Director of Strategic Technology Partnerships

About the role

You will own the development and execution of Semgrep's strategic technology partnerships, driving high-impact integrations that accelerate customer adoption. You will remove friction between partner organizations and Semgrep, building strong relationships with counterparts at partner companies while connecting their product and engineering teams to Semgrep's capabilities. In this role, you will define joint value propositions and co-marketing programs that make the partnership's success measurable and repeatable. You will prioritize a focused set of partners aligned with the product roadmap, ensuring that every partnership delivers real technical integrations rather than superficial logo announcements. You will work across Product, Sales, Marketing, and executive stakeholders to coordinate cross-functional execution and maintain accountability for long-term partnership health. Some partnerships will be in early development while others require deepening existing relationships, and you will manage the full arc from agreement through launch and transition to Global Channels. Ultimately, you will ensure that integrations are adopted by customers and generate tangible pipeline and revenue through the Global Channels & Alliances organization.

Key facts

What you'll do

• Build and maintain executive, product, and technical relationships with counterparts at partner companies, coordinating 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 that customers value.
• 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, establishing 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 and strategic alignment.
• Operate from a prioritized set of partners that align with the product roadmap and company strategy, ensuring that fewer, deeper partnerships produce real integrations and customer outcomes.
• Reject no-logo partnerships that do not ship product or drive adoption, focusing instead on collaborations that generate measurable technical impact.
• Ensure every partnership delivers a real technical integration that customers use, validating value through adoption rather than announcements alone.
• Work comfortably with all levels within an organization, from individual contributors to C-suite executives, maintaining credibility across product, engineering, sales, and marketing teams.
• Hold substantive conversations with engineers and executives by bringing technical and commercial fluency to discussions about implementation, scope, and timelines.
• Engage with senior leadership at both Semgrep and partner organizations, representing the role with confidence and strategic clarity.
• Continuously evaluate partnership success through defined metrics, adjusting approaches to improve time-to-integration and strength of joint value propositions.

Requirements

• Build trust quickly with partner executives and internal stakeholders, establishing credibility within weeks rather than months.
• Make practical tradeoffs between opportunity and product reality, balancing ambition with what can be reliably delivered.
• Be comfortable with ambiguity, navigating unclear requirements and evolving priorities without requiring rigid structure.
• Work well with all levels within an organization, communicating effectively from CEO to product managers.
• Bring 7-10 years of experience in strategic partnerships or business development within developer-focused software or security.
• Demonstrate credibility working across product, engineering, sales, and marketing, showing that you can bridge technical and commercial discussions.
• Engage with senior leadership at both your own organization and partner companies, handling high-stakes conversations with poise.
• Operate effectively in a fast-paced, mission-critical environment where decisions must align with product strategy and company priorities.

Nice to have

• Experience in developer tooling, security platforms, or infrastructure software that requires deep technical dialogue.
• A track record of launching integrations that scale beyond initial announcements to drive measurable adoption.
• Familiarity with co-marketing frameworks and channel-based revenue models.

Practical notes

• This role is based in the San Francisco office.
• This is a full-time position.
• Compensation includes a salary range, equity, variable compensation, and benefits.