---
title: 'Channel Sales Manager at Material Security'
canonical: 'https://feeny.ai/job/channel-sales-manager-material-security-remote-mbr73yr7xtp1'
type: 'job'
last_seen: '2026-09-23'
---

# Channel Sales Manager at Material Security

- **Company:** Material Security
- **Location:** Remote
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-07-24
- **Last confirmed live:** 2026-09-23
- **Apply:** https://jobs.ashbyhq.com/materialsecurity/f12c67bd-cd08-4e66-8623-6ae8b0180b94

## Job description

Material Security is looking for a Channel Sales Manager to build and scale our VAR and reseller partner ecosystem. You'll recruit new partners, deepen relationships with existing ones, and turn those relationships into net-new pipeline and faster-closing deals for our direct sales team. This is a build-from-the-ground-up role for someone who has done it before and wants ownership over a channel motion from day one.

## Responsibilities

- Recruit, onboard, and activate new VAR and channel reseller partners
- Deepen the relationship and bi-directional deal flow with existing partners
- Build and run a partner enablement program: training, deal registration, co-sell playbooks
- Generate net-new partner-sourced pipeline in partnership with recruited VARs/resellers
- Partner with the direct sales team to accelerate deal cycles on partner-influenced opportunities
- Own partner relationship health, QBRs, and joint business planning with top partners
- Track and report on partner-sourced pipeline and closed-won revenue

## What We're Looking For

- 3-5+ years of experience working directly with VARs and channel resellers, building relationships that drove net-new pipeline
- A track record of accelerating sales cycles through channel partnerships, not just adding volume
- Experience designing partner enablement programs that partners actually use
- Comfort operating with ambiguity and building a channel motion largely from scratch
- Strong cross-functional collaboration skills with direct sales, sales engineering, and marketing

– Material Security is a remote-first workplace with an office in San Francisco, California.

Compensation at Material Security is determined by a range of factors, including but not limited to the individual’s particular combination of knowledge, skills, competencies, and experience. The projected compensation range for this position is $200-230,000 OTE.

By clicking "Apply for this Job", you acknowledge that you have read the[California Candidate Privacy Notice Regarding Use of Personal Information](https://material.security/ccpa) and hereby agree to its terms.

## Equal Opportunity Employer Statement

Material Security is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, disability, genetic information, or any other legally protected status. All employment decisions are based on qualifications, merit, and business needs.

## About Material Security

## Company Overview
- **One-liner**: Material Security is a detection and response platform purpose-built to secure Google Workspace and Microsoft 365, protecting email, data, accounts, and configurations from modern threats.
- **Entity Type**: Private (Series C)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2017
- **Founders**: Ryan Noon, Abhishek Agrawal, Chris Park

## Core Business
- **Primary Industry**: Computer and Network Security (Cloud Office Security)
- **Target Customers**: B2B, primarily mid-market and enterprise security teams using Google Workspace or Microsoft 365
- **Mission Statement**: To build security that works — and works simply — by bringing pragmatism, productivity, and interdisciplinary thinking to cloud workspace security.

## Products & Services
Material Security offers a unified SaaS platform with several integrated modules:
- **Email Security**: Automatically detects and remediates sophisticated malicious emails that bypass native email controls.
- **File Security**: Protects sensitive content by managing sharing permissions and reducing data sprawl across cloud drives.
- **Account Security**: Hardens user accounts, detects risky behavior, and contains the blast radius of a compromise.
- **Data Security (DLP)**: Prevents data loss and protects sensitive information in emails & files at scale without hampering productivity.
- **Posture Management**: Monitors and remediates configuration drift and risky behaviors across the workspace automatically.

## Market Standing
- **Valuation**: Not publicly disclosed
- **Total Funding**: $162.0M (3 rounds: Seed, Series A, B, C)
- **Key Investors**: Andreessen Horowitz (led Series A), Founders Fund (led Series C), Stripe, Elad Gil, and angel investors including Andy Bechtolsheim, Nat Friedman, and Drew Houston. [material.security](https://material.security/about)
- **Key Metric**: Annual Revenue estimated at $3.0M (via LinkedIn company data). Note: As a private company, this figure is not officially confirmed and may lag.
- **Growth Signals**: 8,233 LinkedIn followers (YoY growth of +19.2%), recently posted 8 active job openings (up 700% YoY and 300% quarter-over-quarter). A notable hub for talent from companies like Dropbox, Okta, and CrowdStrike. [linkedin.com](https://www.linkedin.com/company/materialsecurity)

