong ability to translate partner opportunities into revenue.

Responsibilities

• Build Astra's partner ecosystem and own revenue/pipeline.
• Develop joint GTM strategies with key partners and internal teams.
• Collaborate cross-functionally with Product, Engineering, Marketing and Sales.
• Negotiate and execute partnerships that deliver long-term value.
• Measure impact and scale repeatable partnership processes.

Skills

Partnership management

B2B SaaS

Executive communication

Negotiation

Ecosystem development

Education

Bachelor's degree

Tools

CRM systems

Salesforce

Job description

Astra Security is a leader in the penetration testing space, recognized by G2 in the Pentest category. With headquarters in the US & India, Astra is the trusted security partner for leading brands including Muthoot Finance, Loom, CompTIA, NIIT, Goldcast, HackerRank, Sprinto, ITC & more. Its one-of-a-kind continuous pentest platform is trusted by 1,200+ companies across 100+ countries, from fast-growing startups to Fortune 100 giants.

Astra's autonomous pentest platform pairs AI agents with certified human pentesters to continuously pentest applications and infrastructure at scale. Vulnerabilities are discovered, validated, and chained the way a real attacker would. Beyond pentesting, Astra's suite includes a DAST Scanner, Cloud Vulnerability Scanner, and API Security Platform, giving teams continuous coverage across web apps, cloud environments, and APIs from a single dashboard. With over 18,000 vulnerabilities detected daily, Astra helps customers prevent millions in potential losses while saving thousands of developer hours. Last year alone, Astra uncovered more than 6.8 million vulnerabilities for its customers.

Astra's research team actively contributes to the OWASP community, including helping shape the OWASP Autonomous Penetration Testing Standard (APTS) and contributing to the OWASP Top 10 for LLM and Generative AI Security Risks. Astra is CREST-accredited, CERT-IN empaneled, and a PCI ASV, reflecting its commitment to the highest standards of security testing.

We've been awarded by the President of France Mr. François Hollande at the La French Tech program and Prime Minister of India Shri Narendra Modi at the Global Conference on Cyber Security. Loom, MamaEarth, Muthoot Finance, Canara Robeco, ScripBox etc. are a few of Astra’s customers.

Role Overview

At Astra Security, we are building the future of cybersecurity, with Autonomous Pentesting - a new experience that helps teams autonomously discover, validate and fix vulnerabilities.

This is a high-impact, high-ownership role focused on identifying and growing strategic partnerships with complementary SaaS products, cybersecurity platforms, cloud providers, developer tools, and compliance solutions that serve the same customer base as Astra.

You’ll work closely with Product, Engineering, Marketing, and Sales teams to develop integration opportunities, launch joint go-to-market initiatives, and create partnerships that drive new revenue streams along with product adoption.

This role is ideal for someone who has experience building product-led partnerships in cybersecurity company and enjoys creating long-term ecosystem value.

What You'll Do

Build Astra's Partner Ecosystem

• Directly owning revenue and pipeline numbers, influenced by partnerships.
• Identify and establish strategic partnerships with complementary SaaS and cybersecurity companies.
• Build relationships with product, partnerships, and GTM leaders across prospective partner organizations.
• Evaluate partnership opportunities based on customer value, product synergy, and commercial impact.
• Negotiate and execute partnership agreements that create long-term strategic value.
• Develop partnerships that enable product integrations and joint customer solutions.
• Work closely with Product and Engineering teams to define integration opportunities and partner roadmap priorities
• Identify opportunities to enhance Astra's ecosystem through technology alliances.

Joint Go-to-Market

• Develop joint value propositions, messaging, and sales enablement material.
• Collaborate with Sales teams to drive co-selling opportunities and partner-influenced pipeline.
• Measure and optimize the business impact of partnership initiatives.

Cross-Functional Collaboration

• Partner closely with Product, Engineering, Marketing, Customer Success, and Sales teams.
• Act as the internal champion for partner initiatives.
• Gather partner feedback to influence product roadmap and customer experience.

What Success Looks Like

• Build a strong ecosystem of strategic technology partners.
• Launch successful product integrations and GTM initiatives.
• Generate measurable partner-influenced pipeline and revenue.
• Establish Astra as a preferred security partner within the cybersecurity and developer ecosystem.
• Create repeatable processes for scaling strategic partnerships.

What We're Looking For

• Experience in Product Partnerships, Strategic Partnerships, Technology Partnerships, or Ecosystem Partnerships.
• Experience working in B2B SaaS, preferably in cybersecurity
• Demonstrated experience building partnerships with complementary technology products.
• Experience launching integrations and joint go-to-market initiatives.
• Strong commercial acumen with the ability to translate partnerships into measurable business outcomes.
• Excellent executive communication, negotiation, and relationship management skills.
• Experience working with US or global SaaS companies is highly preferred.
• Builder mindset with the ability to thrive in a fast-paced, zero-to-one environment.

Why Join Astra Security

• Build Astra's product partnerships function from the ground up.
• Shape Astra's ecosystem strategy and strategic alliances.
• Work directly with Product, Engineering, and GTM leadership.
• Partner with some of the fastest-growing cybersecurity and SaaS companies globally.
• Make a direct impact on product adoption, ecosystem growth, and company revenue.