Director of Alliances

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!

Responsibilities

• 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.

Benefits

• Flexible PTO
• Health insurance plans (medical, dental, vision)
• Monthly stipend for phone and internet
• 401k
• Flexible spending account
• Home office stipend when joining
• Access to frontier AI models, including Claude, so every employee can work smarter, move faster, and build an AI-first career from day one