Director / Senior Director of Business Development & Partnerships (Cybersecurity)

Location: Remote work with a hybrid office / remote environment; periodic domestic and potentially international travel required.

Company

ZeroTier develops secure peer-to-peer virtual networking and software-defined networking solutions for individuals, businesses, cloud environments, edge deployments, and defense applications.

What you will do

• Own and execute the global business development and partnerships strategy, building a scalable revenue-generating partner motion.
• Lead the go-to-market strategy for the MSP offering and drive partner adoption, readiness, pipeline creation, and program success.
• Build relationships with MSPs, resellers, distributors, technology partners, strategic accounts, and executive stakeholders.
• Design partner programs covering tiers, incentives, deal registration, enablement, certification, MDF, co-selling, onboarding, and performance management.
• Establish metrics, reporting, forecasting, and operating cadences for partnership performance and communicate recommendations to senior leadership.
• Develop the long-term operating model, resource plan, and hiring roadmap for a global partnerships, channel, and business development team.

Requirements

• 10+ years of experience in B2B SaaS sales, business development, channel sales, or partnerships.
• Proven success creating and scaling channel or partnership strategies, partner pipelines, revenue programs, and new business initiatives.
• Strong understanding of partner economics, co-selling models, incentive structures, revenue mechanics, modeling, and analysis.
• Experience in networking, infrastructure, cybersecurity, or related enterprise SaaS ecosystems.
• Existing relationships with distributors, resellers, MSPs, ecosystem partners, and strategic technology stakeholders.
• Ability to engage executive and C-level stakeholders, influence cross-functionally, and operate as both a strategic builder and hands-on executor.

Nice to have

• BA/BS degree or equivalent professional experience; MBA strongly preferred.
• Experience in fast-paced startup or scale-up environments.
• Familiarity with HubSpot, Slack, Zoom, Google Workspace, Claude, AI-powered productivity tools, and related go-to-market tooling.

Culture & Benefits

• Hybrid office and remote work environment with flexible work hours subject to management approval.
• Competitive salary and available equity compensation.
• Employer-paid health insurance, including preventive dental care for adults.
• 401(k) plan with employer matching and flexible PTO.
• Career enhancement funds and an employee referral bonus.