Director Channel Partnership EMEA

Hyperproof; Madrid; Remote; EUR 90,000 - 130,000; Full time

Job summary

Qevlar AI is seeking an experienced Channel Partner Manager to drive the EMEA go-to-market through MSSPs, MDRs, GSIs and selective VARs/distributors. You will own the channel strategy, recruit and enable partners, and carry a partner-driven pipeline in a fast-growing cybersecurity AI company.

The role offers substantial ownership, cross-functional collaboration with RevOps, Legal and Finance, and a direct line to the CRO and CEO.

Qualifications

• 8+ years in channel/partner sales at a B2B cybersecurity vendor.
• Proven track record of hitting and exceeding a channel quota.
• Hands-on experience building or scaling a partner program in an early-stage company.
• Native-level English; French or German is a strong plus.

Responsibilities

• Own the EMEA channel strategy and execution across MSSPs, MDRs, GSIs and select VARs/distributors.
• Recruit, onboard and activate partners with joint business plans and clear KPIs.
• Carry and deliver on a partner-sourced and partner-influenced pipeline and revenue.
• Co-sell with Account Executives and Sales Engineers to close complex deals.
• Build the partner program from the ground up: tiers, commercials, MDF, portal, certification.
• Enable partner sales and technical teams with training and enablement content.
• Represent Qevlar in the field at QBRs, customer meetings and industry events.

Skills

Channel sales

Partnership sales

MSPs/MDRs/GSIs

English

French/German a plus

Ownership mindset

Job description

About Qevlar AI

Qevlar is a B2B SaaS scale-up on a mission to boost the productivity of cybersecurity teams with Artificial Intelligence. We build an AI platform that transitions Security Operations Centers from reactive to proactive units through autonomous security alert investigations.

In just three years, we have:

• Raised a total of $44m in Series A and seed rounds from EQT Ventures, Forgepoint Capital and Partech
• Deployed our solution with major enterprises such as Sodexo and GlobalConnect, and leading MSSPs like Orange Cyberdefense
• Expanded to the US market with a growing North American presence
• Ended 2025 with a strong multi-million dollar ARR and ambitious goals for 2026

We're now hiring our first dedicated Channel Partner Manager to turn existing MSSP traction into a structured, repeatable, revenue-generating channel program across EMEA.

This is a builder role. You will write the playbook: how we recruit partners, how we enable them, how we co-sell, how we compensate, how we measure. You will carry a number. And you will have a direct line to the CRO and the CEO.

What will you do

• Own the EMEA channel strategy and execution. Segment the ecosystem (MSSPs, MDRs, GSIs, and selectively VARs / distributors), prioritize where Qevlar wins, and build the tiered program that scales it.
• Recruit, onboard and activate new partners. From first conversation to first closed deal. Co-build joint business plans with clear KPIs and mutual commitments.
• Carry and deliver on a channel quota: partner-sourced and partner-influenced pipeline and revenue.
• Co-sell with our Account Executives and Sales Engineers. Bring partners into active enterprise deals, map stakeholders on both sides, and help close complex multi-party opportunities.
• Build the partner program from the ground up: tiers, commercials, deal registration, MDF, partner portal, certification paths. Partner with RevOps, Legal and Finance to formalize and scale it.
• Enable partner sales and technical teams. Train their AEs, SEs and SOC analysts on Qevlar's platform, value proposition and roadmap. Build and maintain a living enablement library alongside Product Marketing.
• Represent Qevlar in the field: partner QBRs, joint customer meetings, executive briefings, and key industry events (RSAC, FIC, Infosecurity Europe, it-sa, GISEC).
• Set and enforce clean rules of engagement between partners and our direct sales team to prevent channel conflict. Keep HubSpot hygiene watertight.

What you bring

• 8+ years in channel / partner sales at a B2B cybersecurity vendor, with a proven record of selling to or through MSSPs, MDR providers and/or GSIs.
• A track record of hitting and exceeding a channel quota. You don't just manage relationships: you source pipeline and close business.
• Hands-on experience building or scaling a partner program in an early-stage environment.
• Native-level English. French, or German, would be a strong plus.
• High ownership mindset: bias for action, comfortable with ambiguity, and genuinely excited about building.

We're seeking someone who thrives in a dynamic environment, balancing independence with collaboration, and who can bring clarity, focus, and structure.

Why join us

• Work on meaningful problems with real-world impact in cybersecurity
• A high-impact role in a small, international, fast-moving team where your contributions directly shape the company and its success
• Shape the future of a product already making noise in AI + security circles
• A company culture that values autonomy and creativity
• Opportunity for equity and early ownership
• We’re flexible on location, you can either work from home or join your colleagues in our beautiful office in Paris (WeWork 9th arrondissement).

If you’re excited about helping security teams adopt cutting-edge AI, we’d love to hear from you. Let’s build the future of cybersecurity together!

Hiring process

1. Intro call with Talent Acquisition
2. Deep-dive with the CRO
3. Channel strategy exercise + debrief with GTM leadership
4. Meet the founders
5. References + offer