Head of Channel Sales

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's 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.