Aimed at experienced partnership professionals with defense technology or international SaaS backgrounds who can lead without direct authority.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Onebrief via Ashby
CONSEQUENTIAL WORK. DEDICATED PEOPLE.
ABOUT ONEBRIEF
Onebrief builds collaboration and AI-powered workflow software for military planning and operational coordination.
Military planning is complex by nature, requiring teams to coordinate information, people, and decisions across systems and locations. Onebrief brings planning, collaboration, simulation, and AI into one connected environment, helping teams test strategies, adapt to changing conditions, and make decisions with greater clarity when the stakes are real.
We are a distributed team of builders from military, operational, and technology backgrounds who care deeply about improving how important work gets done. Some team members work remotely, while others work directly alongside customers in operational environments around the world.
Founded in 2019, Onebrief is backed by leading investors including General Catalyst, Battery Ventures, Insight Partners, Sapphire Ventures, and Human Capital. Valued at more than $2 billion, we continue to invest in product innovation, AI capabilities, and team growth.
WHY THIS ROLE EXISTS
Onebrief is expanding its global footprint across international defense and operational sectors, requiring a disciplined, high-impact partner ecosystem to unlock strategic commercial, technical, and delivery capabilities. As an International Partnerships Manager, you will take ownership of making priority partnerships productive across assigned international markets, translating strategic alliances into measurable customer outcomes.
In this role, you will establish accountable partner execution in close lockstep with International Growth and regional Sales teams. You will focus on building repeatable, high-value partner models that directly support regional opportunity targets, drive customer adoption, and enhance product delivery across diverse international defense landscapes.
Operating as a deep functional individual contributor expert, you will guide our international partnership strategy through a structured validation model: proving initial value through verified deal contributions, demonstrating cross-customer repeatability through standardized processes, and building data-driven business cases to invest against operational constraints. You will directly shape how Onebrief scales globally alongside our international allies and partners.
WHAT YOU’LL DO
- Establish Accountable Regional Execution: Lead the end-to-end execution of priority international partnerships across assigned regions, aligning closely with International Growth and regional Sales leadership to achieve agreed opportunity and revenue targets.
- Activate Partner Capabilities: Identify, activate, and integrate commercial, technical, and delivery capabilities from priority partners into live customer opportunities and Onebrief deployment workflows, ensuring contributions are validated by Sales and technical owners.
- Build Repeatable Partnership Models: Design and implement scalable, standardized partnership frameworks and operational processes from scratch that replace one-off solutions and ensure consistent, efficient execution across multiple customer accounts.
- Drive Constraint-Based Scaling & Strategy: Perform in-depth analysis of partner performance and market friction, collaborating with cross-functional leadership and Finance at key review milestones (6- and 12-month marks) to build rigorous business cases for scaling, holding, adjusting, or expanding market coverage.
MINIMUM QUALIFICATIONS
- Domain Expertise: 8+ years of professional experience in partnership management, alliance development, or strategic Go-To-Market (GTM) execution, with deep expertise operating within international markets, defense technology, enterprise SaaS, or complex government sectors.
- Zero to One Partnership Strategy: Proven experience building partnership strategies from the ground up, including identifying priority markets and partners, securing initial partnerships, and creating a repeatable approach to scale.
- Functional Thought Leadership: Proven track record of leveraging subject matter expertise to set functional direction and design advanced, scalable solutions for highly complex, multi-variable international GTM challenges.
- Interpretive Problem-Solving: Demonstrated capability to perform in-depth analysis and use interpretive thinking to define ambiguous operational challenges, evaluate complex alternatives, and deploy innovative partnership frameworks.
- Cross-Functional Leadership: Exceptional ability to lead through expertise and influence across distributed teams, including International Growth, Sales, Product, Technical, and Finance, shaping strategy across organizational boundaries without direct authority.
- Rigorous Execution & Validation: Track record of establishing metric-driven partnership models that deliver verified commercial pipeline, specialized technical capabilities, or customer delivery success.
- Executive Communication: Excellent written and verbal communication skills, with the presence and clarity required to represent Onebrief to senior international military, government, enterprise, and coalition leaders.
- Willingness and ability to travel: This role requires domestic and international travel 50% to 75% of the time to meet with prospective customers. Candidates must have a valid passport or be able to obtain one promptly.
- Security Clearance: Willingness and ability to obtain and maintain a security clearance if required for the role.
PREFERRED QUALIFICATIONS
- Experience working within defense technology ecosystems, military planning workflows, or international allied frameworks (e.g., NATO, FVEY, or regional defense alliances).
- Proven success building and scaling international channel, technical integration, or co-selling partner models from early growth phases into scalable global programs.
- Direct experience managing international business development across target regions in Europe, Asia-Pacific, or the Middle East, including knowledge of regional procurement processes.
- Background operating within high-growth, venture-backed technology environments scaling complex GTM and partner organizations.
INDICATORS OF SUCCESS
This role will evolve as priorities change, but the outcomes below reflect what success typically looks like in the first six months. A successful International Partnerships Manager will:
- Establish accountable partnership execution plans across assigned international markets, fully aligned with International Growth and regional Sales pipeline targets.
- Successfully activate initial priority partners to deliver verified commercial, technical, or delivery capabilities accepted by regional Sales and technical owners on live opportunities.
- Codify a repeatable partner engagement model across multiple customer opportunities, eliminating one-off deal mechanics and establishing standardized workflows.
- Conduct a thorough 6-month partnership review with cross-functional leadership and Finance, delivering clear data on partner productivity and actionable strategy adjustments.
- Identify specific operational constraints across target international markets and build data-backed recommendations for where and when to allocate future partnership capacity.
TOOLS, SYSTEMS & TECHNOLOGIES
- CRM & Pipeline Tools (Salesforce, HubSpot)
- Partner Relationship Management (PRM) platforms
- Onebrief Platform
- Modern Collaboration Suites (Slack, Notion, Jira, Confluence)
Notice to Third Party Recruitment Agencies
Please note that Onebrief does not accept unsolicited resumes from recruiters or employment agencies. In the absence of an executed Recruitment Services Agreement, there will be no obligation to any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without an agreement Onebrief explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted to hiring managers, shall be deemed the property of Onebrief.
Source: Onebrief careers (Ashby)