Founding Channel Lead

Tracebit • New York, NY

22h • Onsite

About The Position

Tracebit is a company that helps security teams detect intrusions in cloud environments using decoy assets called canaries. They have recently raised a $20m Series A, 5x'd ARR last year, and grown from 5 to 26 people in 18 months. The company has strong traction in the US (80% of customer base) and is looking to accelerate growth by building its US presence in New York. Channel partnerships are identified as a genuine growth lever, with early partner-influenced deals, but currently lack a formal program, infrastructure, or playbook. This role is a ground-up opportunity for a commercially-minded individual to build and own the channel strategy, reporting directly to the CEO.

Requirements

• Commercially sharp, strategic thinker who can design joint GTM motions and translate value into business outcomes.
• Ability to create a playbook that is right for Tracebit, digging into what's working, experimenting with new motions, and building a partnerships strategy that fits the product and buyer.
• Credible with technical buyers, comfortable in conversations with security professionals and MSSPs, and able to learn the product quickly and represent it credibly.
• Organized and data-driven, capable of tracking pipeline, partner performance, and deal attribution rigorously.
• Possesses good judgment and high standards, representing Tracebit's brand to partners externally with seriousness.

Nice To Haves

• Experience building a partner program before.

Responsibilities

• Design a partnership strategy for Tracebit, exploring partner types and motions that drive revenue and building the program around those learnings.
• Drive partner-sourced and partner-influenced pipeline by working with partners to build joint go-to-market plans, including co-sell motions, shared events, and enablement, and holding them accountable to outcomes.
• Operate as part of the sales team, running co-sell motions with Account Executives, collaborating with marketing for events and campaigns, and providing product feedback based on partner insights.
• Own Tracebit's presence at industry events like Black Hat and RSA, coordinating channel and partner activities to build the company's reputation within the partner community.
• Act as a market intelligence source, sharing insights about objections, competitor positioning, and buyer behavior directly with the founders and product team.
• Help shape the broader go-to-market strategy by feeding learnings from partners directly into decisions about growth, positioning, and investment.

Benefits

• Flexible on a day to day basis for personal needs (e.g., leaving early for a holiday, staying home for a builder, working remote for a few days to visit family).
• Flexibility in return for picking up work outside of regular hours.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed