Job description

Build a safer world with us, one incident at a time. Ambient.ai is the category creator and leader in Agentic Physical Security. Powered by Ambient Pulsar, the first reasoning Vision-Language Model purpose-built for physical security, our platform seamlessly integrates with existing security cameras and physical access control systems to unify monitoring, access control, threat assessment, response, and investigations through an always-on reasoning layer that augments security operators with superhuman capabilities. The results: 95% fewer false alarms, investigations 20x faster, and 10x faster response. The momentum speaks for itself: we doubled new ARR in FY26, and have delivered results for world-class customers including Cisco, ServiceNow, SentinelOne, TikTok, Bayer, and MoMA. That kind of momentum creates an environment where great people thrive, and it shows: we recently ranked #71 out of 500 on the Forbes best startup employers list forbes.com. Founded in 2017 and backed by Andreessen Horowitz, Y Combinator, and Allegion Ventures, Ambient.ai is on a fast-paced journey to fulfill our mission: prevent every security incident possible. Ready to learn more? Connect with us on LinkedIn linkedin.com and YouTube youtube.com About the role: Reporting directly to Colby Mulry linkedin.com, Director of Channel Sales, we are looking for a driven and relationship-focused Channel Manager to join our growing partnerships team at Ambient.ai. In this role, you will own the day-to-day execution of our channel partner program - building and nurturing relationships with resellers, distributors, and VAR partners to expand Ambient’s reach in the physical security market. You’re someone who thrives in a fast-moving environment, knows how to get things done through partners, and brings a genuine passion for building win-win relationships. What you’ll do: - Manage and grow relationships with a defined set of channel partners, distributors, and VAR resellers - serving as their primary point of contact at Ambient.ai - Identify and onboard new partners that align with our go-to-market strategy, supporting the expansion of our channel network - Work cross-functionally with sales, marketing, and product teams to support partner-led opportunities, joint campaigns, and product launches - Track and report on partner performance metrics, pipeline activity, and KPIs - using data to surface insights and flag areas for improvement What you’ll bring: - 3-5 years of channel sales or channel management experience, ideally in B2B SaaS or security technology - Hands-on experience working with Security and/or IT VAR reseller partners - Strong understanding of channel sales motions, partner enablement, and co-selling best practices - Proven ability to manage a book of partners, hit revenue targets, and drive consistent pipeline through the channel - Excellent communicator and relationship builder - you know how to work with partners and internal stakeholders alike Why join us: - We are creating an entirely new category within a 120+ billion-dollar physical security industry, and we’re looking for team members who share our mission to prevent every security incident possible - We have an impressive customer roster of F500 companies, including Adobe, TikTok, and SentinelOne - Regular full-time employees receive stock options for the opportunity to share in the success of our company - Comprehensive health + welfare package (Medical, Dental, Vision, Life, EAP, Legal Services, 401k plan) - We offer flexible time off to rest and recharge, including Winter Break (time off between Christmas and New Year’s for most roles depending on customer demand) - The latest tech and awesome swag will be delivered to your door - Enjoy a full range of opportunities to connect with your awesome co-workers - We love to hike alltrails.com, are foodies, and love music! Check out our most recent Ambient Spotify Playlist open.spotify.com #Remote Ambient.ai is proud to be an Equal Opportunity Employer. Ambient does not unlawfully discriminate on the basis of race, color, religion, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender identity, gender expression, national origin, ancestry citizenship, age, physical or mental disability, legally protected medical condition, family care status, military or veteran status, marital status, registered domestic partner status, sexual orientation, genetic information, or any other basis protected by local, state, or federal laws. Ambient is an E-Verify participant.

Requirements

Must-haves

Build a safer world with us, one incident at a time.
Founded in 2017 and backed by Andreessen Horowitz, Y Combinator, and Allegion Ventures, Ambient.ai is on a fast-paced journey to fulfill our mission: prevent every security incident possible.
Ready to learn more? Connect with us on LinkedIn https://www.linkedin.com/company/ambient-ai/?viewAsMember=true and YouTube https://www.youtube.com/@ambient-ai-inc
Manage and grow relationships with a defined set of channel partners, distributors, and VAR resellers - serving as their primary point of contact at Ambient.ai
Identify and onboard new partners that align with our go-to-market strategy, supporting the expansion of our channel network
Work cross-functionally with sales, marketing, and product teams to support partner-led opportunities, joint campaigns, and product launches
Track and report on partner performance metrics, pipeline activity, and KPIs - using data to surface insights and flag areas for improvement
3-5 years of channel sales or channel management experience, ideally in B2B SaaS or security technology
Hands-on experience working with Security and/or IT VAR reseller partners
Strong understanding of channel sales motions, partner enablement, and co-selling best practices
Proven ability to manage a book of partners, hit revenue targets, and drive consistent pipeline through the channel
Excellent communicator and relationship builder - you know how to work with partners and internal stakeholders alike

Nice-to-haves

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Keywords to mirror

aigorest

Platform: ashby
Effort: quick

Benefits

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Dental

Vision

401k