Director, Partner Operations

About Kiteworks

Kiteworks empowers organizations by ensuring secure and compliant data exchanges across all channels, including email, file sharing, APIs, and A.I. Agents. To this end, we created a platform that delivers data governance, compliance, and protection to customers. The platform controls, monitors, and protects every data interaction between people, machines, and systems across user collaboration, automated workflows, and enterprise AI.

Job description

This is an exciting opportunity to join Kiteworks’ newly formed Strategic Partnerships organization and lead the operational engine behind some of the company’s most strategic partnerships. This is not a sales role — it is a highly cross-functional Strategic Partnerships position focused on building scalable operational processes, supporting joint integrations, managing partner programs, and enabling long-term partnership growth.

Reporting

The Director, Partner Operations will serve as the operational backbone across Technology Partnerships, GSI Partnerships, Partner Architecture, Product Management, and broader cross-functional teams including Marketing, Finance, Legal, Support, Customer Success, Renewals, Sales, and Channel Alliances. This role owns the operational cadence, reporting, dashboards, integration lifecycle tracking, partner program administration, and overall partner operations infrastructure that keeps the organization moving efficiently.

The ideal candidate

The ideal candidate is highly proactive, operationally strong, technically curious, and comfortable operating across business, finance, systems, and partnerships. They should be equally comfortable reviewing contracts and budgets, managing executive reporting, discussing APIs and integrations, and driving cross-functional coordination in a fast-paced environment.

Hybrid role

This is a hybrid role based out of our San Mateo office. Employees are expected to be in office on Tuesday, Wednesday, and Thursday.

What you’ll do

• Partner program operations

  • Own the operational lifecycle of Kiteworks’ participation in strategic partner programs including onboarding, compliance tracking, membership renewals, certifications, and tier management
  • Maintain partner program documentation, communications, FAQs, and operational processes
  • Support the future rollout and administration of the Kiteworks partner program
  • Ensure operational alignment between Kiteworks and strategic partners including AWS, Microsoft, ServiceNow, CrowdStrike, Palo Alto Networks, Accenture, Deloitte, Leidos, and Booz Allen Hamilton

• Reporting, dashboards & analytics

  • Manage and maintain Strategic Partnerships dashboards and operational reporting
  • Deliver recurring executive-level reporting on integration progress, partner program health, pipeline contribution, enablement, and operational KPIs
  • Partner with Finance, BI, and Product Operations to improve reporting accuracy, definitions, and visibility
  • Translate partnership activity into executive-ready insights and operational business reviews

• Integration lifecycle operations

  • Operationalize the partner integration lifecycle from intake through launch and post-GA support
  • Track milestones, dependencies, blockers, and ownership across integrations involving APIs, MCP, AI Skills, and agent-based workflows
  • Cross-functional support readiness with Engineering, Product, Customer Success, and Support teams
  • Ensure every integration has proper documentation, escalation paths, and operational readiness prior to launch

• Cross-functional operations & orchestration

  • Partner closely with Marketing to manage partner deliverables, campaigns, timelines, and event coordination
  • Track and manage Strategic Partnerships budgets including memberships, certifications, events, operational investments, and partner-related spend
  • Support partner renewal processes in partnership with Renewals teams
  • Cook with Legal and Finance on partnership agreements, operational contracting, and partnership economics

• Training, enablement & certifications

  • Lead operational rollout of partner training programs and certifications
  • Track internal certifications required to maintain partner program status across AWS, Microsoft, ServiceNow, and other strategic ecosystems
  • Coordinate enablement efforts across Product, Support, Sales, Marketing, and Partner Architecture teams
  • Measure training adoption and continuously improve enablement programs

• Operational planning & leadership

  • Proactively identify operational risks, gaps, dependencies, and scaling needs before they impact the business
  • Design and manage the operational rhythm of the Strategic Partnerships organization including QBRs, stand-ups, executive reviews, and partner program calendars
  • Serve as a senior operational point of contact for strategic partners when escalation or coordination is required
  • Build scalable operational processes that support long-term partnership growth and integration success

• Protect confidential business information and partner data, ensuring secure sharing practices and compliance with data protection agreements and ISO 27001 controls.

What you’ll bring

• 12+ years of experience in partner operations, channel operations, alliances operations, or related enterprise software operational leadership roles
• 5+ years leading partner operations or partner program functions at the Director or Senior Director level
• Experience operationalizing enterprise partner programs within cybersecurity, SaaS, enterprise software, AI, or data protection environments
• Strong understanding of partner ecosystems such as AWS, Microsoft, ServiceNow, CrowdStrike, Palo Alto Networks, or similar
• Familiarity with APIs, integrations, MCP, AI Skills, and modern AI-driven partnership ecosystems
• Strong cross-functional leadership skills with experience coordinating Marketing, Product, Engineering, Finance, Legal, Support, Sales, and Partnerships organizations
• Excellent operational rigor, project management, and executive communication skills
• Strong business acumen with experience managing budgets, contracts, operational workflows, and partnership economics
• Bachelor’s degree or equivalent experience required; MBA or advanced degree preferred

Compensation

Compensation range: Base salary range of $200,000–$250,000 plus bonus, equity, and comprehensive benefits

Benefits & perks

• Equity - stock options to share in company success

• Healthcare - 3 Cigna plans (PPO, EPO, HDHP)

• 90% covered (PPO/EPO) + $0 premium HDHP

• $1,200–$2,400 HSA contribution

• 100% covered dental & vision

• Savings & retirement - FSA + Dependent Care FSA

• 401(k) with 100% match (up to $5K), immediate vesting

• Coverage - Fully paid life & disability insurance

• Family benefits - 16 weeks (birthing) / 8 weeks (non-birthing)

• $10K lifetime reimbursement fertility benefit

• Care & support - One Medical membership + EAP counseling

• Time off & flexibility - Unlimited PTO + 10 holidays

• 10 work-from-anywhere days

• Perks - Catered lunches + in-office massage days

Commitment to equal opportunity & inclusion

Kiteworks is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.