Strategic Partnerships

Astra Security; Bengaluru; On-site; INR 4,000,000 - 6,000,000; Full time

Job summary

Astra Security is seeking a Product Partnerships leader to scale its ecosystem of technology partners across cybersecurity, SaaS, cloud, and developer tools. You will identify right partners, drive integrations, and build joint GTM motions to generate measurable pipeline and revenue.

You will collaborate with product, engineering, sales, marketing, and customer success to move partnerships from identification through integration, launch, and revenue generation, across geographies.

Qualifications

• Experience in Product Partnerships or Platform Partnerships.
• Strong exposure to B2B SaaS, preferably cybersecurity or adjacent tech.
• Ability to build partnerships from scratch and measure impact.

Responsibilities

• Identify and establish partnerships with complementary SaaS, cybersecurity, cloud, and developer platforms.
• Define integration requirements with Product & Engineering for joint go-to-market launches.
• Develop joint value propositions and enablement with sales teams for co-sell motions.
• Drive marketplace partnerships and partner-led acquisition with measurable pipeline.
• Track partner-sourced and partner-influenced ARR and revenue across geographies.

Skills

Product partnerships

B2B SaaS

Strategic partnerships

Ecosystem partnerships

Negotiation

Sales enablement

Executive communication

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 — helping teams continuously discover, validate, and fix vulnerabilities across their applications and infrastructure.

We are looking for a Product Partnerships leader to build and scale Astra's ecosystem of technology partners across cybersecurity, SaaS, cloud, developer tools, compliance, and adjacent platforms.

This is a high-impact, commercially focused role where you will identify the right technology partners, unlock product integrations and marketplace opportunities, and build joint go-to-market motions that translate into measurable pipeline and revenue.

You will work closely with Product, Engineering, Sales, Marketing, and Customer Success to take partnerships from identification and negotiation through integration, launch, co-selling, and revenue generation.

What You'll Do

Build Astra's Product Partner Ecosystem

• Identify and establish partnerships with complementary SaaS, cybersecurity, cloud, developer, compliance, and technology platforms across key geographies.
• Build relationships with Product, Partnerships, Alliances, and GTM leaders within partner organizations.
• Develop a structured partner pipeline based on customer overlap, product fit, integration potential, and commercial opportunity.
• Own the end-to-end partnership lifecycle from prospecting and business case development to negotiation, launch, and ongoing growth.
• Build a scalable product partnership strategy across different geographies and partner segments.

Drive Product Integrations & Marketplace Partnerships

• Identify high-value integration opportunities that strengthen Astra's product offering and increase customer adoption.
• Work closely with Product and Engineering to define integration requirements, priorities, and launch plans.
• Build partnerships that enable Astra to participate in technology marketplaces and partner platforms.
• Drive marketplace and platform-sourced business by creating repeatable partner-led acquisition motions.
• Track adoption, pipeline, and revenue generated through product integrations and technology partnerships.

Build Joint GTM & Co-Sell Motions

• Develop joint value propositions, solution positioning, sales plays, and enablement with strategic partners.
• Work with Sales teams to identify and activate joint customer opportunities.
• Build co-selling and co-marketing motions that generate measurable partner-influenced pipeline.
• Coordinate joint launches, webinars, campaigns, events, and other GTM initiatives where relevant.
• Establish processes to track partner-sourced and partner-influenced pipeline through the sales funnel.

Drive Commercial Outcomes

• Directly own business outcomes from product partnerships, including partner-sourced ARR and partner-influenced pipeline.
• Identify opportunities to expand successful partnerships across additional products, customer segments, and geographies.
• Establish clear business cases and success metrics for each strategic partnership.
• Regularly measure partnership performance and double down on partnerships demonstrating strong customer and commercial impact.

Cross-Functional Collaboration

• Act as the internal owner and champion for strategic product partnerships.
• Partner closely with Product, Engineering, Sales, Marketing, and Customer Success to ensure partner initiatives move from concept to execution.
• Bring partner and customer feedback into Astra's product and ecosystem roadmap.
• Create repeatable processes for evaluating, launching, and scaling partnerships.

Key KPIs

Success in this role will be measured through tangible commercial and ecosystem outcomes, including:

• Marketplace / Platform-Sourced ARR
• Co-Sell / Co-GTM Pipeline Generated
• Number of Product Partnerships Unlocked in Each Target Geography
• Product integrations launched and activated
• Partner-sourced / partner-influenced revenue
• Partner activation and adoption
• Expansion of successful partnerships across products and geographies

What We're Looking For

• Experience in Product Partnerships, Technology Partnerships, Strategic Partnerships, Ecosystem Partnerships, or Platform Partnerships.
• Strong experience in B2B SaaS, preferably cybersecurity or an adjacent technology category.
• Demonstrated experience building partnerships with technology products and SaaS platforms, rather than primarily reseller or channel relationships.
• Strong understanding of product integrations, APIs, marketplaces, technology ecosystems, and joint solution development.
• Demonstrated ability to build co-sell and co-GTM motions with sales teams.
• Strong commercial acumen with experience tying partnerships to measurable pipeline, ARR, adoption, or revenue outcomes.
• Experience working with US or global SaaS companies is highly preferred.
• Strong executive communication, negotiation, and relationship management skills.
• Builder mindset with the ability to operate in a zero-to-one environment, create processes from scratch, and independently drive initiatives to completion.