Channel Partner Sales Manager

A little about us

incident.io is the leading AI incident response platform, relied on by some of the best engineering teams in the world when things go wrong.

Since launching in 2021, weve helped over 2,000 companies, including OpenAI, Netflix, and Airbnb, run more than 1 million incidents.

The stakes are real, the talent is insane, and somehow its a genuinely lovely place to work. We all pull our weight, go the extra mile, and put in the bit of magic most companies dont have time for, all while having fun and never taking ourselves too seriously.

Weve raised $96 million from Index Ventures, Insight Partners, and Point Nine, and were growing fast. Theres never been a better time to join.

The role in one line

Eighteen months ago we had one channel partner and practically no partner-sourced revenue. Today its a dozen partners and a substantial revenue line, and this is the person who takes the biggest of those relationships national.

What that looks like day to day

Youll own our most significant North American reseller and systems integrator partnerships end to end. Roughly 60% of your time goes on the partners we already have - the large resellers where weve closed the first deals and now need someone to make it a repeatable, national motion rather than a handful of good conversations. The other 40% is finding the next ones. Weve gone from one partner to around twelve across the US and EMEA, and we want six more before the year is out.

The thing that makes this sellable is that we fill a genuine hole in partner portfolios. Every reseller has observability. Every reseller has security. Almost none of them have an answer to "somethings broken, who do we tell and how do we fix it." That means a partner who picks us up isnt competing with a hundred others selling the same thing - and your job is to make that argument land with partner sellers who hear ten vendor pitches a week.

In practice that looks like the pattern we know works: close a deal with one team inside a partner, then immediately use it to get in front of the next vertical. Enablement sessions stood up within weeks, not quarters. A consistent drumbeat of meetings with partner sales teams so we stay top of their list. And a lot of time on-site - this is a national role, and youll travel for it.

Underneath the relationships, youll help build the machinery: partner tiers, deal registration, incentives, MDF, certification paths. Youll own partner-sourced and partner-influenced pipeline targets, and youll be in front of senior leadership regularly with an honest read on which partnerships are earning their keep.

Internally youll work directly with our Head of Channels and Alliances and our CRO, and pull constantly on Sales, Customer Success, Marketing, Product, and Legal. One thing worth knowing: our sales team is comp-neutral on partner deals with a spiff on top, and partner training is rolling out across the full US and EMEA teams. You wont spend your life fighting channel conflict internally - the incentives already point the right way.

There is no established playbook here. Youre writing it.

Who you are

• Youve built a career in channel or partner sales at enterprise SaaS companies - cloud, security, AI, data infrastructure, BI - and you can point to the revenue that came out of it.

• Youve taken a regional patch and grown it into a national one. You know what breaks when you scale a partner motion, because youve been the one fixing it.

• You already know people inside the big North American resellers - SHI, Trace3, and their peers. Warm doors are the difference between a fast start and a slow one.

• Youre entrepreneurial and you own your book. Nobody is going to hand you a playbook, a template, or a weekly checklist, and thats the part you like.

• You know how distribution works. VARs, GSIs, ISVs, resellers: you understand what motivates each of them and where the margin sits.

• Youve built the programs, not just worked inside someone elses - deal registration, incentives, tiers, enablement. You know which bits matter and which are theatre.

• Youre comfortable in front of CROs, CIOs, and partner execs, and you can hold your own without borrowing someone elses slides.

• Youll get on a plane. This role is on-site with partners regularly, and youre based on the West Coast, in New York, or in Texas.

• Managing people isnt required, but if youve done it, wed like to hear about it.

Supporting you

We work hard and we think life outside work matters just as much. Our benefits pack is built to support both.

• Market-leading private medical insurance. The proper kind, so youre never weighing up your health against a bill.

• Competitive PTO. Showing up at your best requires switching off, and we make sure you have time to do that.

• First Friday of every month off. Yes, seriously.

• Enhanced 401k. We put real money in, because future-you deserves better than an afterthought.

• Meaningful equity. Were rapidly scaling, and everyone who helps shape the outcome should share in it.

• Unlimited AI spend. For everyone, not just engineers. Were all-in on AI across the company, and we expect you to be too.

• Generous parental leave. The early days with a new baby matter more than anything were doing here, and we want you to be present for them.

• Two budgets that have your back. $1000 to invest in your setup, $500 a year to invest in yourself.