Founding Channel Lead

Job description

Founding Channel Lead (New York) WHY WE'RE HIRING Tracebit is helping some of the world's best security teams at Snyk, Docker, Riot Games and many more to 'assume breach' at scale. Tracebit detects intrusions in cloud environments using canaries - decoy assets deployed to deceive attackers. We're at a massive inflection point and there has never been a more exciting time to join us: - We have just raised a $20m Series A https://tracebit.com/blog/series-a, led by FirstMark and joined by Accel, MMC Ventures, Tapestry VC and CCL. - We 5x’d ARR last year and have grown from 5 people to 26 in 18 months. - We are one of the most exciting startups to be part of in cyber, have seen some great feedback from the market and are ready for explosive growth. - Regularly featured on top startup lists from industry veterans... Creandum's Euro Seed top 50 list https://euroseed50.com/, Notion's Cloud Top 100 https://cdn.prod.website-files.com/613b85712c9672dcafb125ed/67ee997d510af7304efdaecc_NOTION_cloud_challengers_report_2025_V18.pdf, AlbionVC's NHI Breakdown https://albion.vc/spotlight/perspectives/a-new-era-of-secure-identity-management/, MMC's Proactive Security Analysis https://mmc.vc/research/proactive-security-bringing-the-attackers-perspective/, Accel's Euroscape Top Startups https://cdn.prod.website-files.com/6643a08d305ab77f8c7566b6/670f22a19ea69a94f9710c1a_16%20October%20-%20Accel%202024%20Euroscape.pdf, Sifted's 2025 London Startups To Watch https://sifted.eu/articles/london-based-startups-to-watch, etc. - We partner with companies like Docker https://tracebit.com/customer/docker, Synthesia https://tracebit.com/customer/synthesia, Zepz, Compass and Snyk. - Our research https://www.techradar.com/pro/security/google-gemini-security-flaw-could-have-let-anyone-access-systems-or-run-code has recently helped fix a P1 security flaw in Google's Gemini CLI. We have strong traction in the US (80% of our customer base and forward-looking business). We've done this with a small team based in London. We've hit product-market fit and it's time to accelerate our growth by building our US presence in New York. Channel is a genuine growth lever for us. We've closed partner-influenced deals with MSSPs and VARs, and we're seeing more demand come through that motion. But it's nascent, there's no program, no infrastructure, and no playbook. This is a ground-up opportunity. We're looking for a sharp, commercially-minded person to own this. You'll report directly to our CEO and work alongside our Director of Sales to turn early traction into a repeatable channel motion. WHO WE'RE LOOKING FOR We're open on background. If you've built a partner program before, great. If you're a strong commercial generalist who's excited to own something from scratch, that works too. What matters: - 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 by 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.