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Role Description

ZenGRC is building a partner-driven revenue channel as a core part of our 2026 growth strategy. We have active partnerships in healthcare compliance and federal/CMMC markets, with plans to expand. This role owns the channel number.

• Own and grow active partnerships.
• Drive joint pipeline through shared outbound, co-presented demos, and content collaboration.
• Coordinate joint GTM motions across our partner portfolio in healthcare and regulated industries.
• Activate partnerships commercially.
• Manage and develop the federal/CMMC channel.
• Source and evaluate new partners.
• Run structured partner QBRs.
• Integrate with the sales team.

Qualifications

• 5 or more years of channel or partner sales experience in B2B SaaS.
• GRC, InfoSec, compliance, or audit software experience is a strong plus.
• Proven track record of closed partner ARR.
• Experience co-selling with audit firms, MSSPs, or consulting partners.
• Ability to build and run a co-sell motion.
• Existing relationships with audit firms or MSSPs in regulated industries are a plus.
• Strong pipeline discipline.
• Comfortable in a mid-market SaaS environment without a large supporting infrastructure.

Requirements

• Not pipeline generated. Not partnerships signed. Closed revenue.
• Understanding of how these organizations evaluate technology partnerships and what motivates referrals.
• You can run a demo, qualify a deal independently, and close with an AE.
• You do not depend on a partner to manage the sales cycle for you.

Benefits

• Competitive salary and equity (we want everyone to be a stakeholder)
• Full benefits (medical, dental, vision, wellness offerings, etc.)
• Unlimited PTO, paid sick days, 11 holidays
• Collaborating with smart coworkers who put customers first