Sr. Director, Global Channels & SIs

What You'll Do

• Stand up the channel program from scratch: design partner programs, outline rev-ops and systems support, create enablement content with Product Marketing, and connect the channel to cross-functional teams across Sales, Marketing, Finance, Product, and Leadership.
• Own relationships with named VARs and Systems Integrators: developing executive-level trust and driving partner sourced revenue outcomes.
• Engage regularly with partners across the US, EMEA, and APJ, jointly meeting customers with our AEs and SEs to shepherd AI projects through to closure.
• Account-map with regional sales leaders to identify co-sell opportunities, plug them into the field immediately, and build the channel into a flywheel that creates pipeline and co-selling opportunities aligned to our platform.
• Build and lead a new team of partner managers, enabling them on what we sell and how to sell it, and growing them into regional ownership while staying hands-on yourself.
• Manage partner pipeline in CRM, coordinate field escalations on both sides, and serve as the single point of accountability for partner-sourced revenue.
• Leverage recent acquisitions to open channel opportunities in security and agentic application-building, driving the launch of PoCs that convert to won opportunities.
• Tie the channel to co-selling and marketplace across AWS, Azure, and GCP: ensure our VARs and SIs leverage our platform running in the cloud.

Your impact will be measured through:

• Partner-sourced pipeline and closed revenue that materially changes the trajectory of the year.
• Channel programs and infrastructure in place (programs launched, rev-ops processes, operational needs, partner enablement) within the first 60 days.
• Number of qualified co-sell opportunities account-mapped with regional sales teams and progressing through the pipeline.
• Partner engagement velocity: executive relationships established, joint customer meetings held, and deals shepherded to closure across US, EMEA, and APJ.

What You Need

• 7+ years building and scaling channel programs inside high-growth startups or scale-ups, with demonstrated success standing up programs from zero.
• Existing relationships with large channel partners and systems integrators, with immediate credibility to engage partner executives and drive joint pipeline.
• Hands-on experience driving partner-sourced revenue - not just managing programs from a distance.
• Solid working understanding of security, open-source business models, or the AI ecosystem, with the technical fluency to brief partners and enablement teams.
• Proficiency with CRM platforms and everyday AI tools to manage pipeline, create enablement content, and coordinate across distributed teams.
• Willingness and ability to travel frequently (US, EMEA, APJ) within weeks of starting, with a track record of building trust quickly in fast-moving environments.
• You embody our values of Clarity, Care and Candor.
• You care deeply about fostering an environment where people of all backgrounds and experiences can flourish.

What Will Make You Stand Out

• Current relationships with parts of the Channel across GEOs/regions.
• Channel experience in security or DevOps, or background in open source ecosystems.
• You've built channel programs in environments from scratch and know how to operate scrappy and test.
• You embody our values: 'Curious by Default', 'Build Together', 'Own It', and 'Lead with Guts and Heart', and our behaviors: Clarity, Care and Candor.
• You care deeply about fostering an environment where people of all backgrounds and experiences can flourish.
• You've thrived in fast-paced, high-autonomy startup environments where you own end-to-end execution and escalate only what truly needs alignment.
• Experience working in an open-source, AI, or data science-oriented company.

Compensation & Benefits

The US base salary range for this role is $218,000-$300,000 + commission + equity + benefits.

In addition to base salary, we offer a comprehensive benefits package that includes:

• Flexible Vacation Policy
• Medical, Dental, and Vision Insurance
• Short Term and Long Term Disability
• Paid Parental Leave
• Monthly Wellness Stipend
• Employee Assistance Program and Mental Health Resources