Channel Partnerships Lead (US)

Department: GTM

Location: Remote (US)

Employment Type: FullTime

Summary of the Role:

As the first partnerships hire at Maze, youll build our channel function from the ground up - bringing your own deep relationships across the US security ecosystem and using them to open meaningful pipeline alongside our direct sales motion. Youll own resellers and VARs, activate the major cloud marketplaces (AWS, Azure, GCP), and pressure-test net-new partnership models like investor and PE portfolio referral programs that weve started to prove out but havent scaled.

This is an early-hire, hands-on role at a well-funded Series A startup. Youll be alone in the function for a while, so this isnt a job for a team builder waiting for headcount -- its for someone whos done this before at Series A/B, knows what works, and is ready to get back into the weeds for the chance to define a category-creating channel program from scratch. Youll initially report to the CEO and work in close partnership with our Account Executives in the US and UK and the wider Go To Market team.

Success will be measured by channel-sourced pipeline and ARR, the velocity at which we activate marketplace and partner-led motions, and the credibility you build for Maze across the security partner ecosystem.

Your Contributions to Our Journey:

• Build the Channel From Scratch: Design and execute the channel strategy end-to-end -- partner tiers, economics, enablement, deal registration, and reporting. Bring your existing reseller and VAR relationships in cybersecurity to bear from week one, and use them to generate qualified pipeline alongside our AE team.

• Activate the Cloud Marketplaces: Get Azure and GCP partnerships moving and accelerate the work already underway with AWS. Own the relationships with cloud field teams, navigate marketplace listings and co-sell motions, and turn passive listings into active pipeline.

• Test New Partnership Vectors: Lean into emerging partnership models weve started to prove out, like investor and PE portfolio referral programs. Youll be expected to think from first principles about where Mazes next channel of growth comes from -- not just replay the standard channel playbook.

• Own Tech Partnerships Pragmatically: Manage our technical partnerships portfolio, prioritising the ones that drive commercial outcomes through co-marketing, co-selling, or joint solutions. Avoid the trap of low-value integration work that doesnt move the needle.

• Work in Sync With Sales: Keep a tight working rhythm with our AEs and sales leadership so partner motions show up in deals, not as a separate track. Make sure channel and direct work amplify each other rather than collide.

• Bring the Partner Voice Into the Company: Feed market signal back into product, marketing, and leadership -- what partners need to sell us, where co-marketing lands, what competitive positioning shows up in the field.

What You Need to Be Successful:

• Built Channel From Zero Before: At least one tour as the first or earliest partnerships hire at a Series A or B security / B2B SaaS company where you stood up the function from nothing -- partner program, deal reg, enablement, the lot. Were not the right home for someone whos only operated inside a mature channel org.

• Deep, Real Channel Relationships Youll Import: Existing, working relationships with cybersecurity resellers, VARs, and distributors across the US that you can pick up the phone to from day one. None of us at Maze has this network -- youll be importing it.

• Hands-On Operator, Not a Team Builder (Yet): Youll be solo in the function for a meaningful stretch. Youre energised by getting into the detail -- running partner meetings, building decks, chasing co-sell opportunities, closing partner-sourced deals alongside AEs -- not by hiring a team and managing through them. Youll get to build a team eventually, but only after youve built the motion.

• Cybersecurity Domain Credibility: Youve sold or partnered in cybersecurity long enough to hold your own with partner sales teams, CISOs, and security leaders without needing to be taught the landscape.

• Sharp, Creative, First-Principles Thinker: You dont run the same playbook youve seen run before just because its familiar. Youre constantly asking what would actually work for this product, at this stage, with this buyer -- and you can bring novel partnership ideas to the table, not just standard channel motions.

• Hungry, Not Coasting: Youre at the stage of your career where youre still trying to prove something. Weve seen too many channel leaders go quiet once theyve accrued their relationships -- thats not the profile here. Youll hustle, run an active calendar, and own a number.

• Nice to Haves:

  • Direct experience working with one or more of the major cloud providers (AWS, Azure, GCP) -- marketplace listings, co-sell, field team activation

  • Co-marketing experience that has demonstrably converted into commercial pipeline

  • Network or experience with PE / investor portfolio referral programs

  • Experience standing up partner enablement, deal registration, and partner portals from scratch

  • Background that includes a direct sales or AE chapter earlier in your career -- useful for working closely with our sales team

Why Join Us:

• Define the Function: Youll be the first partnerships hire and own the strategy end-to-end. Very few series-stage companies offer this scope to one person with the autonomy to test, kill, and double down on what works.

• Ambitious Challenge: Were building at the intersection of generative AI (LLMs and agents) and cybersecurity, tackling one of the most painful problems security teams face -- the overwhelming volume of vulnerability findings that consume resources without improving security posture. Its a story partners want to sell.

• Expert Team: Work alongside hands-on leaders with experience in Big Tech and Scale-ups. Our team has been part of the leadership behind multiple acquisitions and an IPO. Youll have direct access to the CEO and founding team as you build.

• Impactful Work: Cybersecurity is a force for good. The partnerships you build will help security teams across major organisations focus on what actually matters.

• Attractive Compensation: Competitive OTE with uncapped variable and a 70/30 base-to-variable split, plus meaningful equity in a company building a new category at the intersection of AI and security.