Partner Alliance Manager

OpenKrill; United States; Remote; USD 130,000 - 160,000; Full time

Benefits offered by this job

Unlimited PTO

RSUs

Remote‑first environment

Health and welfare plans

Job summary

Pindrop is seeking a strategic alliances leader to own and scale our partner ecosystem. You will drive executive relationships, align co‑sell priorities, and manage partner‑sourced revenue with resellers and ISV partners.

You’ll build and scale programs, onboard partners, and coordinate across Sales, Product, Engineering, Legal, and Marketing to optimize integrations and KPIs. Remote‑first, with opportunities to engage across major platforms in security and identity verification.

Qualifications

• 5+ years in partner alliances, channel sales, or partner ecosystem development at a software company.
• Proven track of driving revenue through partnerships with resellers and ISV partners.
• Proven track of building reseller or channel programs.
• Strong understanding of contracting, pricing models, partner enablement, and partner economics.
• Understanding of the telecommunications space, with experience or relationships in the ecosystem.
• Conversant in Conversational AI technologies and related go‑to‑market models.
• Exceptional communication, negotiation, and relationship management skills.

Responsibilities

• Own and scale Pindrop’s strategic technology and channel alliances.
• Own a revenue target and manage pipeline, conversion, and attainment.
• Develop joint value propositions and go‑to‑market plans with partners.
• Define and launch partner programs including recruiting, onboarding, contracting, pricing, and revenue share.
• Create onboarding, training, certification, and deal registration processes and tools.
• Coordinate cross‑functional teams (Sales, Product, Engineering, Legal, Marketing) to support integrations and KPIs.

Skills

Partner alliances

Revenue growth

Channel programs

Contracting & pricing

Telecom ecosystem

Conversational AI

Negotiation

Relationship management

Job description

Who We Are

Pindrop is a cybersecurity company delivering continuous identity verification across voice, video, and digital interactions. Powered by the Pindrop Intelligence Network, our unified trust platform helps enterprises answer three critical questions:

Is this identity synthetic? Detect AI-generated and manipulated voice and video.Is this identity risky? Identify fraud, suspicious behavior, and other risk signals.Is this identity known? Authenticate identities using voice, device, behavioral, and other signals.

Pindrop brings this intelligence together across purpose-built trust engines to help organizations make informed decisions in real time — protecting customers, workforce interactions, and emerging AI-driven interactions.

Pindrop protects billions of high-risk interactions for enterprises, including leading financial institutions, insurers, and healthcare organizations. Its technology is informed by more than 8 billion real-world interactions annually and protected by 300+ patents.

Recognized by TIME as one of the 10 Most Influential Software Companies of 2026 and by Inc. for Best in Business for Innovation, Pindrop is backed by leading investors including Andreessen Horowitz, IVP, and CapitalG.

What you’ll do

You will own and scale Pindrop’s strategic technology and channel alliances and turn them into repeatable, revenue-generating partnerships. You’ll be accountable for:

• - Growing strategic alliance relationships: Building executive and working-level relationships across partners’ product, partner, and field organizations. You’ll align on joint strategy, marketplace readiness, and co-sell priorities for Pindrop’s solutions across partner platforms.
• - Owning a revenue number: Carrying a partner-sourced and partner-influenced revenue target, and managing pipeline, conversion, and attainment against it.
• - Driving co-sell and pipeline: Developing joint value propositions and go-to-market plans with partners, and managing co-sell motions and deal cycles with partner sellers, resellers, and integrators.
• - Building and scaling the partner program: Defining and launching programs for resellers, ISV partners, and system integrators, including recruiting, onboarding, contracting frameworks, pricing, and revenue share.
• - Enabling partners and sellers: Creating onboarding, training, certification, and deal registration processes, plus playbooks, battle cards, and sales tools for internal and external teams.
• - Aligning Pindrop internally: Coordinating Sales, Product, Engineering, Legal, and Marketing to support integrations and the partner ecosystem, and tracking partner KPIs, milestones, and pipeline.
• - Being the voice of the partner: Bringing partner and reseller feedback back to Product and leadership to shape roadmap, messaging, and support.

