Head of Channel at UpGuard

San Diego, California, United States -

Full Time

Start Date

Immediate

Expiry Date

04 Jun, 26

Salary

0.0

Posted On

06 Mar, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Channel Management, Partner Ecosystem, Cloud Marketplaces, VAR Recruitment, MSSP Enablement, Deal Registration, Attribution Reporting, System Architecture, Program Design, Rules of Engagement, Legal Frameworks, Financial Frameworks, Pipeline Sourcing, Revenue Operations, Strategy Execution, B2B Cybersecurity SaaS

Industry

IT Services and IT Consulting

Description

Who are we? 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. Why are we hiring this role? 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. \n What will you do? 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 What will you bring? 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 What will give you an edge? 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 What's in it for you? 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 \n How we work UpGuard operates with clarity, transparency and a strong bias for action. We value ownership, direct communication and a no-nonsense approach to getting things done. While we are remote-first, we invest deliberately in bringing teams together to build trust and connection. Within our revenue leadership group, collaboration matters. We hold ourselves to high standards, operate with low ego, and care deeply about developing our people while delivering results #LI-SD1 UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work, apply now to find out why! As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. For applications to positions in the United States, please note, at this time we can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC. Before starting work with us, you will need to undertake a national police history check and reference checks. Also please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.

Responsibilities

This role involves architecting and scaling a global partner ecosystem from the ground up, which includes designing program tiers, rules of engagement, and legal/financial frameworks. The individual will also own the strategy for Cloud Marketplaces and be responsible for recruiting, enabling, and driving partner-originated revenue.