<div class="content-intro"><p>Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk. <br><br>Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake. <br><br>Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.</p></div><p><strong>THE ROLE, IN A NUTSHELL:</strong></p> <p>We’re looking for a highly motivated strategic partner/business development professional (VARs) who has strong market knowledge, a cloud and security network, and enjoys building relationships with key decision makers to evangelize building secure and reliable software. Our sales team walks a mile in their customers shoes and wants our customers and prospects to see the immense value and expertise Chainguard's solutions offer.</p> <p><strong>WHAT YOU'LL DO:</strong></p> <ul> <li>Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes for the Commercial segment, across a broad portfolio of VARs and resellers, with clear accountability for contribution to Commercial bookings</li> <li>Serve as the dedicated partner lead for the Commercial sales team, aligning partner strategy, targets, and priorities with the Commercial sales leader</li> <li>Drive consistent pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling motions with Commercial AEs</li> <li>Improve partner attach rates by enabling partners to position Chainguard as a core component of their security, cloud-native, and modernization offerings for mid-market and commercial customers</li> <li>Accelerate deal velocity and win rates in a high-velocity sales cycle by making sure partners are enabled, engaged early, and aligned to common customer use cases</li> <li>Identify, recruit, and activate partners at scale, and quickly prioritize the ones showing real sales focus, technical enablement, and go-to-market commitment</li> <li>Build scalable, one-to-many programs, including enablement sessions, sales kits, deal registration motions, and partner campaigns, that keep a broad partner base productive without one-off support</li> <li>Execute lightweight joint business plans with top partners, including pipeline targets, enablement milestones, and marketing initiatives, and track progress through quarterly business reviews</li> <li>Maintain strong forecast accuracy and pipeline hygiene by managing partner opportunities in SFDC and related tools, ensuring visibility into sourced, influenced, and co-sell deals</li> <li>Partner cross-functionally with Commercial sales, solution engineering, marketing, and partner operations to remove friction, standardize what works, and scale partner success</li> </ul> <p><strong>WHAT WE'RE LOOKING FOR:</strong></p> <ul> <li>3+ years of channel, partner, or software sales experience</li> <li>Experience working with and through VARs or resellers, ideally selling into mid-market or commercial customers</li> <li>Successful sales background, with a track record of carrying and hitting quota</li> <li>Startup or early-stage program experience strongly preferred</li> <li>Builder mindset: an entrepreneurial self-starter who can structure and break down ambiguous problems into executable steps</li> <li>Scales through programs and process, not hours, and is comfortable managing a broad partner portfolio</li> <li>Strong verbal and written communication, and comfortable presenting to partner sales and technical teams</li> <li>Ability to build rapport with partners, sellers, and cross-functional teams</li> <li>Strong technical aptitude, comfortable discussing containers, CI/CD, and software supply chain security</li> <li>Data and metric-driven, with strong organization and pipeline discipline</li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="title">Base Salary Range</div><div class="pay-range"><span>$123,000</span><span class="divider">—</span><span>$145,000 USD</span></div></div></div><div class="content-conclusion"><h3>About Us</h3> <p>We live and breathe our company values:</p> <ul> <li>We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better.</li> <li>We have a bias for intentional action — We prioritize, plan, try things, and fail fast.</li> <li>We don't take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey.</li> <li>We trust each other and assume good intentions — We're transparent with decisions to empower team members to make well informed decisions.</li> </ul> <p>A few of the benefits we offer:</p> <ul> <li><strong>Flexible & Remote-First Culture:</strong> Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.</li> <li><strong>Our Approach to Equity:</strong> Receive stock options upon hire and promotion. Plus, you can p