We at Security Compass are on a mission to create a world where we can trust technology by enabling organizations to shift left and build secure applications by design. Our flagship product, SD Elements, helps organizations to reduce cyber risks by taking an automated, developer-centric approach to threat modeling, secure development, and compliance. This, combined with our industry-leading e-Learning offerings, allows us to support our customers in accelerating software time-to-market without sacrificing security.

The Senior Director, Channel Sales is responsible for driving the success of channel partner relationships with a focus on North America and Latin America (LATAM). This role reports directly to our Chief Revenue Officer and emphasizes enabling and optimizing Value-Added Resellers (VARs) while providing some support to partners in EMEA and APAC as needed. A key priority is executing the US Federal partner strategy, ensuring robust partnerships that drive growth in this essential market.

We’re looking for an inspiring and dynamic leader who thrives in a hands-on role, building and sustaining high-performing partner channels. This position is a unique opportunity to drive impactful results, surpass sales and deal registration targets, and lead a focused, high-energy team dedicated to channel success. If you’re passionate about creating meaningful partnerships and delivering exceptional outcomes, we want to hear from you!

This role is open to candidates in North America. We are a remote-first company with a head-office in Toronto.  

What you’ll do

• Own, maintain, and execute the channel sales strategy for North America and Latin America, ensuring alignment with company growth goals.
• Work collaboratively with Sales to land new opportunities with and through partners
• Work collaboratively with Account Management to drive down churn and grow expansion opportunities within partner renewal accounts. 
• Maintain and execute the US Federal GTM partner strategy, deepening strong relationships and facilitating channel sales in this key area.
• Enable, optimize, and support existing channel programs (partner portal, training, certifications) with a focus on increasing partner effectiveness and contribution.
• Lead and manage a team of Channel Account Managers (North America and LATAM) and Director of Partner Enablement who oversees partner training, certification programs, and the partner portal. 
• Work cross-functionally with teams such as Marketing, Product Management, Sales and Sales Enablement to align the channel strategy with broader organizational goals.
• Provide support for EMEA and APAC partners and opportunities as needed, ensuring responsiveness to requests and collaboration with local teams.
• Ensure accurate forecasting, reporting, and pipeline management, with a focus on North America and LATAM, while maintaining global oversight as required. 

What you’ll need to succeed 

• Channel Account Management: Proven track record managing and growing a VAR-focused channel.
• Leadership Experience: At least 3+ years of leading teams, preferably in a channel sales environment.
• Expertise in cybersecurity is required, with a strong preference for experience in SaaS
• Experience in the North American market 
• Highly organized with strong forecasting and pipeline management skills.
• Existing relationships with key security-focused VAR partners in relevant markets
• A hands-on leadership approach that prioritizes collaboration, problem-solving, and coaching.

What could be helpful to succeed

• Exposure to the LATAM market
• U.S. Federal partner program experience 

Why Security Compass? 

• Meaningful Work.  We contribute towards making technology in the world more secure and our vision is one of a world where we can trust technology.

• Trust.  It’s important to us that you trust those you work with and are empowered to be yourself. To build this trust and transparency, we encourage open, respectful communication. 
• Innovation.  We encourage you to explore ideas and test new theories, both in your work and in your individual career development plan.
• Growth.  We make your growth and learning a priority by allocating all our employees with a dedicated learning & growth budget. We give our team members tools and support to be the drivers of their careers and encourage knowledge sharing.
• Life-Work Integration.  We create an environment where you can integrate your work with life in a way that makes sense for you with our hybrid or remote working model, flexible work hours, and unlimited vacation!
• Fun.  We could not have good culture without good fun, and we don’t underestimate its importance. Our casual atmosphere promotes camaraderie, fun and helps bring people together.
• Embracing Diversity, Inclusion and Equity.  We speak up for inclusion and celebrate diversity in thought. Our goal is to create a safe, equitable workplace where everyone feels like they belong.

What does the interview process look like?

• Phone Interview – You’ll start with a 15–20-minute phone screen with someone from our Recruitment team to learn more about your background and goals for your next role.
• Hiring Manager Interview – A virtual interview with the CRO to discuss your  career background and alignment with channel philosophy and vision
• Peer Interview – Here you will be meeting with our VP, Sales, VP, Customer Success & Services and Director, Channel Sales to get a better understanding of how this role works collaboratively with these groups
• Panel Presentation – Here you’ll be presenting a high-level channel execution plan to CRO, CFO, CMO, Enterprise Leader, Director of Partner Enablement
• Executive Interview – An opportunity to touch base with the CRO and address any outstanding questions 
• Culture-Add Interview – This is a 30-minute virtual meeting with either our Chief People & Culture Officer or CEO to learn how your values align with our CCOAR values of Customer Focus, Collaboration, Ownership, Authenticity and Respect.

Click here to start imagining your future at Security Compass!