Who you are

• - Strategic and entrepreneurial: You’ve built partner programs from the ground up and are comfortable defining the playbook as you go.
• - Driven by the number: You think in revenue, pipeline, and growth rates. When you describe your work, you lead with business impact, such as quota attainment, partner-sourced revenue, and year-over-year growth.
• - Relationship‑driven: You earn trust quickly with partner executives, technical teams, and channel sellers alike.
• - A skilled navigator: You know how to move through large, complex partner organizations to find the right stakeholders and get alignment.
• - Commercially sharp: You understand partner economics, pricing, and contracting, and you negotiate deals that work for both sides.
• - Collaborative and execution‑minded: You rally cross‑functional teams and follow through on what you commit to.

Your skill-setMust-haves

• - 5+ years in partner alliances, channel sales, or partner ecosystem development at a software company
• - Proven track of driving revenue through partnerships with resellers and other ISV partners, with quantifiable results (For example, partner-sourced revenue, % of pipeline from partners, and growth against target)
• - Proven track of building reseller or channel programs
• - Strong understanding of contracting, pricing models, partner enablement, and partner economics
• - Understanding of the telecommunications space, with experience or relationships in the ecosystem
• - Conversant in Conversational AI technologies, including how AI agents and agent platforms are changing partner ecosystems and go‑to‑market models
• - Exceptional communication, negotiation, and relationship management skills

Nice‑to‑haves

• - Established relationships within contact center/CCaaS partner and integrator communities
• - Experience partnering on SaaS or enterprise software in voice, AI, security, fraud, or CX
• - Direct experience with NICE or CXone

What’s in it for you

This is a chance to own strategic alliances with real influence on Pindrop’s growth. You’ll have executive visibility, a clear mandate to build and scale our partner ecosystem, and a direct line to the business outcomes it drives. Fraud and deepfake attacks hit hardest in the contact center and across telecommunications and financial services, and your work will put Pindrop’s protection in front of enterprises at scale through the industry’s leading platforms and partners.

In an era where synthetic media, fraud, and identity manipulation are accelerating, we ensure that every interaction involves the real human and the right human. Our work directly protects financial institutions, enterprises, and consumers from fraud, deception, and identity compromise. You will wake up every day knowing your work has real-world impact.

You will work alongside some of the best technical minds in security, AI, and voice intelligence. We are intense about excellence, but we are also a team that enjoys the journey.

If you want to build something that matters, and be proud of the company you help shape, this is that opportunity.

What we offer

As a part of Pindrop, you’ll have a direct impact on our growing list of products and the future of security in the voice-driven economy. We hire great people and take care of them. Here’s a snapshot of the benefits we offer:

• - Unlimited Paid Time Off (PTO)
• - Competitive compensation package, including RSUs (Restricted Stock Units) for all employees, so everyone shares in our long-term success.
• - Remote‑first environment - giving you flexibility and autonomy in how you structure your day.
• - While we work flexibly, we prioritize meaningful in‑person moments through regular team on‑sites, company‑wide events, and intentional gatherings that foster connection, collaboration, and shared success.
• - Generous health and welfare plans to choose from - including one employer‑paid “employee‑only” plan!
• - Best‑in‑class Health Savings Account (HSA) employer contribution
• - Low-cost vision and dental plans for you and your family, providing comprehensive coverage and peace of mind.
• - Paid Parental Leave - Including birth, adoptive & foster parents
• - One year of diaper delivery for your newest addition to the family! It’s our way of welcoming new Pindroplets to the family!
• - Recurring monthly phone and internet allowance to help cover essential connectivity costs and support flexible work.
• - Enhanced fertility and GLP‑1 benefits to support family‑building journeys and personalized health needs.
• - Annual Learning & Development stipend to support your professional growth, skill‑building and certifications, and continued education.

#LI-RemotePlease note that the base pay range is a general guideline only. Pindrop considers factors such as (but not limited to) scope and responsibilities of the position, a candidate's work experience, ...

US Base Pay Range$130,000-$160,000 USD

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