Partnerships Lead

Onebrief is collaboration and AI-powered workflow software designed specifically for military staffs. By transforming this work, Onebrief makes the staff as a whole superhuman - meaning faster, smarter, and more efficient.

We take ownership, seek excellence, and play to win with the seriousness and camaraderie of an Olympic team. Onebrief operates as an all-remote company, though many of our employees work alongside our customers at military commands around the world.

Founded in 2019 by a group of experienced planners, today, Onebrief’s team spans veterans from all forces and global organizations, and technologists from leading-edge software companies. We’ve raised $123m+ from top-tier investors, including Battery Ventures, General Catalyst, Insight Partners, and Human Capital, and today, Onebrief is valued at $1.1B. With this continued growth, Onebrief is able to make an impact where it matters most.

As Partnerships Lead, you will build and execute the partnership strategy that expands our impact across the national security community spanning hyperscalers, SI/consulting partners, government SaaS, classified infrastructure providers, and cutting-edge defense-tech. You’ll also scout inorganic opportunities (BD alliances and selective acquisitions) that align with mission priorities.

At Onebrief, your success will come from ownership, clarity, and collaboration. We seek those who take initiative and don’t wait for direction but actively identify what needs to be done and move it forward. Your demonstrated ability to clearly communicate is essential. We expect you to express ideas concisely, ask thoughtful questions, and provide context so others can build on your work and take action. Successful teammates are adaptable and open to feedback, seeing iteration based on learning as part of the process rather than a sign of failure.

In our team culture, 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.

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: cloud/ISV, GSI/SI, OEM, and channel motions mapped to Defense & IC priorities and Onebrief’s 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.

• 5+ years in technology partnerships/alliances, business development, or ecosystem GTM in SaaS, data/AI, or defense-tech; 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%.

Preferred Qualifications

• 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.