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incident.io is the leading AI-powered incident response platform trusted by engineering teams at companies like OpenAI, Netflix, and Airbnb. The company has grown from one channel partner 18 months ago to a dozen partners generating substantial revenue, and is now seeking a Channel Partner Sales Manager to scale this motion nationally.
In this role, you'll own incident.io's most significant North American reseller and systems integrator partnerships end-to-end. Approximately 60% of your time will focus on existing large reseller relationships—taking initial deals and converting them into repeatable, national motions. The remaining 40% involves identifying and closing new partner relationships. The company aims to grow from 12 current partners to 18 by year-end.
The core value proposition is compelling: incident.io fills a genuine gap in partner portfolios. While every reseller offers observability and security solutions, almost none have a strong incident response offering. This means partners adopting incident.io aren't competing against dozens of similar vendors.
Day-to-day responsibilities include: closing deals with partner teams, using initial wins to access new verticals, standing up enablement sessions within weeks, maintaining consistent cadence with partner sales teams, and traveling regularly to partner sites. You'll also build partner infrastructure—tiers, deal registration, incentives, MDF, and certification paths—and own partner-sourced and partner-influenced pipeline targets. You'll report directly to the Head of Channels and Alliances and CRO, collaborating frequently with Sales, Customer Success, Marketing, Product, and Legal.
Internally, the sales team is incentivized to support channel deals (comp-neutral with spiffs), and partner training is rolling out across US and EMEA teams, minimizing channel conflict. There is no established playbook—you'll be writing it.
The ideal candidate has built a career in channel or partner sales at enterprise SaaS companies (cloud, security, AI, data infrastructure, BI) with proven revenue attribution. You've scaled regional partnerships into national motions, understand what breaks during scaling, and already have warm relationships with major North American resellers (SHI, Trace3, etc.). You're entrepreneurial, own your book, understand distribution mechanics (VARs, GSIs, ISVs, resellers), and have built partner programs from scratch. You're comfortable presenting to CROs, CIOs, and partner executives without relying on others' materials. You're willing to travel frequently and based in the West Coast, New York, or Texas. People management experience is a plus but not required.
