Head of Channel Sales

Coram AI; Sunnyvale (CA); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Competitive compensation

Employer-paid medical, dental, vision,

Job summary

Coram AI is reimagining video security with a cloud-native AI platform. We seek a Head of Channel Sales to own the go-to-market strategy for our channel ecosystem and scale partnerships with resellers, VARs, and MSPs.

You will report to the Chief Sales Officer and CEO, shaping the program and driving revenue. You will recruit and enable partners, formalize incentive structures, and build robust pipeline forecasting while collaborating with direct sales, marketing, and product to ensure ICP

Qualifications

• 6+ years in channel sales, partnerships, or alliances (infancy to scalable program).
• Experience building and scaling early-stage channel programs.

Responsibilities

• Assess the existing channel foundation and build a scalable program.
• Recruit, qualify, and onboard partners across reseller/VAR and MSP channels.
• Formalize the partner program with tiering, margins, and MDF funds.
• Own revenue targets and build pipeline reporting and forecasting.
• Lead channel enablement: training, certification, and co-selling playbooks.
• Collaborate cross-functionally with direct sales, marketing, and product.

Job description

At Coram AI, we’re reimagining video security for the modern world. Our cloud-native platform uses computer vision and AI to help businesses stay safe, make smarter decisions, and move faster; from real-time alerts to seamless clip sharing and multi-site visibility.

You’ll be joining an ambitious, fast-moving team that values clarity, craftsmanship, and impact. Every person here has a voice, ships meaningful work, and helps shape how AI can make the world safer and more connected.

The role:

Coram is hiring a Head of Chanel Sales to take ownership of our channel go-to-market. A foundation already exists, early relationships with resellers, VARs, and security installers/MSPs, but it is in its infancy and needs the rigor, experience, and process to scale into a real revenue engine. You\'ll assess what\'s in place, professionalize the program, and build it out into a durable channel motion across reseller/VAR and installer/MSP partnerships, reporting jointly to the Chief Sales Officer and CEO with direct visibility to the executive team.

Responsibilities:

• Assess the existing channel foundation and build the strategy, structure, and process to mature it into a scalable program

• Bring rigor to partner recruitment, qualification, and onboarding across reseller/VAR and security installer/MSP channels

• Formalize the partner program: tiering, margin and incentive structures, deal registration, and MDF (market development funds)

• Own channel-sourced and channel-influenced revenue targets, and build the pipeline reporting and forecasting to track them

• Build partner enablement: sales and technical training, certification, and co-selling playbooks

• Partner cross-functionally with direct sales, marketing, and product to avoid channel conflict and align on ICP

• Represent Coram at industry trade shows and events to build the partner pipeline

• Put in place the systems needed to scale the program (partner portal, CRM tracking, deal registration workflow)

• Hire and lead a channel team as the program matures

Skills and qualifications:

• 6+ years in channel sales, partnerships, or alliances, ideally in physical security, low-voltage, security integration, or adjacent B2B hardware/SaaS (at least 2+ years in channel leadership)

• A proven track record of taking an early-stage or informal channel program and bringing the rigor and process to scale it, not just running a mature one

• Existing relationships with security installers, systems integrators, and/or MSPs strongly preferred

• Experience structuring and negotiating partner agreements, incentive programs, and deal registration

• Experience selling into both SLED (state, local, education) and corporate/enterprise verticals

• Strong executive presence and cross-functional leadership; comfortable operating with significant ambiguity

• Ability to travel regularly for partner and industry events

• Proven track record of above-target performance

• Resilient in challenging and fast-paced environments

• Exceptional written and verbal communication skills in English, with the ability to influence at all levels

What we offer:

• Competitive compensation package

• 100% Employer-paid medical, dental, vision, and base life insurance

• Flexible paid time off and 10 paid holidays

• 401(k) with both Traditional and Roth options

• Early-stage equity in a rapidly growing company

• Referral bonuses

• The latest Apple products and unlimited tech stack (Claude Cowork, Perplexity Computer, Nooks, Clay, Instantly, etc.)

We\'re on a mission to transform a $50B+ legacy industry by bringing the power of cutting-edge multimodal LLMs and computer vision to real-world security and operations. From firearm detection to intelligent access control, our AI-native platform turns every camera and sensor into a smart system that enhances safety, efficiency, and awareness.

Founded by Ashesh Jain (ex-Lyft Level 5, PhD Cornell) and Peter Ondruska (ex-Lyft, PhD Oxford), Coram AI is backed by Ansa Capital, Battery Ventures, Mosaic, 8VC and Up Partners, have raised over $65M, and were named to the CB Insights AI 100 as one of the most promising AI companies in the world. If you\'re excited to work on mission-critical AI that makes an impact in the real world, we’d love to meet you.