Head of Channel Partnerships

Nebulock; Boston (MA); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Career growth

Equity options

Comprehensive benefits

Travel opportunities

Job summary

Nebulock in Boston is seeking a Channel Leader to build and scale the channel partner program as the exclusive go-to-market motion. You will define ideal partners, spearhead regional recruitment, and design the deal registration and enablement motions from scratch.

You will work with Solutions Engineering, Revenue Operations, and Product/Engineering to ensure partner and customer feedback shapes the roadmap in real time.

Qualifications

• 8-10+ years building and scaling channel partner programs at high-growth companies in cybersecurity or infrastructure tech.
• Proven track record founding or standing up a channel program from scratch.
• Experience in channel-first or channel-only go-to-market models is preferred.
• Strong relationships with regional VARs, MSSPs, or strategic alliance partners.

Responsibilities

• Design, launch, and own Nebulock's channel partner program as the exclusive GTM motion.
• Identify, recruit, and manage regional channel partners (VARs, MSSPs, strategic alliances).
• Develop partner enablement materials, deal registration processes, and joint GTM motions.
• Be the primary relationship owner for regional partners, driving joint pipeline and revenue growth through the channel.
• Collaborate with Solutions Engineering, Revenue Operations, and Product/Engineering to align feedback to the roadmap.
• Represent Nebulock at regionals events and partner conferences to grow brand and relationships.

Skills

Channel leadership

Partner relationships

Go-to-market

Stakeholder mgmt

Job description

About Us

Nebulock builds hunt-first, behavior-first security operations. Enterprise security teams use us to find attackers already inside their environment by spotting behavior that's abnormal for that organization, rather than by matching signatures of attacks someone has already seen. Attackers rotate tooling constantly and it costs them almost nothing; changing how they behave is much harder.

Series A, $34M total raised led by FirstMark, with Bain Capital Ventures, Decibel, Zetta, Step Function, and In-Q-Tel. Founding team out of CrowdStrike, Palo Alto Networks, and Arctic Wolf.

The platform is a closed loop:

• A per-customer behavioral system of record that learns what normal looks like in a specific environment and gets more useful the longer it runs
• Detections built from that context, re-baselining as environments shift, maintained by a detection engineering team rather than shipped and forgotten
• Autonomous hunting agents that work from a hypothesis instead of an alert, and write the detection when they establish root cause
• Detection engineering agents that take the context of threat hunts run to build, test, validate and deploy behavioral detections for Nebulock customers.

Position Overview

Nebulock is looking for a highly driven, entrepreneurial Channel Leader to build our channel partner program as we go to market exclusively through partners. This isn't a channel program bolted onto a direct sales motion; it is the motion. As our founding Channel Leader, you won't be competing with an internal sales team for deals, credit, or resources - you'll be building the single engine that drives Nebulock's revenue.

You'll define who our ideal partners are, spearhead relationships region by region, design the deal registration and enablement motions from scratch, and create the operating model that channel reps and partners will run on for years to come.

You won't build it alone. You'll have direct support from Solutions Engineering for technical validation and partner enablement, Revenue Operations for deal registration, reporting, and program infrastructure, and Product and Engineering leadership to ensure partner and customer feedback shapes the roadmap in real time. This is a company-wide commitment to channel, not a single function figuring it out in isolation.

This is a rare opportunity to shape not just a program, but a discipline from its earliest days. The Channel Leader will work hand-in-hand with Leadership to determine how channel strategy evolves, and will have direct influence over how quickly - and how well - Nebulock scales. If you've ever wanted to build a channel program exactly the way you think it should be built, with real cross-functional resourcing behind you, this is that role.

Expected Impact

• Design, launch, and own Nebulock's channel partner program from the ground up - structure, strategy, tiers, incentives, and operating cadence, as the exclusive go-to-market motion for the company
• Identify and recruit regional channel partners - VARs, MSSPs, and strategic alliances - and build deep, trust-based relationships with them directly
• Develop partner enablement materials, deal registration processes, and joint go-to-market motions that make it easy for partners to sell and win with Nebulock
• Serve as the primary relationship owner for regional partners, driving joint pipeline generation, co-selling, and revenue growth through the channel
• Partner closely with Solutions Engineering to ensure partners have the technical support and enablement needed to confidently position and sell Nebulock
• Work with Revenue Operations to build and refine deal registration, partner reporting, and program infrastructure that scales as the partner base grows
• Collaborate with Product and Engineering leadership to funnel partner and market feedback directly into the roadmap
• Represent Nebulock at regional industry events, partner conferences, and field functions to build the brand and relationships that anchor the program
• Report on program performance to Leadership, directly shaping the company's channel strategy and overall trajectory

Qualifications

• 8-10+ years of experience building and scaling channel partner programs at high-growth companies, ideally within cybersecurity or infrastructure technology
• Demonstrated success founding or standing up a channel program from scratch, not just managing an existing one
• Experience operating in or building a channel-only or channel-first go-to-market model strongly preferred
• Strong existing relationships with regional VARs, MSSPs, or strategic alliance partners
• Track record of driving measurable pipeline and revenue growth through channel partnerships
• Comfortable operating without a playbook - you're energized by building structure and process where none currently exists
• Strong executive presence with the ability to build trust with partner leadership and internal stakeholders alike
• Highly motivated, resourceful, and driven by ownership of a program's success from day one
• Team-first mentality with a low-ego, collaborative approach to building a company

Nice to Haves

• Cybersecurity industry experience
• Startup or early-stage company experience
• Experience selling emerging technologies or security operations solutions

What We Offer

• A dynamic startup environment with opportunities for rapid career growth
• A collaborative culture that values innovation and creativity
• Competitive salary and meaningful equity options
• Comprehensive benefits package, including 401(k)
• Opportunities to travel for conferences, workshops, customer meetings, and team-building events