Why This Role Matters

The organization is scaling its U.S. public-sector presence in identity-verification and fraud-risk technology. You will be the first dedicated channel leader tasked with building a government GTM program from the ground up—owning strategy, partnerships, and revenue execution.

What You’ll Do

• Build 0→1 – Define and launch a cohesive channel strategy for federal, state, and local markets; identify, onboard, and activate key SI, reseller, and strategic alliance partners.

• Own the Number – Deliver annual bookings and partner-sourced pipeline; maintain clear visibility into forecasts and deal health.

• Partner Enablement – Develop joint value propositions, sales plays, QBRs, and account plans that accelerate partner success.

• Cross-Functional Leadership – Collaborate with product, marketing, legal, and sales ops to remove friction from complex public-sector sales cycles.

• Market Intelligence – Track competitive moves (e.g., Socure, Experian, Equifax, Jumio, Onfido) and translate insights into actionable tactics.

• Thought Leadership – Represent the company at industry events and in partner forums, positioning our platform as the identity-fraud standard for government agencies.

What You Bring

• 8 + years channel or alliances sales experience, ideally with quota ownership.

• 5 + years selling identity-verification, fraud, or related risk-tech solutions.

• Proven success building 0→1 channel programs in the public sector.

• Deep understanding of government procurement cycles and compliance requirements.

• A robust network—or the resourcefulness to build one quickly—within SIs, VARs, and large gov contractors.

• Data-driven approach to pipeline management; fluency in forecasting tools and CRM hygiene.

• Executive presence, crisp communication, and the grit to navigate lengthy, multi-stakeholder deals.

Red-Flag Watch
Candidates who have never built a program from scratch or lack public-sector exposure will struggle in this role.

Hiring Process (4 Steps)

1. Intro Call – Managing Channel Director

2. Peer/Manager Interview – Channel leadership team

3. HR Alignment – Culture & compensation review

4. Executive Panel – Regional Business Executive (includes a 90-day QBR or account-plan presentation)

Feedback is typically provided the same day after each stage.

Ready to Build Something That Lasts?

If you thrive in white-space, enjoy architecting partner ecosystems, and can out-maneuver entrenched incumbents, we’d love to meet you. Apply today to start the conversation.