Channel Partner Sales Manager

incident.io•San Francisco, CA

7d•$160,000 - $200,000•Remote

About The Position

incident.io is the leading AI incident response platform, relied on by some of the best engineering teams in the world when things go wrong. Since launching in 2021, we've helped over 2,000 companies, including OpenAI, Netflix, and Airbnb, run more than 1 million incidents. The stakes are real, the talent is insane, and somehow it's a genuinely lovely place to work. We all pull our weight, go the extra mile, and put in the bit of magic most companies don't have time for, all while having fun and never taking ourselves too seriously. We've raised $96 million from Index Ventures, Insight Partners, and Point Nine, and we're growing fast. There's never been a better time to join. Eighteen months ago we had one channel partner and practically no partner-sourced revenue — today it's a dozen partners and a substantial revenue line, and this is the person who takes the biggest of those relationships national. You'll own our most significant North American reseller and systems integrator partnerships end to end. Roughly 60% of your time goes on the partners we already have — the large resellers where we've closed the first deals and now need someone to make it a repeatable, national motion rather than a handful of good conversations. The other 40% is finding the next ones. We've gone from one partner to around twelve across the US and EMEA, and we want six more before the year is out. The thing that makes this sellable is that we fill a genuine hole in partner portfolios. Every reseller has observability. Every reseller has security. Almost none of them have an answer to "something's broken, who do we tell and how do we fix it." That means a partner who picks us up isn't competing with a hundred others selling the same thing — and your job is to make that argument land with partner sellers who hear ten vendor pitches a week. In practice that looks like the pattern we know works: close a deal with one team inside a partner, then immediately use it to get in front of the next vertical. Enablement sessions stood up within weeks, not quarters. A consistent drumbeat of meetings with partner sales teams so we stay top of their list. And a lot of time on-site — this is a national role, and you'll travel for it. Underneath the relationships, you'll build the machinery: partner tiers, deal registration, incentives, MDF, certification paths. You'll own partner-sourced and partner-influenced pipeline targets, and you'll be in front of senior leadership regularly with an honest read on which partnerships are earning their keep. Internally you'll work directly with our Head of Channels and Alliances and our CRO, and pull constantly on Sales, Customer Success, Marketing, Product, and Legal. One thing worth knowing: our sales team is comp-neutral on partner deals with a spiff on top, and partner training is rolling out across the full US and EMEA teams. You won't spend your life fighting channel conflict internally — the incentives already point the right way. There is no established playbook here. You're writing it.

Requirements

Career in channel or partner sales at enterprise SaaS companies (cloud, security, AI, data infrastructure, BI).
Proven track record of generating revenue through channel partnerships.
Experience growing a regional patch into a national one.
Experience fixing issues that arise when scaling a partner motion.
Existing relationships with major North American resellers (e.g., SHI, Trace3).
Entrepreneurial mindset and ability to own a book of business independently.
Understanding of distribution models (VARs, GSIs, ISVs, resellers) and partner motivations.
Experience building partner programs (deal registration, incentives, tiers, enablement).
Comfortable presenting to CROs, CIOs, and partner executives.
Willingness to travel regularly for on-site partner engagement.
Based on the West Coast, in New York, or in Texas.

Nice To Haves

Experience managing people.

Responsibilities

Own our most significant North American reseller and systems integrator partnerships end to end.
Make our existing large reseller partnerships a repeatable, national motion.
Find and onboard new channel partners.
Enable partner sellers to effectively sell incident.io.
Maintain regular meetings with partner sales teams.
Build and manage partner programs including tiers, deal registration, incentives, MDF, and certification paths.
Own partner-sourced and partner-influenced pipeline targets.
Report on partnership performance to senior leadership.