Partnerships & Business Development Manager Full Time

Location: San Francisco

🌍 We’re making security suck less for developers.

Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest.

We’re taking on legacy security tools teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place.

Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter.

We’re looking for a Partnerships & Business Development Manager to build and activate partnerships that drive pipeline, awareness, and joint GTM execution with ecosystem, integration, compliance, and developer community partners. This is a high-impact role focused on building a pipeline through alliances, increasing brand reach, and making Aikido top of mind across the security and developer ecosystem.

You’ll work closely with our leadership and GTM teams to ensure our partnerships are not only signed but also actively driving revenue, pipeline, and awareness.

Responsibilities

Partnership Development

• Identify and prioritize partners across the ecosystem, integration, compliance, and developer communities.
• Build and maintain a strong pipeline of partnership opportunities across multiple verticals and geographies.
• Collaborate closely with partner teams to design and execute joint initiatives that expand Aikido’s brand reach and drive partner-sourced revenue.

Program Design & GTM Execution

• Launch and run joint GTM motions with partners (co-marketing campaigns, events, launches, integrations, and content initiatives).
• Build scalable programs for ecosystem engagement, demos, technical enablement, resources, and community collaborations.
• Drive brand awareness and pipeline through creative, always-on partner activations.
• Define and track clear KPIs for every alliance initiative to ensure meaningful business impact.

Relationship Management

• Act as the primary point of contact for all tech alliance partners.
• Build strong relationships with partner stakeholders to maximize the value of each partnership.
• Keep partnerships active and accountable, ensuring Aikido stays top of mind and that joint programs translate to pipeline and MQLs.
• Work cross-functionally with sales, marketing, and product to operationalize partnership programs.

Requirements

• 4–8 years in partnerships, alliances, ecosystem, or biz dev roles, ideally with experience in security, developer tools, or SaaS.
• Proven experience building programs and GTM motions with ecosystem, integration, or compliance partners.
• A track record of driving partner-sourced pipeline and measurable revenue impact.
• Excellent communication skills and the ability to build relationships with technical and non-technical audiences.
• An entrepreneurial mindset is someone who doesn’t wait for permission to build, launch, or make things happen.
• Highly organized and proactive, able to keep multiple partnerships moving at once.

What you can expect:

• High-impact position in a fast-growing company.
• Fast growth of responsibility.
• Competitive salary package.
• A company that sticks to its values in an open and informal atmosphere (see our culture page on the website for more details).
• Flexibility in working hours.
• You will be recruited based on competencies. Qualities of people are decisive, regardless of gender, religion, ethnic origin, age, sexual orientation, or disability.