Channel Sales Manager

Build a safer world with us, one incident at a time. Ambient.ai is the category creator and leader in Agentic Physical Security. Powered by Ambient Pulsar, the first reasoning Vision-Language Model purpose-built for physical security, our platform seamlessly integrates with existing security cameras and physical access control systems to unify monitoring, access control, threat assessment, response, and investigations through an always-on reasoning layer that augments security operators with superhuman capabilities. The results: 95% fewer false alarms, investigations 20x faster, and 10x faster response. The momentum speaks for itself: we doubled new ARR in FY26, and have delivered results for world-class customers including Cisco, ServiceNow, SentinelOne, TikTok, Bayer, and MoMA. That kind of momentum creates an environment where great people thrive, and it shows: we recently ranked #71 out of 500 on the Forbes best startup employers list. Founded in 2017 and backed by Andreessen Horowitz, Y Combinator, and Allegion Ventures, Ambient.ai is on a fast-paced journey to fulfill our mission: prevent every security incident possible.

About The Role

Reporting directly to Colby Mulry, Director of Channel Sales, we are looking for a driven and relationship-focused Channel Manager to join our growing partnerships team at Ambient.ai. In this role, you will own the day-to-day execution of our channel partner program - building and nurturing relationships with resellers, distributors, and VAR partners to expand Ambient’s reach in the physical security market. You’re someone who thrives in a fast-moving environment, knows how to get things done through partners, and brings a genuine passion for building win-win relationships.

Responsibilities

• Manage and grow relationships with a defined set of channel partners, distributors, and VAR resellers - serving as their primary point of contact at Ambient.ai
• Identify and onboard new partners that align with our go-to-market strategy, supporting the expansion of our channel network
• Work cross-functionally with sales, marketing, and product teams to support partner-led opportunities, joint campaigns, and product launches
• Track and report on partner performance metrics, pipeline activity, and KPIs - using data to surface insights and flag areas for improvement

Requirements

• 3-5 years of channel sales or channel management experience, ideally in B2B SaaS or security technology
• Hands-on experience working with Security and/or IT VAR reseller partners
• Strong understanding of channel sales motions, partner enablement, and co-selling best practices
• Proven ability to manage a book of partners, hit revenue targets, and drive consistent pipeline through the channel
• Excellent communicator and relationship builder - you know how to work with partners and internal stakeholders alike

Benefits

• Regular full-time employees receive stock options for the opportunity to share in the success of our company
• Comprehensive health + welfare package (Medical, Dental, Vision, Life, EAP, Legal Services, 401k plan)
• Flexible time off to rest and recharge, including Winter Break (time off between Christmas and New Year’s for most roles depending on customer demand)
• The latest tech and awesome swag will be delivered to your door
• Full range of opportunities to connect with your co-workers

Ambient.ai is proud to be an Equal Opportunity Employer.