Founding Channel Lead

Tracebit; New York (NY); On-site; USD 90,000 - 120,000; Full time

Job summary

A tech company specializing in security is seeking a Founding Channel Lead based in New York. This role involves building the channel program, creating effective partnership strategies, and driving pipeline through collaboration with the sales team. The ideal candidate should have a strong commercial acumen, technical credibility, and a knack for data-driven decision making. Although the company values an office-based culture, there is flexibility for individual needs. This position offers the opportunity to shape the channel approach directly with the founding team.

Qualifications

• Experience designing partnership strategies in a tech environment.
• Strong ability to work with technical buyers and security professionals.
• Proven track record of driving pipeline and managing relationships.

Responsibilities

• Own and build the channel program.
• Create and implement partnership strategies for Tracebit.
• Collaborate with sales and marketing teams for joint GTM plans.
• Coordinate Tracebit's presence at industry events.
• Provide market intelligence to founders and product teams.
• Shape broader go-to-market strategies.

Skills

Commercial acumen

Strategic thinking

Technical credibility

Data-driven decision making

Good judgment

Job description

Founding Channel Lead (New York)

Who we’re looking for

• You're commercially sharp. You’re a strategic thinker who can design joint GTM motions and translate value into business outcomes.
• You’ll create a playbook that’s right for Tracebit. We’ve seen early traction from partners but haven’t built a formal program yet. You’ll dig into what’s working, experiment with new motions, and build a partnerships strategy that fits our product and buyer, not adhere to a playbook from your last company.
• You're credible with technical buyers. Comfortable in conversations with security professionals and MSSPs. You'll need to learn the product quickly and represent it credibly.
• You're organized and data-driven. You'll be tracking pipeline, partner performance, and deal attribution from day one. You need to be rigorous about what's working and honest when it isn't.
• You've got good judgment and high standards. Tracebit's brand matters. We're selling to elite security teams. You'll be representing us to partners externally, and we need someone who takes that seriously.

About the role

You’ll own everything channel. That means building the program, managing relationships, driving pipeline, and working across the team to make sure partners are set up to succeed. In practice:

• Design a partnership strategy for Tracebit. We have early traction with MSSPs and VARs, as well as with AWS, but no formal program. You’ll explore what partner types and motions actually drive revenue for a product like ours, and build the program around what you learn.
• Drive partner-sourced and partner-influenced pipeline. Work with partners to build joint GTM plans: co-sell motions, shared events, enablement. Hold them accountable to outcomes.
• Operate as part of the sales team. You'll run co-sell motions with AEs, loop in marketing for events and campaigns, and feed product with what partners are telling you.
• Own our presence at industry events. We attend Black Hat, RSA and other key security events. You'll help coordinate our channel and partner presence at these, building Tracebit's reputation with the partner community.
• Act as a market intelligence source. You'll share what you're learning about objections, competitor positioning, and buyer behaviour directly with the founders and product team.
• Help shape our broader go-to-market strategy. You’ll have direct access to the CEO and sales leadership. What you learn from partners will feed directly into how we think about growth, positioning, and where we invest.

There’s no existing program or playbook here. You’ll have real ownership over shaping what partnerships looks like at Tracebit, and the founder access to move quickly.

FAQs

Where is the office?

Union Square, Manhattan. You'll work closely with our London-based Product and Operations teams and our NYC GTM team.

Are you doing hybrid/remote?

Short answer: No, but flexible on a day to day basis. Long answer: We are set on building the company on a foundation of an office-based culture. We are a very early stage company and think that we'll build the best company at the fastest pace whilst also having a lot of fun by physically working together 5 days a week. On a case to case basis (e.g. leaving early for a holiday, staying home for a builder, working remote for a few days to visit family) we're very reasonable and flexible. We respect that this is not for everyone.

What are the working hours like?

We think 9am-6pm will bring a great cadence to work. As a Founding team member there will definitely be times you need to pick up work outside of these hours - we're keen to limit this where we can but also offer flexibility in return.

Can you sponsor visas?

We are not able to sponsor visas for this role.