Alliance Director – API Security

Since 2016, Wallarm has been on a mission to secure the internet's critical infrastructure: APIs. Today, we are the trusted choice for over 200 of the world's most innovative companies, from high-growth startups to Fortune 500 and Nasdaq leaders. Our unified platform provides full-lifecycle API security — helping teams discover their attack surface, protect against modern threats, and respond to incidents in real-time. As a graduate of Y Combinator and fueled by a recent $55M Series C, we are scaling our global, remote-first team of 150+ innovators to solve the next generation of security challenges.

About the role:

We are seeking an experienced and highly motivated Alliance Director to lead and expand strategic partnerships with technology vendors. This role will play a critical part in scaling our go-to-market efforts by developing joint solutions, enabling co-selling and co-marketing motions that create long-term value through aligned ecosystem strategies.

Responsibilities:

Alliance Strategy & Execution

• Define and execute the strategic partnership roadmap aligned with business goals.

• Identify, evaluate, and onboard new partners that enhance our API security platform offering.

• Develop joint business plans with key partners, including co-selling, co-marketing, and solution integration opportunities.

Partner Management & Enablement

• Own and grow relationships with strategic alliance partners.

• Build executive-level and field-level alignment between Wallarm and alliance partner organizations.

• Lead alliance enablement programs to ensure successful technical and sales collaboration.

Go-to-Market (GTM) Collaboration

• Drive joint GTM initiatives, including campaigns, demand generation, and solution launches.

• Align with sales leadership to develop partner-influenced pipeline and revenue targets.

• Monitor and report on performance metrics for each alliance and recommend adjustments as needed.

Cross-Functional Leadership

• Collaborate with product, marketing, sales engineering, and legal to ensure the successful execution of alliances.

• Influence product roadmap by advocating for partner-integrated features and capabilities.

We are looking for candidates with:

• 7–10 years of experience in strategic alliances, business development, or channel sales within cybersecurity or cloud/SaaS environments.

• Deep understanding of the cybersecurity landscape; API security knowledge is a strong plus.

• Experience managing alliances with technology partners.

• Proven ability to build high-impact GTM partnerships that drive measurable results.

• Strong business acumen and ability to influence C-level stakeholders both internally and externally.

• Excellent communication, negotiation, and presentation skills.

• Bachelor's degree required; MBA or technical degree a plus.

Nice to have:

• Familiarity with modern API ecosystems (e.g., REST, GraphQL, OpenAPI, Kubernetes, API gateways).

• Background in enterprise security products, including API security.

• Ability to thrive in a fast-paced, high-growth startup environment.
  

Why Join Us:

• Be part of a category-defining company in the booming API Security space.

• Work with a passionate, high-performing team at the intersection of security, innovation, and go-to-market strategy.

• Remote work and flexible working hours.

• Competitive salary and bonuses.

• Paid days off and medical insurance.

• Working equipment.

• Professional development and career growth opportunities.