Working at Thoropass
At Thoropass, we are revolutionizing the audit industry by integrating cutting-edge AI technology with expert human insight. Thousands of companies trust Thoropass for high-quality audit and assessment services, delighting in a truly differentiated experience.
We love collaborating to come up with new ways to solve problems that would stump other teams and have created a workplace where the best idea wins and we bring out the best in each other.
Our team is full of entrepreneurial people with a bias toward action, an insatiable intellectual curiosity, and a desire to learn and grow personally and professionally. By bringing remarkably talented people together, we have the opportunity to create something truly amazing for our customers and our team.
Why should you work with us?
Thoropass is the end-to-end cybersecurity auditor. We combine expert auditors with our AI-native Audit Lifecycle Platform to deliver audits such as SOC 1, SOC 2, ISO 27001, HITRUST, PCI DSS, and HIPAA faster and with less lift for our customers. More than 2,000 organizations globally trust Thoropass for high-quality audit and assessment services.
Founded in 2019 and headquartered in New York, Thoropass has raised $97M in funding from top investors including J.P. Morgan, PayPal Ventures, and Bain Capital.
About the Role
Thoropass is looking for a Strategic Partnerships Program Manager to turn our most important technology partnerships into a predictable revenue source.
This is a revenue generation and relationship-management role. You will own a quarterly pipeline and ARR target across three strategic ecosystems: GRC platforms including Vanta and Drata, hyperscalers including AWS, Microsoft Azure and Google Cloud, and high-impact ISV partners.
You will build the relationships, GTM motions, seller activations, and operating rigor required to make these partnerships successful. You’ll work across Marketing, Sales and Customer Success, Operations and Finance to turn ecosystem opportunities into measurable growth.
This is a senior individual contributor role for someone who is strategic enough to engage executives, analytical enough to understand what’s driving the number, and scrappy enough to personally make things happen.
What You’ll Do:
GRC, Hyperscaler & ISV Growth- Own Thoropass’s strategic GTM relationships with Vanta, Drata, AWS, Azure, GCP, and priority ISVs.
- Develop repeatable referral, co-sell, account-mapping, marketplace, and joint GTM motions.
- Build relationships across partner executives, sellers, Marketing, & CS teams.
- Identify shared accounts, whitespace, and high-propensity opportunities.
- Develop joint campaigns, ABM plays, field activations, and creative programs that generate demand.
- Make our ecosystem actionable for Thoropass Sales.
- Build partner-specific plays, talk tracks, account strategies, and rules of engagement.
- Create seller-to-seller relationships between Thoropass and strategic partners.
- Enable AEs to identify when and how to activate partners within opportunities.
- Join strategic deals where partner involvement can improve win rate, deal size, or velocity.
- Own performance across the full funnel: referrals → SQLs → SQOs → pipeline → wins → ARR.
- Analyze conversion, velocity, ACV, partner productivity, and campaign performance to identify what is and isn’t working.
- Partner with Marketing Ops and RevOps on attribution, routing, dashboards, and reporting.
- Use account mapping and ecosystem intelligence to identify revenue opportunities.
- Turn data into clear recommendations and action, not just reporting.
- Experience with partner tools i.e. Crossbeam & Suger (or comparable PRM) and cloud/partner marketplace administration.
About You:
- 7+ years in strategic partnerships, ecosystem growth, alliances, business development, or partner-led growth in B2B SaaS.
- Demonstrated success owning pipeline, bookings, ARR, or another meaningful revenue target through partnerships.
- Experience with major technology ecosystems such as GRC/security platforms, AWS, Azure, GCP, or SaaS ISVs.
- Strong understanding of B2B co-selling, and professional services sales funnels.
- Highly analytical, with the ability to diagnose funnel performance, forecast results, and make investment decisions from data.
- Proven ability to enable and influence Sales teams and mobilize cross-functional resources without direct authority.
- Strong executive presence and relationship-building skills.
- Required travel, approximately 25–30%.
Compensation:
- Compensation: Base salary of $135,000-165,000 plus an additional performance-based incentive of $30,000-36,000, tied to program revenue for an OTE of $165,000-$200,000.
- Immediate access to health, vision, and dental benefits
- Betterment 401k
- Equity in a fast-growing company
- Hybrid work-from-home model
- Flexible PTO
- Stipend for Wi-Fi
Equal Opportunity
Thoropass provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Even if you feel you don’t meet every requirement, consider applying! Thoropass acknowledges the research which shows that women and people of color are less likely to apply for jobs when they don’t meet all of the stated qualifications. However, we’re looking for authentic innovators to blaze new trails and you just may be the right person for this or another role.
Similar Jobs
What you need to know about the San Francisco Tech Scene
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
