Summary of the Role:As the first partnerships hire at Maze, you'll build our channel function from the ground up - bringing your own deep relationships across the US security ecosystem and using them to open meaningful pipeline alongside our direct sales motion. You'll own resellers and VARs, activate the major cloud marketplaces (AWS, Azure, GCP), and pressure-test net-new partnership models like investor and PE portfolio referral programs that we've started to prove out but haven't scaled.
This is an early-hire, hands-on role at a well-funded Series A startup. You'll be alone in the function for a while, so this isn't a job for a team builder waiting for headcount -- it's for someone who's done this before at Series A/B, knows what works, and is ready to get back into the weeds for the chance to define a category-creating channel program from scratch. You'll initially report to the CEO and work in close partnership with our Account Executives in the US and UK and the wider Go To Market team.
Success will be measured by channel-sourced pipeline and ARR, the velocity at which we activate marketplace and partner-led motions, and the credibility you build for Maze across the security partner ecosystem.
Your Contributions to Our Journey:- Build the Channel From Scratch: Design and execute the channel strategy end-to-end -- partner tiers, economics, enablement, deal registration, and reporting. Bring your existing reseller and VAR relationships in cybersecurity to bear from week one, and use them to generate qualified pipeline alongside our AE team.
- Activate the Cloud Marketplaces: Get Azure and GCP partnerships moving and accelerate the work already underway with AWS. Own the relationships with cloud field teams, navigate marketplace listings and co-sell motions, and turn passive listings into active pipeline.
- Test New Partnership Vectors: Lean into emerging partnership models we've started to prove out, like investor and PE portfolio referral programs. You'll be expected to think from first principles about where Maze's next channel of growth comes from -- not just replay the standard channel playbook.
- Own Tech Partnerships Pragmatically: Manage our technical partnerships portfolio, prioritising the ones that drive commercial outcomes through co-marketing, co-selling, or joint solutions. Avoid the trap of low-value integration work that doesn't move the needle.
- Work in Sync With Sales: Keep a tight working rhythm with our AEs and sales leadership so partner motions show up in deals, not as a separate track. Make sure channel and direct work amplify each other rather than collide.
- Bring the Partner Voice Into the Company: Feed market signal back into product, marketing, and leadership -- what partners need to sell us, where co-marketing lands, what competitive positioning shows up in the field.
What You Need to Be Successful:- Built Channel From Zero Before: At least one tour as the first or earliest partnerships hire at a Series A or B security / B2B SaaS company where you stood up the function from nothing -- partner program, deal reg, enablement, the lot. We're not the right home for someone who's only operated inside a mature channel org.
- Deep, Real Channel Relationships You'll Import: Existing, working relationships with cybersecurity resellers, VARs, and distributors across the US that you can pick up the phone to from day one. None of us at Maze has this network -- you'll be importing it.
- Hands-On Operator, Not a Team Builder (Yet): You'll be solo in the function for a meaningful stretch. You're energised by getting into the detail -- running partner meetings, building decks, chasing co-sell opportunities, closing partner-sourced deals alongside AEs -- not by hiring a team and managing through them. You'll get to build a team eventually, but only after you've built the motion.
- Cybersecurity Domain Credibility: You've sold or partnered in cybersecurity long enough to hold your own with partner sales teams, CISOs, and security leaders without needing to be taught the landscape.
- Sharp, Creative, First-Principles Thinker: You don't run the same playbook you've seen run before just because it's familiar. You're constantly asking what would actually work for this product, at this stage, with this buyer -- and you can bring novel partnership ideas to the table, not just standard channel motions.
- Hungry, Not Coasting: You're at the stage of your career where you're still trying to prove something. We've seen too many channel leaders go quiet once they've accrued their relationships -- that's not the profile here. You'll hustle, run an active calendar, and own a number.
- Nice to Haves:
- Direct experience working with one or more of the major cloud providers (AWS, Azure, GCP) -- marketplace listings, co-sell, field team activation
- Co-marketing experience that has demonstrably converted into commercial pipeline
- Network or experience with PE / investor portfolio referral programs
- Experience standing up partner enablement, deal registration, and partner portals from scratch
- Background that includes a direct sales or AE chapter earlier in your career -- useful for working closely with our sales team
