Channel Partnerships Lead

About depthfirst

We believe that software is the foundation of modern civilization. Yet vulnerabilities threaten its integrity, security, and resilience. We are on a mission to secure the world's software.

depthfirst is building intelligence to detect and remediate critical software vulnerabilities. We are training and scaling security AI agents to discover zero-day vulnerabilities across large customer codebases and popular open source software.

Our founding team brings deep expertise in data, infrastructure, security and AI, with leaders from DeepMind, Databricks, Square, and Faire. We're looking for thoughtful, driven people excited to work at the intersection of AI, Security, and Infrastructure.

About This Role

We're looking for a Channel Partnerships Lead to help us build and scale a high-impact partner ecosystem during one of the most exciting phases of depthfirst's growth. This is a San Francisco-based, in-office role reporting to the CRO, working closely with our Sales team, Revenue Operations, and Marketing.

depthfirst has built strong early traction with key cybersecurity VARs, and we are looking for someone to come in and push those initial partnerships further, turning them into a robust ecosystem of partners that drives meaningful pipeline generation for the business.

Additionally, this person will evaluate the highest value channel ecosystem opportunities for us to go after including MSSP, hyperscaler marketplaces, GSIs, and potential product integration partnerships. This is a role for someone who is entrepreneurial, moves quickly, and thrives on building relationships while driving revenue through partners and is excited about helping build a partner program from the ground up. The compensation structure is focused on creating partner-generated pipeline and closed won revenue.

You're Excited About This Role Because You Will...

• Identify, recruit, and onboard strategic partners including VARs, MSSPs, hyperscaler marketplace partners, and Global Systems Integrators

• Build and manage strong partner relationships, enabling them to effectively position and sell depthfirst's platform

• Drive pipeline and revenue through partners, working closely with AEs on co-selling motions and deal execution

• Develop partner enablement programs, including training, certifications, and go-to-market strategies

• Lead negotiations of partner agreements and commercial frameworks, balancing revenue growth, partner incentives, and long-term strategic alignment

• Collaborate cross-functionally with Marketing on joint campaigns and with Product on partner feedback and integrations

• Lead Partner enablement to educate the ecosystem from the top down while helping AEs develop strong relationships with Partners at the individual rep level

• Track and analyze partner performance, pipeline, and key channel metrics (i.e. in Salesforce) to continuously optimize the program

• Define and operationalize channel processes, deal registration partner portal, enablement, and incentives as we build from the ground up

• Own the full lifecycle from partner identification through first closed deal and beyond in a fast-moving environment

Qualifications

• 3-5 years of channel sales, partnerships, or channel business development experience within cybersecurity

• Proven track record of building and scaling partner programs that drive measurable revenue impact

• Strong understanding of B2B sales cycles and experience working closely with direct sales teams

• Experience working with channel partners such as VARs, MSSPs, hyperscaler marketplaces, or Global Systems Integrators

• Highly organized and proactive, with the ability to manage multiple partner relationships effectively

• Comfortable operating in ambiguity and excited to build programs and processes from scratch

• Strong communicator who can influence both external partners and internal stakeholders

Bonus Points For

• Experience building a channel program from zero or early stage

• Familiarity with application security, developer tooling, or infrastructure markets

• Experience with partner ecosystems in the cybersecurity space (VARs, MSSPs, GSIs)

What We Offer

• Competitive salary with meaningful equity

• Compensation structure oriented around partner-generated pipeline and revenue

• Health, vision, and dental insurance

• Office lunch and dinner (SF office)

• Travel expectations of 25-50% for partner events, QBRs, and conferences

depthfirst is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.

To all recruitment agencies: depthfirst does not accept agency resumes. Please do not forward resumes to depthfirst employees. depthfirst is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company.