Head of Channel

UpGuard•San Francisco, CA

18h•Remote

About The Position

UpGuard’s mission is to make life easier for security teams. We build robust, practical solutions that help organisations identify, assess and remediate cyber risk across their attack surface, vendor ecosystem, workforce and trust relationships. Our cyber risk posture management platform combines security ratings, instant risk assessments, templated questionnaires, threat intelligence and agentic AI to give customers a clear, actionable view of their risk landscape. UpGuard is a high-growth cybersecurity platform ($75M Series C) scaling towards our next phase of growth. We have a high-performance direct sales motion and best-in-class metrics. Now, we are ready for a Head of Channel to architect and scale our global partner ecosystem.

Requirements

The General Manager Mindset: You thrive on the challenge of owning a business line end-to-end. You are a builder who wants the backing of a high-performance direct sales machine while you architect the channel from the ground up
Validate then Invest: You balance building systems that are scrappy enough for today with the robustness needed for our current scale
Systems-Minded: You think in terms of scale and repeatability. You build data-driven systems that produce consistent and predictable results
The Relational Connector: You are highly collaborative and build meaningful trust with both external partners and internal stakeholders
Exceptional Communicator: You possess the clarity and agility to jump from board-level strategy to assisting an AE with unblocking a specific account
High-Agency: You thrive with clear revenue goals and the autonomy to build the path to get there

Nice To Haves

Proven track record of building and scaling partner-sourced revenue in a B2B cybersecurity SaaS in the midmarket
Deep, hands-on experience with Cloud Marketplaces as a transactional and lead-gen tool
Strong experience andnetwork within the Cybersecurity landscape (VARs, MSSPs, and Distributors)
Experience designing programs that scale into international markets

Responsibilities

Build the Program from Zero: Design the tiers, the "Rules of Engagement" (ROE) for our direct team, and the legal/financial frameworks that make UpGuard partner-ready
Build Marketplaces into a Strategic Lever: You will own the strategy and execution of our Cloud Marketplace presence (GCP/AWS/Azure). You’ll lead the end-to-end execution of Private Offers to tap into committed cloud spend and accelerate enterprise procurement
Source the Pipeline: Recruit and enable a curated network of VARs and MSSPs. You are responsible for driving partner-originated leads that move the needle on our ARR
Systems Architecture: Partner with RevOps to stand up the first versions of deal registration, attribution, and reporting. You’ll ensure the channel is integrated into our data-driven sales culture
Be the Primary Operator: This is an IC-to-Leader role. You’ll personally onboard the first wave of partners and prove the sourced-revenue model before scaling the global function

Benefits

Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being
WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard
$1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance
Annual leave: PTO plus two additional UpGuardian leave days to give you time to recharge your batteries.
18 weeks paid Parental Leave: Irrespective of parenting role
Personal Leave Allowance: This includes sick & carer’s leave
Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance
Top-spec hardware: All team members will be provided with top-spec laptops for their role
Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work
Health Insurance: Health, dental, and vision insurance
Stock options