The Job
As the Head of Partnerships at Panther, you’ll be responsible for building a global partnership program with cloud providers, resellers, technology partners, and GSIs to drive go-to-market success. Panther aims to help organizations worldwide improve their ability to detect and respond to threats in the cloud, and strong partnerships are key to achieving this mission.
In this role, you’ll collaborate closely with members from all areas of our organization to position Panther for a broader customer base. The ideal candidate for this position thrives in a fast-paced environment, understands the competitive landscape in cybersecurity, and has a proven track record of building and scaling successful partnership organizations for B2B startups.
This is an opportunity to join a rapidly growing organization and build a critical function from scratch. The role reports directly to the COO, whose scope also includes sales, marketing, customer success, and RevOps.
The Company
Panther is a cybersecurity company with the mission of detecting any breach, anywhere. The company was founded by security practitioners that lived through the difficulty of trying to protect large organizations and wanting to build a solution that many teams could use. Panther solves modern security problems with detection-as-code, a cloud-native architecture, and robust security data lake. Panther’s platform, used by many industry innovators, enables security teams to focus on security, detect attacks, and protect their organizations without prohibitive overhead or excessive operational costs.
Backed by Coatue Management, Lightspeed Venture Partners, S28 Capital, Snowflake Ventures, ICONIQ Growth, and Innovation Endeavors, Panther has raised $140M, and is driving innovation disrupting the cyber security space.Panther’s customers include industry-leading technology companies such as Figma, Gusto, Coinbase, and Dropbox, most of them being mid-large enterprises and they are very much modern technology cloud-forward companies.The company was featured for a second year in a row on EnterpriseTech30’s startup list, most as recently as #6 on the list of mid stage, emerging technology companies!
Panther is a remote-first company with a culture of flexibility, written documentation, open company communication, and collaboration. Our values guide our every move: Create Customer Love, Be an Owner, and Take Care of the Team. We believe that by building a diverse group of remote individuals, we can push forward our mission and create a rewarding, inclusive, and fun work environment for our entire team.
The Responsibilities
- Define and execute a business plan to reach revenue goals
- Work in the field with our reps and our partners to create mutually beneficial sales outcomes
- Lead joint marketing and sales efforts with strategic partners
- Facilitate relationships with product integration partners to streamline legal agreements
- Develop standardized methodologies for partner sales motions that remove friction across the sales cycle, build trust, and ensure partner success
- Define and implement KPIs to evaluate the overall effectiveness and performance of our partner program
- Own our partnership technology stack, including the creation of a partner portal
The Requirements
- 10+ years of experience across sales, partner sales, business development, and/or channels
- Extensive experience partnering with Cloud providers and strategic technical partners, specifically AWS and Snowflake
- Experience building a B2B partner program in a startup environment
- Strong background with technical B2B SaaS products, preferably with experience in cybersecurity or adjacent industries
- Strong leadership and collaboration abilities to create effective cross-functional working relationships
- Ability to travel
Cash compensation range: 240,000 - 300,000 USD Annually
The cash compensation above includes base salary and on-target commission for employees in eligible roles. In addition to cash compensation, all full-time Pantherinos are eligible to participate in our equity plan to receive Incentive Stock Options (ISO). Individual compensation packages are based on a few factors unique to each candidate, including their location, experience, and expertise, and may vary from the above-mentioned range.
The Perks
- Equity
- Unlimited PTO policy, with a minimum requirement of 15 days off per year, observing major US holidays, as well as an end of the year break
- Latest tech equipment & budget for your customized tech needs
- Comprehensive medical, dental, and vision coverage
- 401k program
- Remote-friendly
- Opportunities to attend industry conferences (remote or in-person, and in conjunction with our in-person health and safety policy)
- Annual company off-sites in awesome locations (in conjunction with our in-person health and safety policy)
Panther labs is an Equal Opportunity Employer. The Company prohibits discrimination and harassment on the basis of race, color, national origin, ancestry, sex (including pregnancy, childbirth, breastfeeding), gender, gender identity, gender expression, sexual orientation, marital status, age, religious creed, physical disability, mental disability, genetic information, military or veteran status, or any other status protected by law. All employment decisions are decided on the basis of qualifications, merit, and business need.
