Founding Channel Sales Engineer (AI Security)

Location: United States; hybrid or remote. Candidates must be based on the East Coast of the United States and able to travel to partner sites as needed.

Company

Builds a platform that helps enterprises govern AI agents safely, addressing agentic adoption, security, risk, and governance.

What you will do

• Own the primary technical relationships with VAR, GSI, and technology alliance partners.
• Design and manage partner technical certification, training, onboarding, and enablement programs.
• Create playbooks, discovery frameworks, hands-on labs, battle cards, competitive guides, architecture resources, demo videos, use-case guides, and ROI calculators.
• Support partner pipeline development through technical discovery calls, solution design sessions, product walkthroughs, and customer technical validation.
• Define partner assessment criteria, competency frameworks, performance metrics, and feedback loops.
• Collaborate with product, solutions engineering, post-sales, and marketing on partner narratives, product feedback, and go-to-market strategy.

Requirements

• 5–8 years of experience in a Channel Sales Engineer role at a SaaS or cybersecurity company.
• Technical fluency with AI-agent architectures, agent security, agent tooling, APIs, SaaS and cloud integrations, and cloud environments.
• Proven experience managing relationships with VARs, GSIs, and technology alliances.
• Experience diagnosing technical issues, coordinating engineering fixes, and independently delivering product walkthroughs and training.
• Based on the East Coast of the United States, with flexibility to travel to partner sites.
• Strong written and verbal communication, organization, documentation, account tracking, and follow-through skills.

Nice to have

• Experience at a high-growth Series A–B SaaS company or supporting security, AI/ML, or agentic-tooling customers.
• Active experience creating, deploying, and managing AI agents.
• Light scripting or coding ability, such as Python, and experience with API tools such as Postman.
• AWS, Azure, or equivalent cloud or security certifications.

Culture & Benefits

• Early-stage environment focused on building structure, testing ideas, learning, and iterating quickly.
• Emphasis on customer outcomes, direct communication, trust, and respectful challenge.
• Expected use of AI-agent tools such as Claude Cowork to improve daily workflows and reduce repetitive work.
• Opportunity to shape partner onboarding, support, growth programs, and future product direction.