Director of Alliances

Description Zafran is on a mission to stop the exploitation of vulnerabilities everywhere. Our partner ecosystem is becoming one of the fastest ways security teams discover and adopt Zafran, and we're looking for a Director of Alliances to build that engine from scratch. You'll own Zafran's alliances strategy end to end, anchored in Global Systems Integrators (GSIs) and extending into cloud (CSP) and technology (ISV) partners. This is a build role: you'll design the programs, negotiate the frameworks, and run the motion yourself at first — then bring in specialists as it scales. You'll work closely with Sales, Marketing, and Product to make partnerships a real revenue channel, not just a logo on a slide. About Zafran Our Mission: To stop the exploitation of vulnerabilities, everywhere. What makes us different: In a world where AI-enabled attackers weaponize vulnerabilities within minutes, the old scan-and-patch-everything model no longer holds. Zafran's Exposure Graph continuously maps every vulnerability across your hybrid environment, chains exploitability through real attack paths and proves 90% of “critical” vulnerabilities can’t actually reach you. It then neutralizes the real 10% using your compensating controls and safely remediates only where it matters. Who’s behind us: Zafran is backed by Menlo Ventures, Sequoia Capital, Cyberstarts, and a deep belief that cybersecurity should move as fast as attackers do. We’re one of the fastest-growing companies in the industry, scaling to meet demand from the world’s most advanced, security-obsessed organizations. We’re serious about our mission — so expect work that matters, teammates who challenge and inspire you, and plenty of fun along the way! What you will do Lead Zafran's GSI strategy as the primary alliance motion, building relationships with practice leads at firms like Accenture, Deloitte, PwC, and KPMG, and converting them into co-sell pipeline. Extend the alliances strategy across cloud partners (AWS/Azure/GCP) and ISVs, with clear pipeline targets for each. Own the function end to end for now, and build the case for specialist hires (GSI, CSP, or ISV) as it scales. Embed alliances into the sales motion, and build co-marketing and enablement programs with Marketing and Sales. Own partner performance reporting and represent Zafran at partner and industry events. Requirements 8+ years in partnerships, alliances, or channel roles in cybersecurity or enterprise SaaS, building a program, not just running one. Deep expertise in one alliance motion: GSI, CSP, or ISV Proven track record driving measurable pipeline and revenue through partnerships. Existing relationships across GSIs, technology platforms, MSSPs/VARs, and cloud marketplaces. Commercial instincts to structure partner agreements and co-sell frameworks from scratch. 0-to-1 builder mentality, strong cross-functional collaborator, and comfortable with Salesforce/PRM tooling. Willingness to travel. At Zafran, people matter! We provide a robust benefits program that includes flexible PTO, health insurance plans (medical, dental, vision), a monthly stipend for phone and internet, 401k, flexible spending account, and a home office stipend when joining! We also provide access to frontier AI models, including Claude, so every employee can work smarter, move faster, and build an AI-first career from day one. At Zafran, we’re proud to be an equal opportunity employer. We believe the best teams are built by people who think differently, come from all kinds of backgrounds, and aren’t afraid to challenge the status quo. We welcome everyone across race, religion, gender, gender identity or expression, sexual orientation, age, disability, national origin, and veteran status, because what matters most is what you bring to the table. If you’re curious, fun, and someone who gets things done, we’d love to meet you.