Partnerships Lead

5+ years in technology partnerships/alliances, business development, or ecosystem GTM in SaaS, data/AI, or defense-tech; track record of delivering partner-sourced and influenced revenue. Direct experience building GTM with at least one hyperscaler (AWS/Microsoft/Google Cloud) and/or one GSI/SI or defense prime. Demonstrated success driving productized integrations and co-sell/co-market plays with APIs, data/security architectures, and compliance-aware deployments. Strong executive presence and negotiation acumen; comfortable leading QBRs/EBRs and drafting/jointly owning partnership targets. Eligibility for DoD/IC work; familiarity with ATO pathways (FedRAMP/IL, RMF), secure enclaves, and classified networks. U.S. citizenship required; ability to travel ~25%. Active Secret preferred (or ability to obtain); TS/SCI a plus Located in the National Capital Region Prior experience in national security programs (DoD/IC) or with defense primes/innovative defense startups. Experience in corp dev exposure (market maps, thesis, light diligence) or product-led alliances. Existing network within gov-SaaS, secure cloud (IL-authorized), and emerging defense-tech companies.

Develop and drive the strategic roadmap for partnerships, alliances, and scout potential acquisitions aligned with national security priorities and Onebrief strategy. Build a 2–3 year partner & alliances roadmap: cloud/ISV, GSI/SI, OEM, and channel motions mapped to Defense & IC priorities and Onebrief’s product roadmap. Define portfolio segmentation, selection criteria, and partner tiers; stand up partner governance (QBRs/EBRs), joint business plans, and executive sponsorships. Develop with Onebrief Sales, GTM plays with hyperscalers and GSIs (co-sell, co-market, marketplace listings, incentives/MDF), including targets for sourced/influenced pipeline and ARR growth. Operate with an “acquisition lens” by maintaining an eye on build/partner/buy opportunities; partner with Corp Dev and the Head of Partnerships on scouting, thesis testing, initial diligence, and integration hypotheses. Establish dashboards and OKRs for ecosystem health (pipeline, win rate, partner-sourced revenue, attach rates, integration adoption, time-to-ATO). Identify, evaluate, and cultivate relationships in classified infrastructure, government-facing SaaS, and defense-tech. Map and prioritize the ecosystem: cross-domain/air-gapped cloud, secure comms, data/AI platforms, C2/COP, mission planning, cybersecurity, DevSecOps, deployable edge. Source and qualify a focused set of lighthouse partners; drive from first meeting to signed agreement to first joint wins, with clear value exchange and joint solution briefs. Orchestrate executive-to-executive engagement across DoD/IC channels; co-create mission-specific reference architectures and demo scenarios. Navigate compliance/contracting: collaborate on routes such as IDIQs, OTAs, SBIRs; align with export controls and data sovereignty where applicable. Advocate internally for partnership needs and joint GTM opportunities; capture partner feedback to inform Onebrief’s product strategy. Represent Onebrief at key ecosystem events and closed-door mission forums (e.g., classified tech days), maintaining relationships and trust.