VP of Channel

Job description

ABOUT THE ROLE Starbridge is building the modern public sector VAR. We're an AI-native go-to-market intelligence company selling into SLED, and we believe the structure and process today is slow, technically dated, and culturally stuck. We see an opportunity to build the version that works, and we’re seeking someone to lead that initiative. The VP of Channel will own Starbridge's end-to-end channel motion. That includes getting us authorized onto the cooperative vehicles public sector buyers actually use, building and managing the inside sales and contract negotiation function, and developing vendor partnerships that drive real co-selling. This is a builder seat with direct P&L ownership. You will not be stepping into a running machine. What you'll own: - Building and managing the inside sales and contract negotiation team, scaling from a founding crew to 10-30+ people. - Opening and deepening vendor partnerships at the SVP/CRO level across the SLED software ecosystem (Crowdstrike, Splunk, Tanium, Palo Alto, OpenGov, Tyler Technologies, and others). - Developing and executing the strategic point of view on how a tech-forward VAR disrupts the incumbent model. - Authorization onto the cooperative vehicles that matter: TIPS, Sourcewell, OMNIA, NASPO ValuePoint, GSA Schedule 70, Texas DIR, California CMAS, and the state vehicles relevant to our customer base. - Direct P&L ownership for the channel business. QUALIFICATIONS - 12-15+ years of operational leadership inside a real VAR. Vendor-side channel partner roles, government services consulting, and buyer-side procurement experience do not qualify. - Direct P&L responsibility for $100M+ in GMV at a vertical or business unit level. - Personally negotiated authorization onto multiple cooperative vehicles. - Built and managed inside sales and contract negotiation teams of 10-30+ people. - Vendor relationships at the SVP/CRO level across the SLED software ecosystem. - A clear, specific point of view on what the incumbents do badly and how a tech-forward VAR can disrupt them. We are not interested in candidates who would recreate the incumbent model. INTERVIEW PROCESS We move fast — really fast. Getting back to someone today beats tomorrow, and our interview process reflects that mindset. Please keep us posted on your timeline so we can move quickly and speed things up where needed. All interviews are conducted via Google Meet. HOW WE WORK - Build Bridges to Help Customers Win - We pride ourselves on being obsessively customer-centric. - Shooting Star Speed - We move with extreme speed. We value momentum, decisiveness, and the ability to accelerate when it matters. - Fun Is a Feature - Fun is a Feature means we intentionally design Starbridge to be an energizing place to do hard work. Joy, humor, and camaraderie make great teams faster, sharper, and more resilient. - In the Arena - We believe the best ideas come from living close to the work, feeling the friction, hearing the nuance, and experiencing the details firsthand. BENEFITS INCLUDE: - Competitive salary + early-stage equity - Comprehensive medical, dental, and vision insurance - Unlimited PTO - Regular offsites (NYC + global locations)