Security Compass is proud to be an Equal Opportunity employer. Diversity is our differentiator, and all qualified applicants will be considered without regard to race, ethnicity, color, religion, creed, gender, pregnancy, sex, sexual orientation, gender identity, national origin, age, genetic information, military and veteran status, marital status, medical condition, disability, or any other legally protected basis, in a manner consistent with the requirements of applicable state and Federal law. Should you require accommodation for a disability, special need and/or religious reason, please inform [email protected] so that an inclusive and barrier free process can be provided to all applicants throughout the application process.  All information provided will be addressed confidentially. Learn more about your equal employment opportunity rights here.

We at Security Compass are on a mission to create a world where we can trust technology by enabling organizations to shift left and build secure applications by design. Our flagship product, SD Elements, helps organizations to reduce cyber risks by taking an automated, developer-centric approach to threat modeling, secure development, and compliance. This, combined with our industry-leading e-Learning offerings, allows us to support our customers in accelerating software time-to-market without sacrificing security.

We are on a high growth trajectory as a leader and trusted supplier in the Cyber Security market as it grows to an expected US$330 Billion in 2027. We are expanding the sales team and are looking for our next superstar Sales Development Rep (SDR). In this role, you will be working closely with Enterprise Sales Reps and supporting them in achieving their sales targets with existing and new customers. Your primary focus will be identifying and qualifying new sales opportunities for both inbound leads and outbound sales prospecting.  

If you love the chase of finding new clients, understand consultative selling, have a strong discipline of prospecting and are familiar with the challenges of working in a complex enterprise sales environment, then this could be the perfect fit for you. This role will report to the Manager, Sales Development and is an excellent entry point for sales professionals looking to develop their skills and move higher into the world of enterprise software sales. 

We are open to candidates across North America. We are a remote-first company with a head-office in Toronto. 

What you’ll do 

• Generate outbound leads through cold calling, e-mail, and other digital outreach methods
• Qualify leads from Marketing Campaigns and turn them into Sales Opportunities
• Research target accounts and persona backgrounds to uncover insights and opportunities to position our solution’s core differentiators
• Generate creative content which captures the attention of senior level stakeholders
• Setup initial discovery calls between prospects and Enterprise Account Executives
• Work closely with your Enterprise Account Executives to develop and follow an outbound account strategy
• Work collaboratively with Marketing stakeholders to turn top-of-funnel events and content into compelling calls to action for prospects
• Represent Security Compass at trade shows, conferences, and customer events

What you’ll need to succeed 

• Excellent value positioning skills and outbound call experience.
• Excellent written communication for email correspondence and digital outreach.
• Grit, determination, and a mindset of continuous improvement.
• Success in achieving/over-achieving quota for converted sales opportunities.
• 1+ year of previous B2B enterprise software sales prospecting experience would be an asset
• Strong attention to detail and highly organized; there are multiple tasks and projects on-going and you will consistently be managing a number of sales opportunities at various stages.
• Experience with CRM and sales tools such as: Salesforce, SalesLoft, ZoomInfo, Nooks.ai, LinkedIn Sales Navigator

Why Security Compass? 

• Meaningful Work.  We contribute towards making technology in the world more secure and our vision is one of a world where we can trust technology.
• Trust.  It’s important to us that you trust those you work with and are empowered to be yourself. To build this trust and transparency, we encourage open, respectful communication. 
• Innovation.  We encourage you to explore ideas and test new theories, both in your work and in your individual career development plan. 
• Growth.  We make your growth and learning a priority by allocating all our employees with a dedicated learning & growth budget. We give our team members tools and support to be the drivers of their careers and encourage knowledge sharing.
• Life-Work Integration.  We create an environment where you can integrate your work with life in a way that makes sense for you with our hybrid or remote working model, flexible work hours, and unlimited vacation!
• Fun.  We could not have good culture without good fun, and we don’t underestimate its importance. Our casual atmosphere promotes camaraderie, fun and helps bring people together. 
• Embracing Diversity, Inclusion and Equity.  We speak up for inclusion and celebrate diversity in thought. Our goal is to create a safe, equitable workplace where everyone feels like they belong.

What does the interview process look like?

• Phone Interview – You’ll start with a 20-minute phone screen with someone from our Recruitment team to learn more about your background and goals for your next role.
• Hiring Manager Interview (1 hour) - This is an opportunity to meet with the Vice-President, Pre-Sales and learn more about the role, the team and the specifics of the role, while they learn more about your job specific experience and how you like to work. 
• Practical Assessment - (45 minutes effort maximum) - A practical exercise that will be played out in front of a panel (next step)
• Panel Presentation - Practical activity to VP, Pre Sales, Manager, Sales Development and Senior Demand Generation Manager 
• Culture-Add Interview – 30-minute virtual meeting with either our Chief People & Culture Officer or CEO to learn how your values align with our CCOAR values of Customer Focus, Collaboration, Ownership, Authenticity and Respect. 
  
  

Click here to start imagining your future at Security Compass!

Security Compass is an equal opportunity employer. We are committed to meeting the accessibility needs of all individuals in accordance with the Accessibility for Ontarians with Disabilities Act (AODA) and the Ontario Human Rights Code (OHRC). Should you require any accommodation, please inform [email protected]  so that an inclusive and barrier free process can be provided for candidates taking part in all aspects of the hiring process.  All information provided will be addressed confidentially.