About your mission

As we enter our next phase of growth, we are scaling a Channel First go-to-market strategy across North America and are looking for an experienced channel leader to help build and expand our strategic partner ecosystem across the Western United States.

To drive partner-sourced pipeline and revenue growth across the Western United States while helping GitGuardian scale a world-class Channel First sales motion.

Working closely with Sales, Solutions Engineering, Marketing, Customer Success, and Executive Leadership, you will develop and execute partner strategies that create measurable business impact and accelerate revenue growth.

Reporting directly to the Global Director of Partners and Alliances, you will be responsible for developing strategic partner relationships that generate new opportunities, accelerate existing pipeline, and expand GitGuardian's market presence across your territory.
What you'll own

The development and execution of GitGuardian's channel growth strategy across the Western United States.

• Build executive and field-level relationships with strategic partners including GuidePoint Security, Optiv, WWT, SHI, and other leading cybersecurity solution providers.
• Generate partner-sourced pipeline and revenue through joint account planning, co-selling, enablement, and partner-led opportunity creation.
• Accelerate strategic opportunities by engaging partners throughout the sales cycle.
• Collaborate closely with Sales, Solutions Engineering, Marketing, and Customer Success to drive partner success.
• Create and execute joint business plans, partner enablement initiatives, and executive business reviews.
• Help shape and scale GitGuardian's West channel strategy as we continue to grow our Channel First go-to-market motion.

About you

If you think you match at least 70% of these criteria, please apply!

Here's what we consider essential for success in this role:

• 8+ years of channel sales or partner management experience within cybersecurity.
• Proven success generating partner-sourced pipeline and revenue while consistently achieving or exceeding quota.
• Strong relationships with cybersecurity-focused solution providers.
• Experience partnering closely with enterprise sales teams in a co-selling environment.
• Knowledge of Application Security, DevSecOps, Identity Security, Cloud Security, or adjacent cybersecurity markets.
• Strong executive presence, communication skills, and ability to influence stakeholders.
• Strong storytelling skills; to be able to help partners understand GitGuardian's value and confidently position it to customers.
• Entrepreneurial mindset with a desire to build and scale programs in a high-growth environment.

The interview process

At GitGuardian, we are committed to building a diverse, equitable and inclusive workforce.

We will ask for your gender identity on the application page to help us understand the diversity of our applicant pool and to track our progress in attracting and hiring a diverse workforce. The information is optional and will not be disclosed to the hiring manager or the interview team and will not be considered in the hiring process. We appreciate your willingness to share this with us so that we can continue to improve our diversity, equity and inclusion efforts.

1. Video call with a Talent Acquisition team member

Meet with a member of our Talent Acquisition team to discuss your background, career goals, and interest in GitGuardian.

2. Team interview / Interview with your future manager

The opportunity to meet members of the Partnerships and Sales teams to discuss your experience, achievements, and approach to building successful channel relationships.

3. Technical test / Business case

Present a practical business case designed to evaluate your strategic thinking, channel expertise, and ability to succeed in the role.

4.1 Final interview with our Co-Founder & CEO

Meet with Eric Fourrier to discuss GitGuardian's vision, growth plans, and the role partnerships play in our long-term strategy.

4.2 References check

You can start thinking about two contacts who can attest to your previous or current professional experiences. These contacts should be as recent as possible, and we will call them at the end of the process.
Benefits

• 🌴⛱ 25 days of PTO (employees are strongly encouraged to use all of it!)
• 🗓 10 public holidays
• 🧘♂ Health, Dental & Vision insurance (80% coverage), for individuals and their families
• 💰 401(k) + matching! with Empower
• Short term & long term disability insurance (100% paid)
• 🌎 Travel policy including to our annual off-sites
• Up to $300 towards your home office set-up
• 🔌 Monthly remote work stipend $70
• 🤝 Referral bonus of $4000 for any new Guardians we might hire thanks to you
• 🏥 FSA and HSA plan access

And also...

• Becoming an early joiner of GitGuardian US team, with many opportunities for career development in the long term
• We have the #1 downloaded app on the GitHub marketplace

Products

• Understand how GitGuardian works in this short video!
• Want to go even further? Check out our public roadmap!
• Check out the State of Secrets Sprawl Report to understand our mission and the industry.
• Our solutions are already used by hundreds of thousands of developers in all industries and GitGuardian platform is the n°1 app on the GitHub marketplace

Clients

• GitGuardian helps organizations find exposed sensitive information that could often lead to tens of millions of dollars in potential damage.
• More than 70% of our customers are in the United States.
• Many F500 companies use GitGuardian's platform.

People

• The Guardians are knowledgeable, committed, serious, aligned with the company's mission, and true team players: always willing to help each other grow our skill sets!
• The team is diverse and we hail from more than 20 different countries.
• We are also agile, remote-friendly, and fun people to work with.
• You will get trust & autonomy on your perimeter with a very transparent internal communication and a strong impact on the company development.
  The OTE salary range for this position is expected to be $250,000-$270,000 per year. Actual compensation will be determined on factors such as location, relevant experience, skills, and other qualifications. This range represents the expected OTE pay for this role; additional compensation may include equity, and/or other benefits.
  

Team Sales Locations San Francisco, CA, San Diego, Seattle, Denver, Austin Remote status Fully Remote Employment type Full-time