Role Overview:

As a Regional Channel Sales Manager at Dune Security, you will play a mission-critical role in expanding our market presence through strategic partnerships with national and regional value-added resellers (VARs). This is a high-impact, field-facing position focused on enabling partner success, accelerating channel-aligned pipeline, and driving revenue growth through channel sales across a defined territory.

This is a regional role, ideal for someone with deep partner relationships and execution capabilities in one or more of the following regions: Northeast, Southeast, and Heartland. You’ll collaborate closely with sales, marketing, and customer success to develop and execute go-to-market strategies that deliver measurable partner-driven results. If you're a high-performing channel leader who thrives in a fast-paced, early-stage environment and excels at building scalable, partner-first programs, this role is for you.

Key Responsibilities:

Channel Strategy & Execution

• Develop and execute regional partner strategies to achieve pipeline and revenue targets via channel sales.
• Identify, recruit, and onboard top-performing partners—focused on national and regional VARs.
• Create and implement tailored go-to-market plans with strategic partners, including joint account planning and enablement strategies.

Partner Enablement & Relationship Management

• Build strong, lasting relationships with partner executives, sales leaders, and technical stakeholders.
• Deliver compelling sales and technical enablement sessions that empower partner teams to effectively position Dune Security.
• Drive partner engagement through regular QBRs, win wires, incentive programs, and field alignment.
• Take ownership of one or more national partner relationships, including executive mapping, quarterly planning, and enablement execution.
• Author and distribute monthly Partner Win Wires to drive engagement and maintain mindshare.

Revenue Growth & Pipeline Development

• Collaborate with Dune’s direct sales team to map accounts and align top prospects with capable partners.
• Influence and manage channel-aligned pipeline to consistently meet or exceed targets.
• Guide partners through the deal lifecycle—qualification, registration, co-selling, and close.

Operational Excellence

• Maintain CRM discipline by tracking partner activity, deal registration, pipeline status, and forecast accuracy via Salesforce.
• Monitor partner performance metrics and provide ongoing feedback to optimize results and engagement.
• Partner cross-functionally to shape channel messaging, incentives, and program evolution based on regional needs.

Thought Leadership

• Serve as a subject matter expert in channel best practices, enablement programs, and deal execution.
• Act as a trusted advisor to senior Sales and SE leadership on regional partner strategy and execution.
• Represent Dune Security in regional partner events, security conferences, and virtual summits.
• Mentor peers and contribute to the continuous improvement of Dune’s Channel Partner Program.

What We’re Looking For:

• 4+ years of experience in channel sales or partner management within a cybersecurity SaaS company.
• Proven success in building and scaling indirect revenue through VARs and strategic alliances.
• Established relationships with security-focused partners in key growth regions such as the Northeast, Southeast, and Heartland.
• Strong understanding of partner business models, sales cycles, and value-added services.
• Ability to navigate matrixed sales environments and align partner and internal teams around shared goals.
• Experience with security categories such as User Risk Management, IAM, or Security Awareness Training preferred.
• Comfortable operating in a fast-paced, Series A environment with evolving priorities and minimal handholding.
• Willingness to travel 50% or more of the time to support partner engagement and field execution.
• Proficiency with Salesforce and sales enablement platforms; ability to run tight, data-driven partner operations.

Why Join Dune Security?

• High-growth cybersecurity startup backed by top-tier investors.
• Competitive base salary + uncapped commission.
• Significant equity potential—be part of our success story.
• Own cybersecurity pipeline generation in a fast-moving market.
• Impact-driven role—help global enterprises secure their workforce.

Additional Details:

• Location: Remote. Candidates must be based in one of our key growth regions—Heartland, Southeast, or Northeast—with occasional travel to our NYC office for team collaboration.
• Travel: 50% or more, focused on partner engagement and field execution within your region.
• Hours: Full-time. Flexibility required to support a field-facing, high-impact role.
• Compensation: Competitive base salary, uncapped commission, strong OTE, and meaningful equity package.
• Perks: Join a high-growth cybersecurity startup with hands-on leadership, strategic visibility, and access to premier industry events. Benefits include medical, dental, vision, and unlimited PTO.

Joining Dune Security provides an exciting opportunity to continue your career in cybersecurity sales with a cutting-edge company. If you’re passionate about learning and making an impact in the security space, we encourage you to apply.

Note: Dune Security is an equal opportunity employer and values diversity. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.