[Remote] Director / Senior Director of Business Development & Partnerships

Note: The job is a remote job and is open to candidates in USA. ZeroTier is a leader in next-generation connectivity and cybersecurity, providing secure virtual networks for a diverse range of users and businesses. They are seeking a Global Director of Business Development & Partnerships to define and execute their partnerships strategy, build key relationships, and drive scalable growth through strategic alliances and channel relationships.ResponsibilitiesOwn and execute ZeroTier's global business development and partnerships strategy, building the partner motion from the ground up into a scalable, revenue-generating growth engineLead 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 successOwn partner-sourced and partner-influenced pipeline targets while identifying strategic opportunities with priority accounts and ecosystem partnersBuild and grow a high-value partner network across MSPs, resellers, distributors, and technology partners globallyCultivate executive-level relationships with key partners and strategic accountsDevelop partnership plans that identify logos, revenue opportunities and clear paths to expansionNegotiate partnership agreements that align partner incentives with ZeroTier's growth goalsDesign and continuously improve scalable partner programs, including partner tiers, incentives, deal registration, sales enablement, certification, MDF, co-selling motions, partner onboarding, and ongoing performance managementEstablish 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 leadershipCollaborate closely with AEs, SEs, Product, Marketing, Customer Success, Operations, Finance, and Leadership to ensure alignment across partner strategy, pipeline development, enablement, forecasting, and customer experienceServe 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 processesDevelop the long-term operating model, resource plan, and hiring roadmap for a future global partnerships, channel, and business development team as the function scalesSkillsProven track record of creating and executing channel and/or partnership strategies that drive meaningful logo pipelines, reach, and revenue10+ 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 upStrong understanding of partner economics, co-selling models, incentive structures, and revenue-driving partnership mechanics, including modeling and analysisStrong success in new business development, account acquisition, and relationship-building across enterprise and mid-market organizationsExperience selling or partnering within networking, infrastructure, cybersecurity, and/or related enterprise SaaS ecosystemsExisting network of relationships with distributors, resellers, MSPs, ecosystem partners, and strategic technology stakeholdersAbility to operate effectively as both a strategic builder and a hands-on executorDemonstrated success engaging executive and C-level stakeholdersStrong analytical and communication skills with the ability to influence cross-functionallyExperience working in fast-paced startup or scale-up environmentsFamiliarity 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 toolingBA/BS degree or equivalent professional experience, MBA strongly preferredWillingness and ability to travel domestically and potentially internationally on a periodic basisBenefitsHybrid office / remote work environmentCompetitive salary and available equity compensationGenerous employer-paid health insurance, including preventative dental care for adults401K Plan with employer matchingFlexible PTO policyFlexible work hours (subject to management approval)Career enhancement fundsEmployee Referral BonusCompany OverviewZeroTier is the world's leading next-generation connectivity and cybersecurity company. It was founded in 2015, and is headquartered in San Francisco, California, USA, with a workforce of 11-50 employees. Its website is https://www.zerotier.com.