Director of Technology Alliances

Gray Swan AI; Pittsburgh (Allegheny County); À distance; USD 180 000 - 200 000; Plein temps

Avantages offerts par ce poste

401k with matching

28 days annual leave

Health, dental, vision coverage

Catered lunches (Pittsburgh office)

Flexible work arrangements

Résumé du poste

Gray Swan AI is recruiting a Director of Technology Alliances to own the OEM and embedded partnerships motion. You will shape strategy, identify targets, and negotiate licensing and revenue-sharing terms while driving executive relationships across hyperscalers and major platform providers.

In this role you will lead cross-functional teams, align product and engineering on integration work, and push for co-sell programs and joint go-to-market initiatives that convert deals into recurring revenue.

Qualifications

• 8+ years in partnerships, alliances, or business development in cybersecurity, cloud infrastructure, or enterprise software.
• Proven track record sourcing, negotiating, and closing OEM, embedded, or white-label agreements with revenue impact.
• Hands-on experience with at least one hyperscaler (AWS, Azure, Google Cloud).
• Established network at hyperscalers and security/platform vendors.
• Comfort explaining APIs, integrations, and deployment models to both engineers and leaders.
• Experience in an early-stage or high-growth company, building playbooks rather than inheriting them.

Responsabilités

• Define OEM strategy, target platforms, and pipeline to land embed and license deals.
• Lead multi-stakeholder negotiations with licensing, revenue share, SLAs, and terms.
• Maintain executive and field relationships with AWS, Azure, and Google Cloud.
• Drive joint go-to-market, co-marketing, and field alignment for partnerships.
• Represent partner needs in the product roadmap and API/SDK scoping.
• Set metrics for partner-sourced/influenced pipeline, OEM ARR, and revenue.
• Help scale the program with resellers, MSSPs, and alliances.

Connaissances

Partnerships leadership

OEM & embedded deals

Hyperscaler relationships

Negotiation & deal structuring

Technical fluency

Early-stage / high-growth experience

Description du poste

About Gray Swan

Gray Swan is on a mission to empower the world to use AI safely and securely. We evaluate AI models for the leading frontier labs along with building real-time threat detection and adaptive adversarial red teaming agents for teams deploying AI.

We're a team of approximately 70 people, well-funded, growing quickly. Our work directly influences how the world deploys AI agents and systems at scale..

Learn more about how we work.

The Role

We’re looking to hire a Director of Technology Alliances to join our growing GTM team and build the partnerships that put our AI security technology inside other companies' products and platforms. This is a builder role with a clear focus: OEM and embedded deals, and co-sell and co-build relationships with the hyperscalers (AWS, Microsoft Azure, Google Cloud) and leading AI platform providers.

You will own the strategy, pipeline, and executive relationships for this motion end-to-end — from identifying the right OEM targets, to structuring and negotiating licensing and revenue-share agreements, to driving the joint go-to-market that turns signed deals into recurring revenue. You’ll work across the business, partnering closely with our founders, Product, Engineering, Research, Legal, and Marketing teams

What you will do

• Build the OEM motion: Define Gray Swan's OEM strategy: which platforms, model providers, security vendors, and SaaS companies should embed our red teaming and runtime protection, and why. Build the target list, the business case for each, and the pipeline to land them.
• Source, structure, and close OEM deals: Lead complex, multi-stakeholder negotiations covering licensing models, white-label and embedded terms, revenue share, minimum commitments, SLAs, and support obligations. Partner with Legal and Finance on deal structure and with Product and Engineering on integration scope.
• Own hyperscaler relationships: Build executive and field-level relationships across AWS, Microsoft Azure, and Google Cloud Platform. Lead marketplace listings, co-sell programs (e.g., AWS ISV Accelerate, Microsoft co-sell, Google Cloud Partner Advantage), private offers, and committed-spend alignment so that buying Gray Swan is easy for hyperscaler customers.
• Drive joint go-to-market: Turn signed agreements into revenue: joint solution briefs, partner enablement, field alignment, co-marketing, and shared account planning. Make sure partners' sellers know when and how to bring Gray Swan in.
• Be the voice of the partner inside Gray Swan: Feed partner and integration requirements into the product roadmap. Work with Engineering to scope APIs, SDKs, and deployment models that make Gray Swan easy to embed.
• Define the metrics that matter: Set and report on partner-sourced and partner-influenced pipeline, OEM ARR, marketplace transacted revenue, time-to-first-deal, and partner productivity.
• Lay the foundation for scale: Help us build the broader partner program — resellers, MSSPs, and technology alliances.

Who You Are

• 8+ years in partnerships, alliances, or business development in cybersecurity, cloud infrastructure, or enterprise software, including direct ownership of partner-driven revenue.
• A track record of sourcing, negotiating, and closing successful OEM, embedded, or white-label agreements, with deals you can describe in terms of structure, size, and revenue impact.
• Hands-on experience working with at least one hyperscaler (AWS, Microsoft, or Google Cloud), including marketplace listings, co-sell programs, or private offers.
• An existing network at the hyperscalers and at security or platform vendors.
• Comfort with technical products: you can explain APIs, integrations, and deployment models to engineers and business leaders alike.
• Experience operating in an early-stage or high-growth company, where you built the playbook rather than inherited it.

Nice to Have

• OEM deals with security vendors (SIEM, XDR, cloud security, API security, DLP) or with AI and model-platform providers.
• Familiarity with the AI security and safety landscape: LLM red teaming, prompt injection, agent security, AI governance, and emerging regulation.
• Experience building a partner function from zero, including the first hires, programs, and compensation plans.
• Experience at a company that scaled through major growth stages.

You’ll Thrive Here If You:

• Want to help define how enterprise AI safety and security software is sold.
• Enjoy learning complex products and explaining them clearly to customers.
• Are motivated by ownership, accountability, and upside rather than rigid structure.
• Are excited by Gray Swan’s mission to help organizations deploy AI safely and securely.

What We Offer:

A competitive compensation package designed to reward impact and incentivize growth. Our compensation philosophy is informed by our current valuation and recent industry data.

• Base salary is targeted to $180k-200k plus meaningful performance-based compensation
• Meaningful equity participation
• Work from our office in Pittsburgh, or remotely
• Opportunity for outsized earnings driven by high inbound interest and large deal sizes

Benefits:

• 401k with up to 4% matching
• 28 days annual leave (vacation + holidays)
• Health, dental, and vision coverage
• Catered lunches (Pittsburgh office)
• Flexible work arrangements

Typical Interview Process

Application review. We read everything.

Recruiter Screen. We learn about you; you learn about us.

Hiring Manager Interview.

Role related assessment

Experience & culture interview

Reference checks. We’ll reach out to 3-5 references that you provide.

Offer. If it’s mutual, we move fast.