Director of Strategic Technology Partnerships

ABOUT SEMGREP Semgrep, the leader in code security for builders, empowers invention without friction. Teams catch, flag, and fix real issues before they ship, powered by security that learns as they build. Semgrep secures code as it’s written and provides guardrails that pave the road for developers to move fast and stay secure. Built for builders and trusted by security, Semgrep lives where developers work, delivering fixes without breaking flow, and giving security teams visibility, control, and confidence. Semgrep gets smarter as you build, with AI that learns your context to cut false positives and prioritize reachable vulnerabilities, validated by 95% of security reviewers across 6M+ findings. Semgrep makes zero false positives a reality with AppSec teams triaging 80% fewer false positives across Code and Supply Chain, dramatically shrinking the backlog. Founded in San Francisco and backed by Menlo Ventures, Felicis Ventures, Lightspeed Venture Partners, Redpoint Ventures, and Sequoia Capital, Semgrep is recognized by Gartner in Application Security Testing and is trusted by leading organizations, including Vanta, Lyft, and Dropbox. Learn more at semgrep.dev http://semgrep.dev. ABOUT THE ROLE Own the development and execution of Semgrep's strategic technology partnerships. We are looking for a high-agency problem solver who removes friction, builds relationships with counterparts at partner companies, connects partner product and engineering teams to Semgrep's, and develops joint value propositions and co-marketing programs. Some partnerships are already in place and need to be deepened and scaled and others are at an earlier stage. Location expectations: - Our expectation is that this role will be based in our San Francisco office WHAT YOU’LL DO - Build and maintain executive, product, and technical relationships with counterparts at partner companies; coordinate cross-functional execution internally across Product, Sales, Marketing, and executives - Drive partnership development from agreement through integration and launch, connecting partner product and engineering teams to Semgrep's to scope and deliver integrations - Define the joint value proposition and solution narrative; co-define success metrics with partners and track and report partnership health, wins, and blockers back to the staff team - Partner with Marketing on co-marketing programs and announcements; establish the operational framework for each partnership including launch plan and success criteria - Transition GTM execution to Global Channels & Alliances once integrations are established, while retaining executive and product-level relationships for ongoing accountability YOU ARE IDEAL FOR THIS ROLE IF YOU HAVE - Building trust quickly with partner executives and internal stakeholders - Making practical tradeoffs between opportunity and product reality - Being comfortable with ambiguity - Working well with all levels within an organization - from CEO to product managers OPERATING PRINCIPALS - Works from a prioritized set of partners aligned with the product roadmap and company strategy; fewer, deeper partnerships that produce real integrations and customer value - No logo partnerships that do not ship product or drive adoption - Partnerships must produce a real technical integration that customers use SUCCESS METRICS - Integrations that customers adopt, not just launch announcements - Time from partnership agreement to working integration - Strength of the joint value proposition, developed with Product, Sales, and Marketing - Depth of executive relationships with partner organizations - Pipeline and revenue generated through Global Channels & Alliances after handoff - Internal confidence from Product, Sales, Marketing, and Channels that the partnerships are worth the investment EXPERIENCE - 7-10 years in strategic partnerships or business development in developer-focused software or security. Demonstrated credibility working across product, engineerin