Vanta · 5 days ago
Director, Strategic Channel Sales (VARs)
United States
Full-time
Remote
Director/Executive
7+ years expVanta is a company dedicated to helping businesses earn and prove trust through continuous security monitoring. The Director, Strategic Channel Sales (VARs) will lead the go-to-market strategy and manage a team focused on building and scaling partnerships with major resellers in the security and compliance ecosystem.
Artificial Intelligence (AI)ComplianceCyber SecurityInternetSoftware
Responsibilities
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
Qualification
Required
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
Benefits
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
Company
Vanta
Vanta is a trust management platform that automates compliance and risk management.
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
$503MKey Investors
Wellington ManagementSequoia CapitalCrowdStrike
2025-07-23Series D· $150M
2024-07-24Series C· $150M
2023-05-10Series B
Leadership Team
Christina Cacioppo
Cofounder and CEO
David Eckstein
Chief Financial Officer
Recent News
Tech Startups - Tech News, Tech Trends & Startup Funding
2026-01-23
2025-12-20
Company data provided by crunchbase