Director – Business Development & Partnerships

ZeroTier, Inc.

Global Director of Business Development & Partnerships at ZeroTier, overseeing channel strategy and partner ecosystem development for a network platform. Driving revenue growth through strategic alliances and key partnerships.

Posted 6/12/2026full-time🇺🇸 United StatesSeniorWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Own and execute ZeroTier's global business development and partnerships strategy, building the partner motion from the ground up into a scalable, revenue-generating growth engine.
Lead the go-to-market strategy and execution for ZeroTier’s MSP offering, partnering closely with Sales, Marketing, Product, Customer Success, and Leadership to drive adoption, partner readiness, pipeline creation, and long-term program success.
Own partner-sourced and partner-influenced pipeline targets while identifying strategic opportunities with priority accounts and ecosystem partners.
Build and grow a high-value partner network across MSPs, resellers, distributors, and technology partners globally.
Cultivate executive-level relationships with key partners and strategic accounts.
Develop partnership plans that identify logos, revenue opportunities and clear paths to expansion.
Negotiate partnership agreements that align partner incentives with ZeroTier's growth goals.
Design and continuously improve scalable partner programs, including partner tiers, incentives, deal registration, sales enablement, certification, MDF, co-selling motions, partner onboarding, and ongoing performance management.
Establish clear performance metrics, reporting frameworks, and operating cadences for partnerships and business development efforts, regularly communicating pipeline, revenue performance, market insights, risks, and strategic recommendations to senior leadership.
Collaborate closely with AEs, SEs, Product, Marketing, Customer Success, Operations, Finance, and Leadership to ensure alignment across partner strategy, pipeline development, enablement, forecasting, and customer experience.
Serve as the internal voice of partners and the external voice of the market, translating partner and customer feedback into actionable recommendations across product roadmap, pricing, packaging, tooling, enablement, and operational processes.
Develop the long-term operating model, resource plan, and hiring roadmap for a future global partnerships, channel, and business development team as the function scales.

Requirements

What you’ll need

Proven track record of creating and executing channel and/or partnership strategies that drive meaningful logo pipelines, reach, and revenue.
10+ years of experience in B2B SaaS sales, business development, channel sales, or partnerships, with strong experience in building and scaling partner motions from the ground up.
Strong understanding of partner economics, co-selling models, incentive structures, and revenue-driving partnership mechanics, including modeling and analysis.
Strong success in new business development, account acquisition, and relationship-building across enterprise and mid-market organizations.
Experience selling or partnering within networking, infrastructure, cybersecurity, and/or related enterprise SaaS ecosystems.
Existing network of relationships with distributors, resellers, MSPs, ecosystem partners, and strategic technology stakeholders.
Ability to operate effectively as both a strategic builder and a hands-on executor.
Demonstrated success engaging executive and C-level stakeholders.
Strong analytical and communication skills with the ability to influence cross-functionally.
Experience working in fast-paced startup or scale-up environments.
Familiarity with CRM, collaboration, and modern sales enablement tools such as HubSpot, Slack, Zoom, Google Workspace, and AI-powered productivity and research platforms including Claude, and related GTM tooling.
BA/BS degree or equivalent professional experience, MBA strongly preferred
Willingness and ability to travel domestically and potentially internationally on a periodic basis.

Benefits

Comp & perks

Hybrid office / remote work environment
Competitive salary and available equity compensation
Generous employer-paid health insurance, including preventative dental care for adults
401K Plan with employer matching
Flexible PTO policy
Flexible work hours (subject to management approval)
Career enhancement funds
Employee Referral Bonus

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

business developmentpartnership strategieschannel salespartner economicsco-selling modelsrevenue analysisaccount acquisitionrelationship-buildingnetworkingcybersecurity

Soft Skills

strategic builderhands-on executoranalytical skillscommunication skillsinfluencing skillsexecutive engagementrelationship managementcollaborationnegotiationproblem-solving

Certifications

BA/BS degreeMBA