Founding Channel Lead
About the role
You'll own everything channel. That means building the program, managing relationships, driving pipeline, and working across the team to make sure partners are set up to succeed.
In practice: Design a partnership strategy for Tracebit. We have early traction with MSSPs and VARs, as well as with AWS, but no formal program. You’ll explore what partner types and motions actually drive revenue for a product like ours, and build the program around what you learn.
Drive partner-sourced and partner-influenced pipeline. Work with partners to build joint GTM plans: co-sell motions, shared events, enablement. Hold them accountable to outcomes.
Operate as part of the sales team. You'll run co-sell motions with AEs, loop in marketing for events and campaigns, and feed product with what partners are telling you.
Own our presence at industry events. We attend Black Hat, RSA and other key security events. You'll help coordinate our channel and partner presence at these, building Tracebit's reputation with the partner community.
Act as a market intelligence source. You'll share what you're learning about objections, competitor positioning, and buyer behavior directly with the founders and product team.
Help shape our broader go-to-market strategy. You’ll have direct access to the CEO and sales leadership. What you learn from partners will feed directly into how we think about growth, positioning, and where we invest.
Responsibilities
- Design a partnership strategy for Tracebit
- Explore what partner types and motions actually drive revenue for a product like ours
- Build the program around what you learn
- Drive partner-sourced and partner-influenced pipeline
- Work with partners to build joint GTM plans: co-sell motions, shared events, enablement
- Hold partners accountable to outcomes
- Operate as part of the sales team
- Run co-sell motions with AEs
- Loop in marketing for events and campaigns
- Feed product with what partners are telling you
- Own our presence at industry events
- Help coordinate our channel and partner presence at these
- Build Tracebit's reputation with the partner community
- Act as a market intelligence source
- Share what you're learning about objections, competitor positioning, and buyer behavior
- Help shape our broader go-to-market strategy
Requirements
- You're commercially sharp
- You’re a strategic thinker who can design joint GTM motions and translate value into business outcomes
- You'll create a playbook that’s right for Tracebit
- You're credible with technical buyers
- You're organized and data-driven
- You've got good judgment and high standards
Qualifications
- Experience building a partner program
- Strong commercial generalist skills
- Excited to own something from scratch
Skills
- Commercially sharp
- Strategic thinker
- Credible with technical buyers
- Data-driven
- Good judgment and high standards
Benefits
- Short answer: No, but flexible on a day to day basis
- Long answer: We are set on building the company on a foundation of an office-based culture. We are a very early stage company and think that we'll build the best company at the fastest pace whilst also having a lot of fun by physically working together 5 days a week.
- On a case by case basis (e.g. leaving early for a holiday, staying home for a builder, working remote for a few days to visit family) we're very reasonable and flexible. We respect that this is not for everyone.
- We think 9am-6pm will bring a great cadence to work. As a Founding team member there will definitely be times you need to pick up work outside of these hours - we're keen to limit this where we can but also offer flexibility in return.
Pay
Competitive salary and equity package
Schedule
Flexible work schedule