Why This Job is Featured on The SaaS Jobs
In SaaS security, platform value is increasingly shaped by ecosystem reach rather than standalone features, and this role sits at that intersection. Britive operates in cloud-native privileged access management, where buyers evaluate solutions based on how well they connect into IAM, SIEM, cloud security, and DevOps toolchains. A technology alliances leader here influences which integrations become strategic, which partners get prioritized, and how those relationships translate into commercial outcomes.
For a SaaS career, the mandate is notably measurable: partnerships are judged on pipeline and revenue impact, not integration volume. That creates exposure to the full arc of partner-led growth in SaaS, from landscape mapping and business casing through integration scoping with product and engineering, then packaging the result into co-sell motions with sales and marketing. The work builds durable skills in monetization models, partner negotiation, and cross-functional execution that transfer across enterprise SaaS categories.
This role fits someone who prefers clear commercial criteria, can make disciplined tradeoffs, and is comfortable operating as the connective tissue between external vendors and internal teams. It will suit a senior operator who already speaks the language of identity and security markets and wants ownership of an ecosystem roadmap in a remote, US-based remit.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About Britive
Britive is the cloud-native Privileged Access Management (PAM) platform built to secure human, machine, and agentic identities across multi-cloud and hybrid environments. Founded on a Zero Standing Privileges (ZSP) model, Britive replaces static, standing entitlements with just-in-time, ephemeral access — closing off the identity attack surface that traditional PAM and IAM tools leave exposed. Recognized as an architect of Third-Gen PAM, Britive is API-first and built to serve as the identity security control plane for modern, cloud-first enterprises.
Role Summary
Britive is hiring a Director, Technology Alliances to build and lead our technology partner ecosystem across the identity and security landscape. This is a revenue-focused role: the mandate is to identify, prioritize, and build partnerships with technology vendors (IAM, IGA, SIEM/SOAR, cloud security, DevOps/CI-CD, ITSM, and adjacent categories) whose customer bases, integrations, and go-to-market motions can generate measurable pipeline and revenue for Britive — not partnerships that are simply interesting from a technology standpoint.
The ideal candidate brings deep, credible knowledge of the identity and security technology landscape and an established network of relationships with alliance, product, and BD leaders at relevant vendors. They will independently evaluate partnership opportunities against commercial criteria, build the business case and integration requirements for the partnerships worth pursuing, and work cross-functionally with product, engineering, marketing, and sales to bring those partnerships to market.
Key Responsibilities
Partnership Strategy & Prioritization
- Maintain a prioritized view of the identity and security technology landscape (IAM/IGA, PAM, SIEM/SOAR, CSPM/CNAPP, ITSM, DevOps/CI-CD, cloud service providers) and identify which vendors represent the highest-value alliance opportunities for Britive.
- Score and rank prospective partners against clear commercial criteria — overlapping customer base, co-sell motion, deal size influence, and pipeline/revenue potential — rather than technical novelty alone.
- Say no to partnerships that lack a credible path to revenue, even when they are technically compelling, and be able to articulate why.
Deal Development & Business Casing
- For each prioritized partner, define and document the value proposition: what joint problem is solved, why customers would buy the combined solution, and how the partnership differentiates Britive competitively.
- Author the business requirements for how the two platforms should integrate — use cases, API/data touchpoints, deployment model, and shared customer workflows — in partnership with product and engineering.
- Define the monetization model for each partnership (co-sell, referral, OEM/embed, marketplace, technology royalty, etc.) and the commercial terms needed to make it work for both parties.
- Negotiate and close partnership agreements, working with legal and finance as needed.
Go-To-Market Execution
- Translate signed partnerships into active go-to-market programs: joint solution briefs, co-sell playbooks, enablement for sales and SEs, and marketing campaigns.
- Partner with sales leadership to build pipeline generation motions with alliance partners and track sourced/influenced revenue.
- Represent Britive at partner and industry events, and build/maintain executive relationships with key alliance contacts.
Cross-Functional Leadership
- Act as the primary interface between Britive and partner alliance, product, and BD teams.
- Brief product and engineering leadership on partner-driven integration requirements and advocate for roadmap investment where it unlocks revenue.
- Report regularly to sales and executive leadership on alliance pipeline, partnership health, and revenue impact.
What Success Looks Like
- A short list of active, well-documented technology partnerships — each with a clear value proposition, integration requirements, and monetization model — rather than a long list of loosely-defined technical integrations.
- Measurable partner-sourced and partner-influenced pipeline and revenue within the first 6–12 months.
- Strong working relationships with key alliance and BD leaders across the identity and security ecosystem.
What You’ll Need
Required Qualifications
- 7+ years in technology alliances, business development, or partnerships, with at least 3 years focused on identity, security, or adjacent enterprise infrastructure categories.
- Deep working knowledge of the identity and security technology landscape — IAM, PAM, IGA, SIEM/SOAR, CNAPP/CSPM, and how these categories intersect with cloud infrastructure and DevOps.
- An existing, active network of contacts among alliance, product, and BD leaders at relevant technology vendors.
- Demonstrated ability to evaluate partnerships commercially — building business cases, prioritizing against revenue potential, and saying no to low-value opportunities.
- Experience defining integration requirements and working directly with product/engineering teams to scope joint solutions.
- Experience in a solution design / architecture role listening to and translating client requirements into proposed designs including those with integrations to other products.
- Excellent written and verbal communication skills; comfortable presenting to executives internally and externally.
- Willingness to travel for partner and industry events (estimated 20–30%).
Preferred Qualifications
- Prior experience at a cybersecurity or identity-focused SaaS company, ideally in a high-growth or startup environment.
- Experience building tech alliances from the ground up.
- Familiarity with cloud-native and Zero Standing Privileges / just-in-time access concepts.
- Existing relationships with hyperscalers (AWS, Azure, GCP) marketplace and partner teams.
How to Apply
Interested candidates should submit a resume and a brief note describing a technology partnership they built or led — including the commercial rationale, integration scope, and revenue outcome.
The estimated base salary for this role is $140,000 - $180,000 annually. This position is also eligible for variable compensation tied to the performance of technology partnerships. Individual compensation packages are based on various factors unique to each candidate, including experience, expertise, location, and other factors.
