Channel Manager - Europe

About the company

The company is a mission driven security startup focused on helping organizations understand and mitigate risks from Internet scanning and exploitation. The company provides real-time, verifiable intelligence on all actors scanning the Internet and how some of them are attempting to exploit vulnerabilities on assets connected to corporate networks. The intelligence is highly trusted because it’s generated from a global fleet of thousands of purpose built sensors observing the Internet. Advanced data science techniques and AI are used to process millions of observed events into real-time intelligence for customers.

The company Global Observation Grid observes and analyzes unique threat data at-scale that no one else can. The company provides the most actionable threat intelligence against perimeter threats, so that no attack works twice.

All US based positions are fully remote within the US, with optional office attendance at our DC area headquarters, unless otherwise specified. Applicants must have US work authorization.

Please see the specific job description for all international position locations.

The Role

The company is looking for an experienced Channel Manager to develop our partner business across Europe.

You'll build a focused network of cybersecurity partners, help their teams succeed with the company and turn joint plans into qualified opportunities and revenue.

This is a hands-on role for someone who enjoys developing partner relationships, creating new routes to market and working closely with a regional sales team to win customers.

You will be based in Europe, communicate confidently in English and be comfortable traveling across Europe as required.

What You Will Do

You'll own the development of the company's channel business across Europe, working from a European base.

You will be expected to

• Build and execute an European channel strategy aligned with our regional sales priorities.

• Recruit and activate cybersecurity resellers, MSSPs/MDR providers and distributors where they add value.

• Develop existing partners and identify gaps in priority markets.

• Build joint business plans with strategic partners, with clear goals and practical actions.

• Map target accounts with partner teams and the company Regional Sales Managers.

• Enable partner sellers to identify customer needs, position the company and develop qualified opportunities.

• Work with Sales Engineering to support partner technical training, workshops and evaluations.

• Create a partner-sourced pipeline through joint prospecting, campaigns, events and customer engagement.

• Co-sell alongside our sales team and partners to progress complex Enterprise and Government opportunities.

• Help partners navigate commercial processes and coordinate effective collaboration throughout the sales cycle.

• Run regular partner reviews, track results and focus investment where it creates commercial value.

• Represent the company at partner meetings and cybersecurity events across Europe.

What You Will Bring

We're interested in people who have successfully grown a cybersecurity channel business and can show how their partner work created pipeline and revenue.

We're looking for experience in

• Building and managing partner relationships across multiple European markets.

• Recruiting, onboarding and activating relevant cybersecurity partners.

• Delivering against channel revenue and pipeline targets.

• Creating joint business plans and turning them into opportunities.

• Working with direct sales teams and Sales Engineers on enterprise deals.

• Engaging partner executives, sales teams and technical specialists.

• Running partner enablement and joint demand-generation activities.

• Managing channel conflict and navigating commercial negotiations.

• Forecasting accurately and maintaining clear partner opportunity attribution.

Nice To Haves

• Experience in Threat Intelligence, Security Operations, Vulnerability Management, Attack Surface Management, EDR/XDR, MDR/MSSP or cybersecurity data platforms would be particularly relevant.

• Relationships with partners serving Enterprise and Government customers across Europe would be valuable, as would experience in other markets and additional regional languages.

Benefits

💵 Equity in a Growing Startup. Every employee has the opportunity to share in the company's success through equity.

👩‍⚕️ Health & Wellness Benefits. US employees receive 100% company-covered health, dental, vision, and life insurance. Benefits for international employees vary by country and local requirements.

6️⃣ Retirement Benefits. US employees receive a competitive 6% employer 401(k) match, 100% fully vested from day one. International employees receive applicable statutory pension benefits in accordance with local regulations.

🏖 Flexible Paid Time Off. We believe taking time away from work is essential to staying healthy and doing your best work. We take this very seriously and even include scheduled all-company shutdowns throughout the year. Employees also receive any additional leave required by local laws.

🌎 Remote-First, Globally Connected. Headquartered in the Washington, DC area, the company is a distributed team working remotely across the US and Europe. We value flexibility, trust, and meaningful connections, no matter where you work.

💻 Equipment Budget. Every new employee receives the company Apple Mac laptop and a $500 stipend (or local currency equivalent) for equipment and accessories to create a comfortable and productive workspace.

👼 Paid Parental Leave. Growing your family is a big milestone, and we're here to support you. We offer four months of paid parental leave for birth or adoption, plus up to two additional months of optional unpaid leave, coordinated with applicable statutory leave entitlements and local requirements.

📚 Learning & Development Budget. Every employee receives $1,500 annually (or local currency equivalent) to invest in professional development. Use it for courses, books, conferences, certifications, and other learning opportunities related to your role.

🌴 Team Connection & Company Offsites. We bring our distributed team together through multiple company and team offsites, virtual events, and local meetups to build relationships and stay connected beyond our day-to-day work.

Benefits and eligibility may vary based on country of employment, local regulations, and applicable employment arrangements.

The company Culture

The hallmark of any great company is a palpable and viscous culture. The most important pillars of our culture are:

• Be transparent, honest, and objective. This is what it means to be “clinical”

• Empathize with customers, partners, and each other

• Learn from mistakes and share the knowledge

• The way feedback is delivered to one another matters as much as the feedback itself

• Good work-life balance is the key to sustained productivity

• The measure of a team member’s effectiveness is how well the rest of the team operates in their unexpected absence

• No such thing as a million dollar idea, only million dollar execution

• Out-innovate our previous selves

Check out our (work-in-progress)  longform culture document.

Explainability

Any security product that is a “black box” that asks you to blindly trust it should raise red flags - we believe the same is true of your place of work. We obviously think the company is doing something unique, but don’t take our word for it - ask any of our 150+ enterprise customers, investors ,  thousands of happy users , or  dozens of journalists  who have cited the company over the past few years.

Why You Should Work at the company

• You enjoy identifying and solving hard problems

• You are comfortable taking an idea from concept to customer

• You are open to both explaining your stance and questioning others in a clinical, open-minded, and respectful manner

• You want to directly impact users

• You want to grow beyond your current skill set

Apply for the job

Do you want to join our team? Then we'd love to hear about you!