About LightBeam.ai

At LightBeam, we believe data security starts with identity. We’re on a mission to radically simplify how organizations protect their most sensitive data—by linking data to the people behind it. Our AI-powered platform converges DSPM, Privacy, and Governance into a single solution that helps companies reduce breach risk, ransomware impact, and compliance penalties.

Born out of firsthand challenges at Nutanix, our founders built LightBeam to solve the problems legacy tools couldn’t: hidden shadow data, unknown data ownership, and manual privacy processes. Today, our patented Data Identity Graph maps sensitive data across structured, unstructured, and semi-structured sources, tying it to business context and identities to drive real-time, automated action.

We’re growing fast, and we’re looking for people who want to grow even faster.

The Role

We’re looking for a Director of U.S. Channel Sales to build and scale LightBeam’s partner and channel ecosystem across the United States. This is a player/coach role: you’ll create the channel strategy from the ground up while also managing key relationships and laying out the strategy for how to grow the team as Lightbeam scales.

You’ll collaborate with executive leadership, marketing, and sales to identify, recruit, and enable high-value partners including VARs, MSSPs, GSIs, and technology alliance partners. Your charter will include pipeline generation through partners, accelerating deal velocity via channel influence, and driving long-term revenue through a scalable ecosystem.

This is a rare opportunity to architect and own the channel sales function at a breakout cybersecurity startup—where your impact will be visible, strategic, and career-defining.

What You’ll Do

Develop and execute the US channel strategy to drive partner-sourced and partner-influenced revenue
Identify, recruit, and onboard strategic VAR, MSSP, and reseller partners aligned to LightBeam’s GTM goals
Act as a player/coach: drive direct partner engagement, co-selling motions, and enablement while building scalable systems and hiring for growth
Collaborate with sales, marketing, product, and customer success to create repeatable playbooks for partner success
Establish KPIs and reporting frameworks to measure partner performance and optimize channel programs
Represent LightBeam at key industry events and partner conferences
Lead deal strategy in conjunction with partner reps, including account mapping, pipeline development, and joint GTM planning
Travel up to 25% as needed for partner meetings, enablement, and events

Who You Are

10+ years of experience in B2B software sales with at least 5+ years leading channel sales or partner programs in the U.S.
Deep understanding of channel ecosystems including VARs, MSSPs, and alliance models in cybersecurity or data privacy
Proven track record of building channel programs that drive measurable revenue growth and market expansion
Strong leadership and collaboration skills—you’re comfortable leading cross-functional initiatives and managing through influence
Entrepreneurial mindset with the ability to operate both strategically and tactically in a fast-paced startup environment
Experience in security, compliance, or data governance highly preferred
High integrity, customer-first mindset, and a bias for execution

Why Join LightBeam?

Get in early at a well-funded, high-growth company tackling a critical problem in cybersecurity
Work closely with experienced founders and a top-tier GTM team
Play a key role in shaping the future of data security, privacy, and governance
Competitive compensation, equity, and health benefits
Remote-first culture with a bias for action, autonomy, and excellence

Ready to bet on yourself? Let’s build something extraordinary—together. Apply now.

Director, Channel Sales – U.S.

About the Role