Director, Strategic Channel Sales (VARs) at Vanta - Remote U.S.

About Vanta

At Vanta, we're on a mission to help businesses earn and prove trust. We believe that security should be continuously monitored and verified. We empower companies to practice better security and prove it with ease. Our team is kind and talented, and while some have prior security experience, many have thrived at Vanta without it.

The Opportunity

As the Director, Strategic Channel Sales (VARs) at Vanta, you will spearhead our go-to-market strategy and team execution across this critical partner segment. This is a high-impact leadership role within our Channel Partnerships organization, focused on building and scaling our business with major resellers in the security and compliance ecosystem.

You'll directly manage a team of Strategic Channel Managers who own relationships with Vanta’s top partners. You’ll be responsible for developing our strategy, supporting execution, and driving measurable revenue impact through resale, co-sell, and referral motions. This role is foundational in shaping how Vanta builds, supports, and expands our reseller channel long-term.

What You'll Do

• Lead and grow a team of Strategic Channel Managers focused on revenue and pipeline generation through key VARs
• Define and execute our reseller strategy across North America, collaborating with our EMEA and APJ leadership for global alignment
• Develop strong executive relationships across key VAR partners, acting as a strategic thought partner and escalation point
• Align cross-functionally with Sales, Solutions Engineering, Marketing, and Legal to support your team in driving performance
• Own top-line team goals for partner-sourced revenue, pipeline generation, and partner activation
• Partner with RevOps and Systems to ensure clear tracking, attribution, and operational scalability
• Provide coaching and support for team members, while driving accountability and execution consistency
• Play a key leadership role in shaping the future of Vanta’s channel program and go-to-market approach with strategic resellers

A Day in the Life

Your day might start with a team meeting to review progress on key deals and identify any roadblocks. You'll then spend time coaching individual team members, providing guidance on their strategies and tactics. You'll also connect with executive stakeholders at key VAR partners to build relationships and explore new opportunities. Later, you'll collaborate with Sales, Marketing, and RevOps to refine our reseller strategy and improve our processes. The day ends with reviewing performance metrics and planning for the week ahead.

Why Remote U.S.?

Vanta embraces a remote-first culture, allowing us to tap into a diverse talent pool across the United States. This role being remote offers you the flexibility to work from where you're most productive, while still being connected to a collaborative and supportive team. We believe that a distributed workforce fosters innovation and allows us to better serve our customers globally.

Career Path

This Director role is a critical leadership position within Vanta's Channel Partnerships organization. Successful performance in this role can lead to advancement opportunities such as Senior Director, VP of Channel Partnerships, or other executive leadership roles within Sales or Business Development. Vanta is committed to providing its employees with opportunities for growth and development.

Salary & Benefits

Vanta offers a competitive salary and benefits package, including:

• Industry-competitive salary and equity
• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
• 16 weeks fully-paid Parental Leave for all new parents
• Health & wellness stipend
• Remote workspace, internet, and cellphone stipend
• Commuter benefits for team members who report to the SF and NYC office
• Family planning benefits
• Matching 401(k) contribution with immediate vesting

Our Security Culture

Security is at the heart of everything we do at Vanta. We believe that security should be a fundamental part of every business, and we're committed to practicing what we preach. We have a strong security culture, and we encourage all of our employees to be security advocates.

How to Apply

If you're a passionate and experienced channel sales leader with a strong track record of success, we encourage you to apply! Please submit your resume and cover letter through our online application portal. We look forward to hearing from you.

FAQ

1. What is Vanta? Vanta helps businesses earn and prove trust by continuously monitoring and verifying their security.
2. What is the role of a Director, Strategic Channel Sales (VARs)? This role leads Vanta's go-to-market strategy with major resellers.
3. What are the key responsibilities of this role? Leading a team, defining strategy, building relationships, and driving revenue.
4. What qualifications are required for this role? Experience in channel sales, team management, and working with VARs.
5. What is the work environment like at Vanta? Collaborative, supportive, and fast-paced.
6. What benefits does Vanta offer? Competitive salary, comprehensive benefits, and remote work options.
7. What is the career path for this role? Advancement opportunities to Senior Director, VP, or other executive roles.
8. How does Vanta support employee growth? Through professional development opportunities and a culture of learning.
9. Is prior security experience required? While helpful, it's not required; a passion for security is key.
10. How does Vanta use AI? Vanta encourages responsible AI use to improve efficiency and impact.

How to be successful in this role:

• 7–12 years of experience in channel sales, strategic partnerships, or business development, with at least 3+ years of direct team management experience
• Proven success working for or with large value-added resellers (e.g., CDW, SHI, Guidepoint, Optiv) in the security or compliance space
• Deep understanding of reseller sales cycles, incentive models, and co-sell motions
• Strong track record of building, managing, and developing high-performing channel teams
• Excellent cross-functional collaboration skills, especially with Sales, RevOps, Marketing, and Executive stakeholders
• Comfortable in a fast-moving, high-growth environment with a strong bias toward action
• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact

What you can expect as a Vanta'n:

• Industry-competitive salary and equity
• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
• 16 weeks fully-paid Parental Leave for all new parents
• Health & wellness stipend
• Remote workspace, internet, and cellphone stipend
• Commuter benefits for team members who report to the SF and NYC office
• Family planning benefits
• Matching 401(k) contribution with immediate vesting