Senior Director of Channel Sales, AI cybersecurity, Remote
About the Company
We are a fast-growing, venture-backed cybersecurity company building the next-generation autonomous data security platform. Our solution automates data loss prevention (DLP) and insider risk management (IRM) in modern environments, protecting sensitive unstructured data across endpoints, SaaS applications, email, cloud storage, GenAI tools, and more.
In an era of rapid data explosion and AI adoption, we deliver real-time, AI-driven protection with minimal manual effort, near-zero false positives, and enterprise-grade scalability. We're serving large enterprises, experiencing strong traction, and expanding aggressively in a massive, high-demand market.
The Opportunity
As Senior Director of Channel Sales, you will own and scale our global channel and partnerships program from the ground up. This is a high-impact, strategic leadership role reporting directly to executive leadership. You'll design and execute the channel strategy that accelerates our go-to-market through resellers, system integrators, MSSPs, GSIs, technology alliances, and referral partners in the cybersecurity ecosystem.
This is an ideal role for a proven channel leader who has successfully built and scaled partner programs at high-growth cybersecurity or SaaS companies and thrives in a fast-paced, entrepreneurial startup environment.
Key Responsibilities
- Develop and execute a comprehensive channel sales strategy, including partner recruitment, enablement, tiering, and program frameworks.
- Identify, recruit, and onboard strategic partners (VARs, distributors, MSSPs, GSIs, and technology alliance partners) to drive significant indirect revenue growth.
- Build and lead a high-performing channel team (as the program scales), including channel managers and partner marketing resources.
- Own executive-level partner relationships; negotiate joint business plans, co-selling agreements, and aligned incentive structures.
- Collaborate closely with direct sales, marketing, product, and customer success teams to enable seamless channel support, deal registration, SPIFs/MDF, and conflict resolution.
- Design and manage partner programs, including certification/training, partner portals, deal registration processes, pricing/spiffs, and performance metrics.
- Drive partner-sourced and influenced pipeline/revenue to meet aggressive quarterly and annual targets.
- Analyze channel performance; forecast accurately and deliver executive-level reporting on partner health, ROI, and growth opportunities.
- Represent the company at industry events, partner conferences, and cybersecurity ecosystems.
- Stay current on cybersecurity channel trends, competitive dynamics, and evolving partner needs in DLP/IRM/data security.
Qualifications
- 10+ years of channel/partnership sales experience in cybersecurity, SaaS, or enterprise software; at least 5 years in a senior channel leadership role (Director/VP level).
- Proven track record of building and scaling channel programs that contribute 30%+ of total company revenue at high-growth companies (Series A–C or later-stage cybersecurity vendors preferred).
- Deep existing relationships with key cybersecurity channel players (e.g., Optiv, GuidePoint, SHI, CDW, Presidio, Deloitte, PwC, Accenture, and major technology alliance ecosystems).
- Demonstrated success recruiting and managing MSSPs, GSIs, and technology alliances.
- Strong understanding of cybersecurity buying motions, compliance drivers, and data security solutions.
- Exceptional executive presence; experience negotiating complex partner agreements and presenting to C-level audiences.
- Data-driven mindset with proficiency in CRM/PRM tools, channel analytics, and forecasting.
- Bachelor's degree required; MBA a plus.
- Willingness to travel ~40–50% (partner meetings, events, QBRs).
Why Join Us?
- Join a high-growth startup addressing a critical need in one of the fastest-growing cybersecurity segments.
- Significant equity opportunity in a well-funded company with proven product-market fit.
- Competitive base salary, uncapped accelerators, and full benefits.
- Collaborative culture with experienced cybersecurity professionals.
If you're a channel leader excited to build a transformative partner ecosystem in a high-potential cybersecurity company, we'd love to hear from you.
Senior Director of Channel Sales, AI cybersecurity, Remote