Skip to content
Tracebit

Founding Channel Lead

Owns channel partnerships from scratch at a cloud security startup, building programs with MSSPs/VARs, driving partner-influenced pipeline via co-sell and events, and shaping GTM strategy. Requires commercial acumen, technical credibility with security pros, and data-driven execution. Onsite in NYC.

150k – 250kNew York, NYPartnershipsOnsite
Apply

About the role

Responsibilities

  • Design a partnership strategy for Tracebit, exploring partner types and motions that drive revenue for cloud security products like ours.
  • Drive partner-sourced and partner-influenced pipeline through joint GTM plans, co-sell motions, shared events, and partner enablement.
  • Operate as part of the sales team: run co-sell with AEs, collaborate with marketing on events/campaigns, and provide partner feedback to product.
  • Own presence at industry events like Black Hat and RSA to build Tracebit's reputation with partners.
  • Act as market intelligence source on objections, competitors, and buyer behavior.
  • Help shape broader go-to-market strategy with direct access to CEO and sales leadership.

Requirements

  • Commercially sharp with strategic thinking to design joint GTM motions and translate value into business outcomes.
  • Ability to create a custom playbook by analyzing what's working and experimenting with new motions.
  • Credible with technical buyers, especially security professionals and MSSPs; quick to learn and represent the product.
  • Organized and data-driven: track pipeline, partner performance, and deal attribution rigorously.
  • Good judgment and high standards to represent Tracebit's brand to elite security teams.

Nice-to-Haves

  • Experience building a partner program.
  • Strong commercial generalist excited to own from scratch.

Skills

Go-to-Market StrategyChannel PartnershipsPartner EnablementCo-Sell MotionsPipeline ManagementMsspsVarsSales OperationsMarket IntelligenceEvent Coordination

Similar roles

Partnerships jobs
Postman

Product Partnerships Manager

Own 2-3 strategic product partnerships across AI infrastructure, MCP, IDE, and SDK categories. Drive integrations from concept through launch, build joint GTM motions, and measure impact on installs, MAU, and revenue. Requires 5-8 years experience and strong technical partnership skills.

150k – 225kSan Francisco, CAPartnershipsOn-site5+ YOELLMsOpenapi
Modal

Partnerships - Research and Education

Own and grow Modal's presence in academia and research by managing the Modal for Academics program, building relationships with professors and researchers, and identifying sponsorship opportunities. This role requires a strong understanding of academic research and excellent communication skills.

150k – 190kNew York, NY +1PartnershipsOn-siteGrant WritingMachine Learning
Basis

Channel Partner Manager

Own the activation, enablement, and expansion of strategic accounting firm partners as the operational lead for Basis’s channel partnerships program. Requires 5-8+ years in partnerships or tech consulting at a B2B SaaS/AI company and onsite work in Manhattan.

150k – 250kNew York, NYPartnershipsOn-site5+ YOEB2B SaaSAccount Mapping
Fieldguide

Partnership Marketing Manager

Builds partner marketing program from scratch for B2B SaaS, owning strategy, co-branded content production, partner enablement portals, onboarding, and pipeline tracking in HubSpot. Requires 5+ years channel/partner marketing experience at SaaS companies.

150k – 170kSan Francisco, CAPartnershipsRemote5+ YOEPrmABM
Loula

Payer Strategy & Partnerships Lead

Leads payer strategy and partnerships by negotiating contracts with health plans, managing relationships with 20+ organizations in California, and building operational infrastructure for smooth execution. Requires 4-8 years in payer relations or healthcare operations, with strong execution and relationship-building skills.

150k – 180kCalifornia +1PartnershipsHybrid4+ YOEEdiEft