Director of Channel Sales

About Ent

Ent is the intent-aware workspace security platform for securing human and AI-driven work. Built to protect productivity, the new attack surface, Ent understands not just what users and agents do but why, and intervenes at the moment of risk before incidents occur. Where existing tools see events, Ent sees intent, so security teams can step in at the moment of risk instead of investigating days later. Founded by Lou Manousos and Brandon Dixon, co-founders of RiskIQ (acquired by Microsoft) and the team behind Microsoft Security Copilot, Ent is in production with Global 2000 customers across hospitality, financial services, and defense, and backed by Decibel, Sequoia, Crosspoint Capital, Craft Ventures, Shield Capital, Felicis, and In-Q-Tel. We’re now hiring the team that will define this category.

How We Work

Customer first. The product and the business are built around problems we’ve watched real security teams struggle with — not the other way around. Every roadmap conversation starts with what a CISO told us last week.

Humble. No drama. We hire people who share the mission and trust each other to deliver. Teamwork over showmanship. Accountability over politics. The work speaks louder than the person doing it.

Urgency. The window to build a durable security company in the AI era is open right now and it will not stay open. The shot clock has started. We move at the speed of the people we want to protect.

About the Role

We are seeking an experienced and strategic Director of Channel Sales to lead, scale and drive revenue through Ent’s channel ecosystem.

In this role, you will be responsible for expanding our presence by building high-yield strategic partnerships with key national and regional Value-Added Resellers (VARs). You will design and execute regional channel strategies, build strong executive relationships, and accelerate indirect sales growth.

What You’ll Achieve

Strategic Alliance & Territory Management

• Build, execute, and own the West Coast channel strategy to achieve regional revenue targets.

• Establish and nurture high-value executive and field-level relationships with core partners.

• Drive joint go-to-market (GTM) strategy, business planning, and solution mapping with key VAR sales and technical leaders.

Revenue Generation & Co-Selling

• Align closely with direct enterprise sales leaders and field reps to drive co-selling, pipeline generation and deal velocity.

• Conduct regular quarterly business reviews (QBRs) with key partner accounts to track performance, pipeline development and revenue delivery.

• Facilitate enablement programs, training and certifications to keep partner sales and technical teams aligned on our cybersecurity portfolio.

Leadership & Influence

• Drive partner mindshare and advocate internally for partner needs across product, marketing and executive leadership teams.

• (Optional / Plus) Lead, mentor, or guide matrixed regional teams and channel managers as the ecosystem expands.

What You’ll Bring

Must-haves

• Experience: Minimum of 10 years of total experience in cybersecurity sales or marketing.

• Channel Expertise: Minimum of 5 years of dedicated channel sales / alliance management experience in the cybersecurity industry.

• Travel: Willingness and ability to travel up to 50% across the Western territory for customer, partner and industry event visits.

• Track Record: Proven record of exceeding quota targets and successfully developing multi-million dollar channel pipelines.

• Deep understanding of the enterprise cybersecurity technology landscape (e.g., Network Security, Endpoint, Identity, Cloud Security, SASE, or SecOps).

• Strong executive presentation, negotiation, and relationship-building skills.

• High proficiency in CRM platforms (e.g., Salesforce) and partner portal ecosystem management.

Bonus

• People Management: Prior experience directly managing, mentoring, or growing a team of channel sales managers or field representatives.

Our Benefits

• Distributed workplace. While we have positions we hire for in our SF office, we also hire remotely across North America.

• Own a piece of the journey. Every teammate gets meaningful equity on top of their salary.

• We’ve got you covered. 90% of your medical, dental, and vision is paid by Ent. We also cover 75% for your dependents.

• Take the time you need. Our flexible PTO lets you recharge, travel, or just take a breather.

• Family matters. 12 weeks of fully paid maternity leave (birth, adoption, or foster) and 8 weeks fully paid paternity leave.

• Live well. A $100 monthly lifestyle account to spend on what keeps you healthy and happy — fitness, wellness, learning, and more.

• Set up your space. A $500 home office stipend when you join as a remote employee.

Diversity & Accommodations

We’re committed to building a diverse, inclusive, and equitable workplace where people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize there is no single path to success and value nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams.

We strive to ensure an inclusive experience at every stage of hiring and are happy to provide reasonable accommodations. If you require accommodations or accessible formats at any point during our process, please let your recruiter know. As an equal opportunity employer, our hiring process is designed to put you at ease and help you do your best work. If there’s anything we can do to improve your experience, we’re always open to feedback.