Onebrief is looking for a Partnerships Lead to build and execute the strategic partnership roadmap that expands our impact across the national security community. In this role, you will scout inorganic opportunities, including business development alliances and selective acquisitions, aligned with mission priorities and Onebrief’s objectives.

What You'll Do

Develop and drive the strategic roadmap for partnerships, alliances, and scout potential acquisitions aligned with national security priorities and Onebrief strategy.
Build a 2–3 year partner & alliances roadmap covering cloud/ISV, GSI/SI, OEM, and channel motions mapped to Defense & IC priorities and our product roadmap.
Define portfolio segmentation, selection criteria, and partner tiers; stand up partner governance (QBRs/EBRs), joint business plans, and executive sponsorships.
Develop with Onebrief Sales, GTM plays with hyperscalers and GSIs (co-sell, co-market, marketplace listings, incentives/MDF), including targets for sourced/influenced pipeline and ARR growth.
Operate with an 'acquisition lens' by maintaining an eye on build/partner/buy opportunities; partner with Corp Dev and the Head of Partnerships on scouting, thesis testing, initial diligence, and integration hypotheses.
Establish dashboards and OKRs for ecosystem health (pipeline, win rate, partner-sourced revenue, attach rates, integration adoption, time-to-ATO).
Identify, evaluate, and cultivate relationships in classified infrastructure, government-facing SaaS, and defense-tech.
Map and prioritize the ecosystem: cross-domain/air-gapped cloud, secure comms, data/AI platforms, C2/COP, mission planning, cybersecurity, DevSecOps, deployable edge.
Source and qualify a focused set of lighthouse partners; drive from first meeting to signed agreement to first joint wins, with clear value exchange and joint solution briefs.
Orchestrate executive-to-executive engagement across DoD/IC channels; co-create mission-specific reference architectures and demo scenarios.
Navigate compliance/contracting: collaborate on routes such as IDIQs, OTAs, SBIRs; align with export controls and data sovereignty where applicable.
Advocate internally for partnership needs and joint GTM opportunities; capture partner feedback to inform Onebrief’s product strategy.
Represent Onebrief at key ecosystem events and closed-door mission forums (e.g., classified tech days), maintaining relationships and trust.

What We're Looking For

5+ years in technology partnerships/alliances, business development, or ecosystem GTM in SaaS, data/AI, or defense-tech with a track record of delivering partner-sourced and influenced revenue.
Direct experience building GTM with at least one hyperscaler (AWS/Microsoft/Google Cloud) and/or one GSI/SI or defense prime.
Demonstrated success driving productized integrations and co-sell/co-market plays with APIs, data/security architectures, and compliance-aware deployments.
Strong executive presence and negotiation acumen; comfortable leading QBRs/EBRs and drafting/jointly owning partnership targets.
Eligibility for DoD/IC work; familiarity with ATO pathways (FedRAMP/IL, RMF), secure enclaves, and classified networks.
U.S. citizenship required; ability to travel ~25%.

Nice to Have

Active Secret preferred (or ability to obtain); TS/SCI a plus.
Located in the National Capital Region.
Prior experience in national security programs (DoD/IC) or with defense primes/innovative defense startups.
Experience in corp dev exposure (market maps, thesis, light diligence) or product-led alliances.
Existing network within gov-SaaS, secure cloud (IL-authorized), and emerging defense-tech companies.

Team & Environment

We take ownership, seek excellence, and play to win with the seriousness and camaraderie of an Olympic team. We care deeply about outcomes and learning. People who thrive at Onebrief balance autonomy with alignment, they know when to make decisions independently and when to pull others in. They contribute to an atmosphere of trust, respect by being reliable, transparent, and generous with their knowledge. Above all, they take pride in doing great work together and in helping those around them succeed.