Vice President, Partnership Sales
Austin · Seattle · San Francisco Bay Area · Washington DC · Boston · Remote · Full-time · Remote · Posted Sep 28, 2026
At a glance
- Employment
- Full-time
- Workplace
- Remote
- Location
- Austin · Seattle · San Francisco Bay Area · Washington DC · Boston · Remote
About the role
- The Vice President, Partnership Sales will build and scale the partnership sales strategy to accelerate partner-led revenue growth.
- Reporting to the Chief Revenue Officer, this role involves leading a team of seven Channel Account Managers and shaping the strategy for resellers, technology alliances, and cloud marketplaces.
Responsibilities
- Own the partnership sales strategy, performance, and revenue goals.
- Lead, coach, and develop a team of seven Channel Account Managers.
- Assess the existing partner landscape to determine where to create the greatest business value.
- Redesign partnership sales workflows to be AI-native, utilizing agents for repeatable tasks.
- Define metrics to evaluate partner productivity, pipeline contribution, and resource allocation.
- Evolve partnership strategy and execution in response to market and technology changes.
- Build and deepen executive-level relationships with strategic resellers, technology partners, and cloud marketplaces.
- Partner across Sales, Marketing, Revenue Operations, Legal, Customer Success, and Product to align priorities.
Requirements
- Proven sales leadership experience within information security, cybersecurity, or a closely related market.
- Demonstrated accountability for meaningful revenue outcomes.
- Experience building, establishing, or scaling channel and partnership sales programs.
- Experience leading teams responsible for reseller, channel, technology alliance, or cloud marketplace relationships.
- Success developing, negotiating, launching, and growing high-value strategic partnerships.
- Experience leading and developing high-performing sales or channel teams.
Preferred qualifications
- Experience building and scaling partnerships within the AWS ecosystem or other major cloud marketplaces.
- Experience operating in a growth environment generating $30M+ in new ARR.
- Experience helping scale a company through significant stages of growth, including preparation for or progression toward an IPO.
- Experience building a partnership function across multiple partner types, markets, or customer segments.
Benefits
- Health (medical, vision, dental), life, and disability insurance
- Equity stock options
- Retirement plans
- Paid public holidays
- Unlimited PTO
- Paid maternity and parental leave
- Leaves of absence
- Employee Assistance Program
Workplace
- Remote location options include Boston, Seattle, San Francisco Bay Area, Austin, or Washington DC.
Skills
- AI-native Systems
- Partnership Strategy
- Cloud Marketplaces
- AWS Ecosystem
- Cybersecurity
