Channel Partnerships Lead

DepthFirst•San Francisco, CA

1d•Onsite

About The Position

We believe that software is the foundation of modern civilization. Yet vulnerabilities threaten its integrity, security, and resilience. We are on a mission to secure the world's software. depthfirst is building intelligence to detect and remediate critical software vulnerabilities. We are training and scaling security AI agents to discover zero-day vulnerabilities across large customer codebases and popular open source software. Our founding team brings deep expertise in data, infrastructure, security and AI, with leaders from DeepMind, Databricks, Square, and Faire. We're looking for thoughtful, driven people excited to work at the intersection of AI, Security, and Infrastructure. About This Role We're looking for a Channel Partnerships Lead to help us build and scale a high-impact partner ecosystem during one of the most exciting phases of depthfirst's growth. This is a San Francisco-based, in-office role reporting to the CRO, working closely with our Sales team, Revenue Operations, and Marketing. depthfirst has built strong early traction with key cybersecurity VARs, and we are looking for someone to come in and push those initial partnerships further, turning them into a robust ecosystem of partners that drives meaningful pipeline generation for the business. Additionally, this person will evaluate the highest value channel ecosystem opportunities for us to go after including MSSP, hyperscaler marketplaces, GSIs, and potential product integration partnerships. This is a role for someone who is entrepreneurial, moves quickly, and thrives on building relationships while driving revenue through partners and is excited about helping build a partner program from the ground up. The compensation structure is focused on creating partner-generated pipeline and closed won revenue.

Requirements

3-5 years of channel sales, partnerships, or channel business development experience within cybersecurity
Proven track record of building and scaling partner programs that drive measurable revenue impact
Strong understanding of B2B sales cycles and experience working closely with direct sales teams
Experience working with channel partners such as VARs, MSSPs, hyper-scaler marketplaces, or Global Systems Integrators
Highly organized and proactive, with the ability to manage multiple partner relationships effectively
Comfortable operating in ambiguity and excited to build programs and processes from scratch
Strong communicator who can influence both external partners and internal stakeholders

Nice To Haves

Experience building a channel program from zero or early stage
Familiarity with application security, developer tooling, or infrastructure markets
Experience with partner ecosystems in the cybersecurity space (VARs, MSSPs, GSIs)

Responsibilities

Identify, recruit, and onboard strategic partners including VARs, MSSPs, hyperscaler marketplace partners, and Global Systems Integrators
Build and manage strong partner relationships, enabling them to effectively position and sell depthfirst's platform
Drive pipeline and revenue through partners, working closely with AEs on co-selling motions and deal execution
Develop partner enablement programs, including training, certifications, and go-to-market strategies
Lead negotiations of partner agreements and commercial frameworks, balancing revenue growth, partner incentives, and long-term strategic alignment
Collaborate cross-functionally with Marketing on joint campaigns and with Product on partner feedback and integrations
Lead Partner enablement to educate the ecosystem from the top down while helping AEs develop strong relationships with Partners at the individual rep level
Track and analyze partner performance, pipeline, and key channel metrics (i.e. in Salesforce) to continuously optimize the program
Define and operationalize channel processes, deal registration partner portal, enablement, and incentives as we build from the ground up
Own the full lifecycle from partner identification through first closed deal and beyond in a fast-moving environment