Vanta is hiring a Director, Strategic Channel Sales (VARs) to lead our go-to-market strategy and team execution across the strategic reseller partner segment. In this foundational role, you will build and scale the business with major resellers in the security and compliance ecosystem, shaping Vanta's long-term reseller channel. Our mission is to help businesses earn and prove trust by making security continuous and verifiable.
What You'll Do
- Lead and grow a team of Strategic Channel Managers focused on revenue and pipeline generation through key VARs
- Define and execute the reseller strategy across North America, collaborating with EMEA and APJ leadership for global alignment
- Develop strong executive relationships across key VAR partners, acting as a strategic thought partner and escalation point
- Align cross-functionally with Sales, Solutions Engineering, Marketing, and Legal to support your team in driving performance
- Own top-line team goals for partner-sourced revenue, pipeline generation, and partner activation
- Partner with RevOps and Systems to ensure clear tracking, attribution, and operational scalability
- Provide coaching and support for team members, while driving accountability and execution consistency
- Play a key leadership role in shaping the future of Vanta’s channel program and go-to-market approach with strategic resellers
What We're Looking For
- 7–12 years of experience in channel sales, strategic partnerships, or business development
- At least 3+ years of direct team management experience
- Proven success working for or with large value-added resellers (e.g., CDW, SHI, Guidepoint, Optiv) in the security or compliance space
- Deep understanding of reseller sales cycles, incentive models, and co-sell motions
- Strong track record of building, managing, and developing high-performing channel teams
- Excellent cross-functional collaboration skills, especially with Sales, RevOps, Marketing, and Executive stakeholders
- Comfortable in a fast-moving, high-growth environment with a strong bias toward action
Team & Environment
You will lead a team of Strategic Channel Managers and play a leadership role within the Channel Partnerships organization. Vanta is a kind and talented team committed to hiring diverse talent and providing an inclusive work environment.
Benefits & Compensation
- Industry-competitive compensation with standard base pay ranges set by function, level, and country location
- 100% covered medical, dental, and vision benefits with dependents coverage
- 16 weeks fully-paid parental Leave for all new parents
- Health & wellness and remote workplace stipends
- Family planning benefits through Carrot Fertility
- 401(k) matching
- Flexible work hours and location
- Open PTO policy
- 11 paid holidays in the US
Work Mode
This is a remote position, open to candidates in SF, NYC, London, Dublin, or Sydney.
At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class.
