Director Channel Alliances

Regional Alliances & Channel Manager – North America

Domain:
Enterprise SaaS in GRC, Cybersecurity, AI, Compliance

📍 This is a Hybrid role | Anywhere in North America

Our client is a rapidly scaling AI-driven enterprise SaaS startup in the GRC and Cybersecurity space is hiring a Regional Alliances & Channel Manager – North America to build and scale a high-performing partner ecosystem from the ground up. This role is ideal for a builder - someone who thrives in ambiguity, moves fast, and knows how to turn partnerships into predictable revenue.

• Recruit, enable, and scale:
• Enterprise VARs & regional partners
• Global & regional SIs
• MSSPs and GRC-focused consulting partners
• Strategic technology & platform alliances
• Generate partner-sourced and partner-influenced ARR
• Activate existing relationships to quickly build enterprise pipeline
• Open new whitespace and underpenetrated markets
• Co-sell tightly with direct sales (account mapping, deal strategy, field alignment)
• Drive disciplined execution across pipeline, forecasting, and deal governance
• Represent the company at partner events, industry forums, and executive briefings

• 7+ years in enterprise SaaS sales (cybersecurity, GRC, risk, compliance preferred)
• 3–5+ years owning the full channel/alliance lifecycle
• Consistent success carrying $5M+ quotas
• Proven ability to create partner-sourced pipeline in new or whitespace territories
• Strong GTM execution: joint business plans, QBRs, campaigns, co-sell motions
• Comfortable operating in a fast-moving startup environment
• CRM/PRM experience (Salesforce, Hub Spot, Zoho)
• Willingness to travel (~50%)

• Prior experience in scaling a Series A+ startup
• Experience with hyperscaler marketplaces & co-sell programs. Experience building partner practices or packaged offerings
  
  Background selling into regulated or highly complex environments.
• GRC certifications or deep functional domain knowledge

• Enterprise-focused VARs & SIs selling into regulated industries (FS, Healthcare, Tech, Manufacturing, Public Sector)
• Cybersecurity, GRC, risk, audit, and compliance specialists
• Consulting firms with established GRC or risk practices

• Highly Competitive base + performance-linked variable + accelerators
• Meaningful equity upside
• High autonomy, real ownership, visible impact
• Remote-friendly, builder culture
• Backed by strong technology, real customers, and global ambition

Equal opportunity employer. We value builders, doers, and people who want to make a real impact.