Director, Technology Partnerships

About the Role

BlackLine is looking for a Director of Strategic Technology Partnerships (AI & Cloud) to build and manage strategic relationships with the AI and cloud technology providers powering the next generation of our platform. This is a senior individual contributor and leadership role sitting inside the Product & Technology organization. You will own the relationships that matter most to BlackLine's technical roadmap — Anthropic, OpenAI, Google, AWS, Snowflake, and others — and turn those relationships into joint integrations, co-development agreements, co-marketing opportunities, and roadmap influence. This role sits at the intersection of product strategy, business development, and engineering; you will need fluency in all three.

This is not a Channel/Reseller Management role. You will not be managing SIs, VARs, or referral pipelines. This is not an IT Project Management or Program Delivery role. You are not managing internal IT implementation timelines. This is not a traditional BD "deal-signing" role. You will not just hand off signed agreements; you will actively shape product integration architecture and co-development roadmaps alongside engineering.

Responsibilities

• AI Ecosystem Strategy & Engineering Alliances: Build deep, roadmap-level relationships with AI and hyperscaler engineering teams. Secure early developer access to next-generation models and cloud capabilities to directly influence BlackLine's internal R&D.
• Technical & Product Co-Development: Act as the primary business-technical architect for joint integrations with OpenAI, Anthropic, and AWS. Collaborate directly with BlackLine Product Managers and Chief Architects to define API schemas, data-sharing pipelines, and early-access model evaluation.
• Strategic Planning: Develop and maintain a technology partnership strategy aligned to BlackLine priorities — AI-native product development, platform scalability, and enterprise compliance (e.g., FedRAMP). Define success metrics for each partnership and report progress to P&T leadership and ExCo.
• Cross-Functional Collaboration: Partner closely with product management, engineering, and legal to advance partnership commitments through internal governance. Translate partner capabilities into product opportunity briefs for P&T leadership.
• Roadmap Influence: Maintain a clear view of each partner's product roadmap and represent BlackLine's technical requirements and use cases in partner product planning conversations.
• Co-Marketing & Positioning: Coordinate with marketing on co-marketing and analyst-facing narratives tied to partner integrations.

Requirements

• Bachelor's degree in Computer Science, Engineering, Business, or a related field.
• 10+ years managing strategic, product-to-product technical alliances specifically involving API integrations, cloud infrastructure (AWS/GCP), or foundation AI models (LLMs). Experience must include co-development lifecycles, not just commercial contract negotiation.
• Hands-on technical background (e.g., prior experience as a Product Manager, Solutions Architect, Technical Account Manager, or Software Engineer) with the ability to confidently parse API documentation, evaluate LLM latency/cost trade-offs, and discuss data flow architecture.
• Demonstrated experience managing relationships with major AI, cloud, or data platform providers (e.g., AWS, Google Cloud, Snowflake, OpenAI, Anthropic, or similar).
• Track record of negotiating and delivering complex technical integrations or joint solutions — not just signing agreements.
• Experience operating inside a product and engineering organization, or working closely alongside one.
• Excellent executive communication and presence with senior stakeholders, internally and at partner organizations.
• Builder orientation, with comfort operating in ambiguity and the ability to influence cross-functionally without direct authority.

Qualifications

• MBA or other advanced degree.
• Experience in the enterprise SaaS or FinTech industry.
• A strong network within the AI and cloud technology partner ecosystem.

Pay

Salary range: $193,000 – $242,000. Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location. In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.

Schedule

Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week.