## Competitive Advantages
- **Purpose-built for Cloud Workspaces**: Unlike legacy email security tools retrofitted for the cloud, Material's platform is natively designed for the architecture of Google Workspace and Microsoft 365.
- **Single-tenant Architecture**: Offers "Isolated Deployments" for full customer environment isolation, a strong differentiator for enterprise clients with strict data residency requirements.
- **Automation & Efficiency**: Focuses on built-in auto-remediations to reduce the manual workload for lean security teams.
- **Founding Team Pedigree**: The co-founders (Dropbox, Google, Microsoft Research, Stanford) bring deep experience in both building scalable productivity platforms and enterprise security.

## Strategic Focus
Material's current strategic priorities include:
- **Incumbent Disruption**: Competing against legacy email security gateways (e.g., Mimecast, Proofpoint) by offering a unified platform that covers email, data, account, and posture security in one view.
- **AI-native Threats**: Positioning its platform to handle the new wave of AI-generated phishing and social engineering attacks that bypass traditional signature-based detection.
- **Channel & Alliances**: Growing its go-to-market motion through strategic partnerships (e.g., Strategic Alliances Lead role recently hired).
- **Product Expansion**: Continuing to build out the "Check" product (posture management) to become the central security console for cloud workspaces.

## Why Work Here
- **Remote-First Culture**: Material is a remote-first organization with a physical HQ in San Francisco. Employees can work from home, co-working spaces, or the office. They host in-person company gatherings twice a year. [material.security](https://material.security/careers)
- **Engineering Culture**: The founders come from a strong engineering background (Dropbox, Google, Microsoft Research). The company values "Act with urgency," "Start with yes," and "Engineer customer love."
- **Benefits**: 100% coverage of Health, Dental, & Vision for employees and dependents, unlimited vacation (that they claim is actually used), up to 16 weeks parental leave, cell phone & internet stipend, 401(k), and an AI-native tooling environment (including access to Claude, Cursor).
- **AI-First Workplace**: The company actively invests in AI tools for its own productivity, making it an attractive environment for engineers who want to work with cutting-edge tech.
- **Meaningful Impact**: The product protects critical infrastructure for thousands of businesses, solving a pressing and evolving problem.

## Sources
1. [material.security - Product & Security Overview](https://material.security/)
2. [material.security - About Us and Leadership](https://material.security/about)
3. [material.security - Careers Page](https://material.security/careers)
4. [material.security - Remote-First Culture](https://material.security/resources/remote-first-culture-built-on-flexibility-boundary-setting-autonomy-and-meetups)
5. [linkedin.com - Material Security Company Page](https://www.linkedin.com/company/materialsecurity)

## Other roles at Material Security

- [Mid-Market Account Executive](https://feeny.ai/job/mid-market-account-executive-material-security-remote-gn3s6xd1yh9a)
- [Sr. Manager, Email Security Engineering](https://feeny.ai/job/sr-manager-email-security-engineering-material-security-remote-f4d1edgha5md)
- [Solutions Engineer](https://feeny.ai/job/solutions-engineer-material-security-remote-dvph1d3w6qew)
- [Sr. Software Engineer II](https://feeny.ai/job/sr-software-engineer-ii-material-security-san-francisco-n8t6dfw04sja) — San Francisco, CA
- [Channel Sales Manager](https://feeny.ai/job/channel-sales-manager-netskope-mexico-9hkd5j6fsfga) — Mexico
- [Channel Sales Manager](https://feeny.ai/job/channel-sales-manager-netskope-london-england-xv568ne3r35k) — London England, United Kingdom
- [Channel Sales Manager](https://feeny.ai/job/channel-sales-manager-ambient-ai-florida-3j9ftvztekp1) — Florida
- [Channel Sales Manager](https://feeny.ai/job/channel-sales-manager-netskope-missouri-rervmt85h9h1) — Missouri, United States
- [Channel Sales Manager](https://feeny.ai/job/channel-sales-manager-coalition-inc-any-location-tbfc59x04714) — Any Location, United States
- [Channel Sales Manager](https://feeny.ai/job/channel-sales-manager-netskope-india-14z3tv395h9v) — India