What are the responsibilities and job description for the Head of Global Distribution Sales position at Orca Security?
Location: East Coast - Remote
Big Ideas. Real People.
At Orca, in the right environment and with the right team, talent has no boundaries. This team spirit, together with our drive to always aim high, has quickly earned us unicorn status and turned us into a global cloud security innovation leader. So if you're ready to join an amazing team of people who inspire each other every day, now is the time to find your place in our pod.
We're looking for driven and talented people like you to join our team and our mission to change the future of cloud security. Ready to dive in and swim with our pod?
Highlights:
We are hiring a Head of Global Distribution Sales to build and execute Orca Security's global distribution strategy. This executive-level role will be responsible for activating thousands of downstream partners through deep partnerships with key global and regional distributors. The role will accelerate scale, coverage, and partner enablement aligned with AWS co-sell and Marketplace motions.
Key Responsibilities:
Big Ideas. Real People.
At Orca, in the right environment and with the right team, talent has no boundaries. This team spirit, together with our drive to always aim high, has quickly earned us unicorn status and turned us into a global cloud security innovation leader. So if you're ready to join an amazing team of people who inspire each other every day, now is the time to find your place in our pod.
We're looking for driven and talented people like you to join our team and our mission to change the future of cloud security. Ready to dive in and swim with our pod?
Highlights:
- High-growth: Over the past six years, we've consistently achieved milestones that take other companies a decade or more. During this time, we've significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
- Disruptive innovation: Our founders saw that traditional security didn't work for the cloud—so they set out to carve a new path. We're relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
- Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We're backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
- Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.
We are hiring a Head of Global Distribution Sales to build and execute Orca Security's global distribution strategy. This executive-level role will be responsible for activating thousands of downstream partners through deep partnerships with key global and regional distributors. The role will accelerate scale, coverage, and partner enablement aligned with AWS co-sell and Marketplace motions.
Key Responsibilities:
- Own and lead Orca's global two-tier distribution strategy across North America, EMEA, and APJ.
- Identify, recruit, and grow high-performing distributors aligned with Orca's GTM.
- Build scalable distribution programs, including onboarding, enablement, incentives, and partner communications.
- Align closely with AWS partner ecosystem and co-sell programs to amplify field impact.
- Collaborate across marketing, operations, legal, and regional channel teams to ensure consistent global execution.
- 8 years in distribution leadership or channel sales, ideally in cybersecurity or SaaS.
- Proven success building and scaling global distribution networks.
- Strong experience with AWS-aligned GTM strategies, Marketplace, and co-sell integration.
- Ability to operate globally while executing regionally.
- Executive presence with a track record of cross-functional collaboration.