Partnerships Director

Description

Blockaid is redefining trust in blockchain through advanced, integrated security. Our on-chain security platform is trusted by leading Web3 companies—including Coinbase, MetaMask, Uniswap, Backpack, Stellar, and others—to detect, understand, and automatically prevent or minimize the impact of fraud, scams, hacks, and financial threats.

We are backed by top-tier global investors including Sequoia Capital, Ribbit Capital, and Cyberstarts—firms known for supporting the most innovative and influential companies in technology and cybersecurity.

We are hiring a Director of Partnerships to build and lead Blockaid’s partnerships organization. The goal of this role is to turn partnerships into a major and predictable driver of pipeline and revenue.

This role is not focused on one-off relationships. It is responsible for creating a repeatable partner motion that drives distribution, embeds Blockaid into the ecosystem, and turns strategic relationships into measurable revenue.

You will work closely with Sales, Product, Marketing, and Engineering to build partnerships across wallets, blockchains, infrastructure providers, compliance firms, consultancies, and ecosystem organizations. The right candidate knows how to design partner programs, operationalize co-selling, and build leverage through integrations, distribution channels, and ecosystem alignment.

This role reports to the VP of Sales and will own the strategy, execution, and operating system behind Blockaid’s partner ecosystem.

What You’ll Do

Partnership Strategy & Ecosystem Development

• Build and lead Blockaid’s partnerships function with the goal of making it a major source of net new ARR
• Develop partnerships across wallets, chains, DEXs, dapps, infrastructure providers, compliance platforms, consultancies, and ecosystem organizations
• Create network effects that position Blockaid as the default security layer across the onchain ecosystem
• Establish strategic alliances with global consulting firms, infrastructure platforms, and financial institutions
• Expand partnerships with companies like wallets, hardware providers, and trading platforms to embed Blockaid directly into user flows and infrastructure
• Lead ecosystem initiatives with blockchains and protocols to create shared GTM programs for dapps, infrastructure providers, and ecosystem wallets

Partner Revenue & Operations

• Build and operate a partner motion that consistently generates sourced and influenced pipeline
• Own partner-driven pipeline and revenue targets
• Develop co-sell motions that embed partners directly into the sales cycle
• Create structured partnership models including referral, reseller, marketplace, and embedded partnerships
• Turn existing relationships into measurable revenue engines with clear targets, incentives, and engagement models
• Build the operating system for partnerships, including onboarding, enablement, deal registration, forecasting, and performance management
• Define partner tiers and track partner impact across introductions, pipeline creation, influenced deals, and revenue
• Run regular partnership reviews to evaluate partner performance, health, and ROI
• Implement tools and systems that enable shared account visibility and collaboration between Blockaid, partners, and the sales team

Ecosystem Partnerships & Integrations

• Build and lead strategic partnerships across wallets, protocols, infrastructure providers, and ecosystem companies
• Work with Product and Engineering to create integrations that expand Blockaid’s distribution and embed security directly into partner platforms
• Develop joint solutions, ecosystem bundles, and embedded security partnerships with key partners
• Represent Blockaid externally as the executive owner of ecosystem strategy and partnerships
• Drive co-marketing, thought leadership, and coordinated ecosystem initiatives with partners
• Lead strategic relationship development and partner engagement across key industry companies, protocols, and events

Requirements

• 7+ years of experience in partnerships, business development, or strategic alliances in SaaS, security, fintech, or infrastructure
• Proven track record building partnerships that drive measurable pipeline and revenue
• Experience designing and operating partner programs, including referral, reseller, and co-sell motions
• Ability to structure strategic alliances with large organizations and ecosystem partners
• Strong experience working cross-functionally with sales, product, marketing, and engineering
• Ability to build repeatable processes and operating cadences for partnerships
• Strong understanding of enterprise sales cycles and how partners influence deals
• Comfortable operating in a fast-paced startup environment with significant ownership and autonomy

Nice to Haves

• Experience working in crypto, fintech, blockchain infrastructure, or security
• Existing network across wallets, exchanges, protocols, infrastructure providers, or ecosystem organizations
• Experience partnering with consulting firms, system integrators, or cloud providers
• Familiarity with partner tools such as Crossbeam or similar ecosystem collaboration platforms
• Experience building partnerships in global markets, including Asia, Europe, and Latin America