Director, Strategic Channel Sales (VARs)

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. 

As the Director, Strategic Channel Sales (VARs) at Vanta, you will lead our go-to-market strategy and team execution across this critical partner segment. This is a high-impact leadership role within our Channel Partnerships organization, focused on building and scaling our business with major resellers in the security and compliance ecosystem.

You’ll directly manage a team of Strategic Channel Managers who own relationships with Vanta’s top partners. You’ll be responsible for developing our strategy, supporting execution, and driving measurable revenue impact through resale, co-sell, and referral motions. This person will play a foundational role in shaping how Vanta builds, supports, and expands our reseller channel long-term.

What You’ll Do as a Director, Strategic Channel Sales (VARs) at Vanta:

• Lead and grow a team of Strategic Channel Managers focused on revenue and pipeline generation through key VARs

• Define and execute our reseller strategy across North America, collaborating with our 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
  

How to be successful in this role:

• 7–12 years of experience in channel sales, strategic partnerships, or business development, with 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

• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact

What you can expect as a Vanta'n:

• Industry-competitive salary and equity

• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans

• 16 weeks fully-paid Parental Leave for all new parents

• Health & wellness stipend

• Remote workspace, internet, and cellphone stipend

• Commuter benefits for team members who report to the SF and NYC office

• Family planning benefits

• Matching 401(k) contribution with immediate vesting

• Flexible PTO policy, plus 80 hours of Sick Time

• 11 compan