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

What you can expect as a Vantan:

• Industry-competitive compensation

• 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

• Offices in SF, NYC, London, Dublin, and Sydney

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.

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At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

About Vanta

We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged. 

Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.