Sr. Manager, Channel Partners

Job description

WHY NOW 2026 has been a breakout year for Doppler. We’ve helped over 78,000 startups and enterprises manage their secrets at scale, and landed our first million-dollar customer. We've shipped some of our most exciting features yet, expanded our customer base, and sharpened our focus like never before. With a strong foundation in community, we're scaling and monetizing with ambitious goals across product, growth, sales, and hiring. The momentum is real and we’re just getting started. About Doppler Doppler's mission is to make it easy and secure for software developers of every experience level and teams of any size to manage their app configuration and secrets. But hasn't this been done? Developers tend to be either struggling with the manual management of .env files https://www.doppler.com/blog/the-triumph-and-tragedy-of-env-files, or wrestling with an overly complex secrets manager https://www.doppler.com/blog/doppler-vs-hashicorp-vault that's not built for software development. The rise of AI tooling has fundamentally expanded who and what has access to your secrets. The stakes have never been higher, and getting it wrong has real consequences. Doppler is the solution to fix this. Simple to adopt, easy to scale, and built for developers, by developers. Our team is entrepreneurial, with a bias for action. We never back down from a spirited debate and believe we are all responsible for exploring the hard questions. We value self-awareness and meaningful impact. We are open to unconventional approaches and have learned not to judge a book by its cover. Your time is your most valuable resource, so you set your hours. We use Slack to communicate and default to zero meetings. We aim to document everything. We also recommend you invest your time in 10% compounding time https://medium.com/accelerated-intelligence/why-successful-people-spend-10-hours-a-week-on-compound-time-79d64d8132a8. WHO WE ARE Doppler is a developer-first secrets management platform that enables engineers and security teams to securely store their secrets across any cloud infrastructure or deployment environment at scale. THE ROLE We’re looking for a highly strategic and hands-on channel partnerships leader to build and scale Doppler’s partner ecosystem. This is not a “head of partnerships” role focused only on top-level strategy. We need someone who can roll up their sleeves, stand up the program from the ground up, recruit the right partners, build repeatable motions, and help drive revenue through channel and services relationships. This person should bring strong existing relationships across the security, DevOps, cloud, infrastructure, and developer tooling ecosystem, especially with partners that influence secrets management, identity, cloud security, platform engineering, and developer workflows. The ideal candidate knows how to identify the right types of partners, structure partnerships that are commercially viable, and turn those relationships into sourced pipeline, implementation services, and long-term revenue. You will work cross-functionally with sales, solutions engineering, customer success, legal, marketing, and leadership to define partner strategy, recruit and onboard partners, build the partner program, and help partners successfully position and deliver Doppler. This role pays $190,000 - $210,000 OTE ABOUT THE TEAM Doppler’s GTM team is a small, high-impact group focused on helping customers modernize secrets management and adopt secure, scalable workflows across engineering and security teams. We work closely across solutions engineering, customer success, product, and leadership to drive revenue and support customer success. Our sales org operates with strong process discipline, MEDDPICC is formally trained and used in deal reviews, CRM hygiene is expected, and performance is closely tracked. The team is small enough that every individual’s contribution is visible and impactful, and we work with low ego while constantly improving how we engage with customers and partners. What you’ll do: - Build Doppler’s channel and services partner program from the ground up - Identify, recruit, and manage high-value reseller, referral, and implementation partners - Develop a clear partner strategy across security, DevOps, cloud, and developer tooling ecosystems - Build and operationalize the core components of the partner program, including partner tiers, incentives, enablement, rules of engagement, and joint go-to-market motions - Create a strong pipeline of partner opportunities that contribute to sourced and influenced revenue goals - Activate your existing network of VARs, SIs, consultancies, MSSPs, cloud partners, and relevant ecosystem players - Work with sales on partner-sourced and partner-influenced deals, including account mapping, co-sell motions, and deal support - Partner with legal and finance to help structure scalable commercial models for reseller, referral, and services partnerships - Build enablement materials and onboarding processes so partners can effectively position, sell, and support Doppler - Collaborate with solutions engineering and customer success to define how services partners can support implementation, migration, and rollout - Track partner performance and build a disciplined operating cadence around pipeline, activity, enablement, and revenue contribution - Help represent Doppler in the market with partners, including strategic meetings, events, and ecosystem networking What we’re looking for: - 5+ years of experience in channel, partnerships, alliances, or ecosystem roles in B2B SaaS, infrastructure, security, DevOps, cloud, or developer tooling - Strong existing relationships in the ecosystem, especially with partners relevant to security, DevOps, platform engineering, cloud infrastructure, and developer tools - Experience building or significantly scaling a partner or channel program, ideally in an earlier-stage or high-growth company - Experience working with reseller, referral, and implementation/service partner models - Strong understanding of how partner motions drive pipeline, revenue, services adoption, and customer expansion - Ability to independently build structure where little exists today - Experience working cross-functionally with sales, solutions engineering, legal, finance, and marketing - Strong commercial instincts and comfort navigating partner economics, incentives, and deal structure - Ability to evaluate which partners are strategic versus distracting - Excellent communication skills and ability to build trust internally and externally - Comfort operating as an individual contributor who owns outcomes and execution Bonus: - Experience in secrets management, identity, DevSecOps, cloud security, infrastructure tooling, or developer tooling - Experience working with enterprise resellers, systems integrators, cloud consultancies, and implementation partners - Familiarity with enterprise procurement and complex technical sales cycles - Experience building a partner program at a startup or Series A/B company - Experience with partners like SHI, CDW, WWT, Presidio, Insight, GuidePoint Security, Optiv, or regional/cloud-native consultancies - Familiarity with AWS, Kubernetes, CI/CD, IAM, secrets management, and broader developer infrastructure workflows BENEFITS - Equity at an early-stage, fast-growing startup - Premium health insurance (medical, dental, vision) - Guilt Free Unlimited PTO - 3-week minimum strongly encouraged! - Upward Mobility - Learning and Development Stipend - Wealth Advisor - 401k - Pregnancy & Family Leave - Fertility & Adoption Benefits - Equal Compensation (regardless of gender or race) For a full list of our benefits check our Perks Notion Page https://dopplerteam.notion.site/Perks-15eb027f917d4b3bac69d0186115d7de. CLOSING We've built a great product our customers love. Our churn is low, and active usage continues to rise. We just need to amplify our reach to educate the market that secrets management can be fast, secure, and affordable for teams and organizations of any size. And most importantly, we need to continue encouraging Developers to stop adhering to archaic insecure standards such as manually managing .env file formats. Are you passionate about developer-focused products and ready to join an amazing team? Then we want to hear from you! A final note - we highly encourage you to apply for this role, even if you don't feel entirely qualified, or entirely sure. You never know!