What are the responsibilities and job description for the Senior Director, Channel Sales position at Security Compass?

Job Description

We at Security Compass are on a mission to create a world where we can trust technology by enabling organizations to shift left and build secure applications by design. Our flagship product, SD Elements, helps organizations to reduce cyber risks by taking an automated, developer-centric approach to threat modeling, secure development, and compliance. This, combined with our industry-leading e-Learning offerings, allows us to support our customers in accelerating software time-to-market without sacrificing security.

The Senior Director, Channel Sales is responsible for driving the success of channel partner relationships with a focus on North America and Latin America (LATAM). This role reports directly to our Chief Revenue Officer and emphasizes enabling and optimizing Value-Added Resellers (VARs) while providing some support to partners in EMEA and APAC as needed. A key priority is executing the US Federal partner strategy, ensuring robust partnerships that drive growth in this essential market.

We're looking for an inspiring and dynamic leader who thrives in a hands-on role, building and sustaining high-performing partner channels. This position is a unique opportunity to drive impactful results, surpass sales and deal registration targets, and lead a focused, high-energy team dedicated to channel success. If you're passionate about creating meaningful partnerships and delivering exceptional outcomes, we want to hear from you!

This role is open to candidates in North America. We are a remote-first company with a head-office in Toronto.

What you'll do

Own, maintain, and execute the channel sales strategy for North America and Latin America, ensuring alignment with company growth goals.
Work collaboratively with Sales to land new opportunities with and through partners
Work collaboratively with Account Management to drive down churn and grow expansion opportunities within partner renewal accounts.
Maintain and execute the US Federal GTM partner strategy, deepening strong relationships and facilitating channel sales in this key area.
Enable, optimize, and support existing channel programs (partner portal, training, certifications) with a focus on increasing partner effectiveness and contribution.
Lead and manage a team of Channel Account Managers (North America and LATAM) and Director of Partner Enablement who oversees partner training, certification programs, and the partner portal.
Work cross-functionally with teams such as Marketing, Product Management, Sales and Sales Enablement to align the channel strategy with broader organizational goals.
Provide support for EMEA and APAC partners and opportunities as needed, ensuring responsiveness to requests and collaboration with local teams.
Ensure accurate forecasting, reporting, and pipeline management, with a focus on North America and LATAM, while maintaining global oversight as required.

What you'll need to succeed

Channel Account Management : Proven track record managing and growing a VAR-focused channel.

Leadership Experience : At least 3 years of leading teams, preferably in a channel sales environment.

Expertise in cybersecurity is required, with a strong preference for experience in SaaS

Experience in the North American market

Highly organized with strong forecasting and pipeline management skills.

Existing relationships with key security-focused VAR partners in relevant markets

A hands-on leadership approach that prioritizes collaboration, problem-solving, and coaching.

What could be helpful to succeed

Exposure to the LATAM market

U.S. Federal partner program experience

Why Security Compass?

Meaningful Work . We contribute towards making technology in the world more secure and our vision is one of a world where we can trust technology.

Trust. It's important to us that you trust those you work with and are empowered to be yourself. To build this trust and transparency, we encourage open, respectful communication.

Innovation. We encourage you to explore ideas and test new theories, both in your work and in your individual career development plan.

Growth. We make your growth and learning a priority by allocating all our employees with a dedicated learning & growth budget. We give our team members tools and support to be the drivers of their careers and encourage knowledge sharing.

Life-Work Integration. We create an environment where you can integrate your work with life in a way that makes sense for you with our hybrid or remote working model, flexible work hours, and unlimited vacation!

Fun. We could not have good culture without good fun, and we don't underestimate its importance. Our casual atmosphere promotes camaraderie, fun and helps bring people together.

Embracing Diversity, Inclusion and Equity. We speak up for inclusion and celebrate diversity in thought. Our goal is to create a safe, equitable workplace where everyone feels like they belong.

What does the interview process look like?

Phone Interview – You'll start with a 15–20-minute phone screen with someone from our Recruitment team to learn more about your background and goals for your next role.

Hiring Manager Interview – A virtual interview with the CRO to discuss your career background and alignment with channel philosophy and vision

Peer Interview – Here you will be meeting with our VP, Sales, VP, Customer Success & Services and Director, Channel Sales to get a better understanding of how this role works collaboratively with these groups

Panel Presentation – Here you'll be presenting a high-level channel execution plan to CRO, CFO, CMO, Enterprise Leader, Director of Partner Enablement

Executive Interview – An opportunity to touch base with the CRO and address any outstanding questions

Culture-Add Interview – This is a 30-minute virtual meeting with either our Chief People & Culture Officer or CEO to learn how your values align with our CCOAR values of Customer Focus, Collaboration, Ownership, Authenticity and Respect.

Click here to start imagining your future at Security Compass!

Security Compass is proud to be an Equal Opportunity employer. Diversity is our differentiator, and all qualified applicants will be considered without regard to race, ethnicity, color, religion, creed, gender, pregnancy, sex, sexual orientation, gender identity, national origin, age, genetic information, military and veteran status, marital status, medical condition, disability, or any other legally protected basis, in a manner consistent with the requirements of applicable state and Federal law. Should you require accommodation for a disability, special need and / or religious reason, please inform hr@securitycompass.com so that an inclusive and barrier free process can be provided to all applicants throughout the application process. All information provided will be addressed confidentially. Learn more about your equal employment opportunity rights here.

The listed salary range reflects base pay and may vary based on the candidate's qualifications, experience, and skill level. Final compensation will be determined after evaluating each applicant's unique background and skills for the role.

Mid-Atlantic Pay Range

170,000—$175,000 USD

North America pay range

170,000—$175,000 USD

Salary : $175,000

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