Head of Channel Sales
At a glance
Leadership Channel & Partnerships role at Coram AI. Remote, United States · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Build the channel strategy, operating structure, and processes needed to scale an early partner program
- Recruit, qualify, onboard, and enable resellers, VARs, security installers, and MSPs
- Set partner tiers, margins, incentives, deal registration, and market development funds
- Own channel-sourced and influenced revenue, including pipeline tracking and forecasting
- Create partner systems, attend industry events, and hire the channel team as it grows
What you bring
- At least six years in channel sales, partnerships, or alliances, including two years leading channels
- A record of scaling an early or informal channel program through stronger process and operating rigor
- Relationships with security installers, systems integrators, or MSPs, plus partner agreement and incentive experience
- Experience selling to both state, local, and education organizations and corporate or enterprise accounts
- Regular travel availability, above-target performance, and strong English communication skills
Who this fits
You’ll suit a senior channel builder who can create structure where the program is still developing and work across sales, marketing, and product. The role is remote in the United States, reports to the Chief Sales Officer and CEO, and includes regular travel for partner and industry events. You’ll eventually hire and lead a channel team.
From the employer
At Coram AI, we’re reimagining video security for the modern world. Our cloud-native platform uses computer vision and AI to help businesses stay safe, make smarter decisions, and move faster; from real-time alerts to seamless clip sharing and multi-site visibility.
You’ll be joining an ambitious, fast-moving team that values clarity, craftsmanship, and impact. Every person here has a voice, ships meaningful work, and helps shape how AI can make the world safer and more connected.
The role:
Coram is hiring a Head of Chanel Sales to take ownership of our channel go-to-market. A foundation already exists, early relationships with resellers, VARs, and security installers/MSPs, but it's in its infancy and needs the rigor, experience, and process to scale into a real revenue engine. You'll assess what's in place, professionalize the program, and build it out into a durable channel motion across reseller/VAR and installer/MSP partnerships, reporting jointly to the Chief Sales Officer and CEO with direct visibility to the executive team.
Responsibilities:
Assess the existing channel foundation and build the strategy, structure, and process to mature it into a scalable program
Bring rigor to partner recruitment, qualification, and onboarding across reseller/VAR and security installer/MSP channels
Formalize the partner program: tiering, margin and incentive structures, deal registration, and MDF (market development funds)
Own channel-sourced and channel-influenced revenue targets, and build the pipeline reporting and forecasting to track them
Build partner enablement: sales and technical training, certification, and co-selling playbooks
Partner cross-functionally with direct sales, marketing, and product to avoid channel conflict and align on ICP
Represent Coram at industry trade shows and events to build the partner pipeline
Put in place the systems needed to scale the program (partner portal, CRM tracking, deal registration workflow)
Hire and lead a channel team as the program matures
Skills and qualifications:
6+ years in channel sales, partnerships, or alliances, ideally in physical security, low-voltage, security integration, or adjacent B2B hardware/SaaS (at least 2+ years in channel leadership)
A proven track record of taking an early-stage or informal channel program and bringing the rigor and process to scale it, not just running a mature one
Existing relationships with security installers, systems integrators, and/or MSPs strongly preferred
Experience structuring and negotiating partner agreements, incentive programs, and deal registration
Experience selling into both SLED (state, local, education) and corporate/enterprise verticals
Strong executive presence and cross-functional leadership; comfortable operating with significant ambiguity
Ability to travel regularly for partner and industry events
Proven track record of above-target performance
Resilient in challenging and fast-paced environments
Exceptional written and verbal communication skills in English, with the ability to influence at all levels
What we offer:
Competitive compensation package
100% Employer-paid medical, dental, vision, and base life insurance
Flexible paid time off and 10 paid holidays
401(k) with both Traditional and Roth options
Early-stage equity in a rapidly growing company
Referral bonuses
The latest Apple products and unlimited tech stack (Claude Cowork, Perplexity Computer, Nooks, Clay, Instantly, etc.)
We're on a mission to transform a $50B+ legacy industry by bringing the power of cutting-edge multimodal LLMs and computer vision to real-world security and operations. From firearm detection to intelligent access control, our AI-native platform turns every camera and sensor into a smart system that enhances safety, efficiency, and awareness.
Founded by Ashesh Jain (ex-Lyft Level 5, PhD Cornell) and Peter Ondruska (ex-Lyft, PhD Oxford), Coram AI is backed by Ansa Capital, Battery Ventures, Mosaic, 8VC and Up Partners, have raised over $65M, and were named to the CB Insights AI 100 as one of the most promising AI companies in the world. If you're excited to work on mission-critical AI that makes an impact in the real world, we’d love to meet you.
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