Director, Channel Sales

Important: 1Password is growing faster than ever. We’ve surpassed $400M in ARR and we’re continuing to accelerate, earning a spot on the Forbes Cloud 100 for four years in a row and teaming up with iconic partners like Oracle Red Bull Racing and the Utah Mammoth.

About 1Password

At 1Password, we’re building the foundation for a safe, productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We innovated the market-leading enterprise password manager and pioneered Extended Access Management, a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity, we take a human-centric approach in everything from product strategy to user experience. Over 180,000 businesses, from Fortune 100 leaders to the world’s most innovative AI companies, trust 1Password to help their teams securely adopt the SaaS and AI tools they need to do their best work.

If you're excited about the opportunity to contribute to the digital safety of millions, to work alongside a team of curious, driven individuals, and to solve hard problems in a fast-paced, dynamic environment, then we want to hear from you. Come join us and help shape a safer, simpler digital future.

Reporting to 1Password’s Head of Partnerships, the Director, Channel Sales will be responsible for expanding our channel partner relationships to drive revenue growth and expand market reach through key geographies. This is a complex, senior partnerships role that requires an artful balance of program development and relationship management in order to deliver a set of scalable partner centric, revenue generating partnerships.

This is a Remote opportunity within Canada and the United States.

What we're looking for

• High Growth at Scale – Track record of leading channel teams through rapid growth. Develops processes and strategies that enable the channel organization to scale with the business.
• Operational Rigor – Experience implementing complex strategy and operational improvements. Takes a data driven and efficiency-oriented approach to sales operations. Measurable success in improving sales enablement, hiring practices, productivity, sales strategy and programs.
• Strategic Builder- this executive will be a team builder, team player, and a leader. To be effective in this role, you will have the personal drive and enthusiasm to successfully navigate a growing company in an evolving marketplace.
• SaaS – Experience within a cloud-native, technical infrastructure SaaS business, and track record of managing a predictable and repeatable recurring revenue business model.

• 5- 7 years of relevant partnerships, sales or business development experience with 2+ years experience directly managing people Channel Sales Managers.

What you can expect

• The Director of Channel Sales is responsible for developing, implementing, and managing the channel sales strategy to achieve company sales objectives
• This role will focus on driving revenue growth through the development and management with key channel partners
• The ideal candidate will have a proven track record of success in channel sales management and the ability to build and maintain strong relationships with partners
• Develop and maintain strong relationships with existing partners to drive mutual growth
• Performance Management: Monitor, analyze, and report on the performance of channel partners

USA-based roles only: The annual base salary for this role is between $190,000 USD and $256,000 USD, and is commission-eligible. This role is also immediate participation in 1Password's benefits program (health, dental, 401k and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.

Canada-based roles only: The annual base salary for this role is between $179,000 CAD and $242,000 CAD and is commission-eligible. This role is also eligible for immediate participation in 1Password’s generous benefits program (health, dental, RRSP and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.

At 1Password, we approach each individual's compensation with a promise of fair market value and internal equity commensurate with experience and specific skill set.

Our culture

At 1Password, we prioritize collaboration, clear and transparent communication, receptiveness to feedback, and alignment with our core values: keep it simple, lead with honesty, and put people first.

You’ll be part of a team that challenges the status quo, and is excited to experiment and iterate in search of the best solution. That said, 1Password is not for everyone . Our work is demanding, we strive for excellence, and the pace is fast. We need people who are keen to take on challenging problems, who seek feedback to grow, and who are driven to make an impact. If you're looking for a place where you can settle into a comfortable routine, this might not be the right fit for you. We’re looking for individuals who are proven experts in their fields, as well as those who are highly adaptable, can thrive in ambiguity and through change, are curious, and above all deliver results.

We are committed to leveraging cutting-edge technology—including AI—to achieve our mission. We also understand that thinking critically about AI in its current forms will help us create better solutions for our customers and ourselves with its future forms, which will help us continue to close the gap between security and privacy and achieve our mission. We want team members at all levels to take the approach of actively learning AI best practices, identifying opportunities to apply AI in meaningful ways, and driving innovative solutions in their daily work. Embracing the future of AI isn't just encouraged at 1Password—it's an essential part of how we will be successful at 1Password.

Our approach to work

We recognize the power of both in person collaboration and remote work. Some roles are designated as remote-first, with an expectation that individuals work from their homes majority of the time, while others are designated as in-office roles, with an expectation of being on-site on a regular basis. We recognize that certain roles benefit from regular, in-person connection to support collaboration, team cohesion, and customer engagement.

For all roles, occasional travel may be required. This includes things like: department-wide offsites, quarterly department meetings and periodic customer events. These events are typically held in varying locations across Canada, USA and/or EMEA. In leadership roles, you can expect to travel once per month on average.

Note: All go-to market roles will have an in-person onboarding in Toronto.

What we offer

We believe in working hard, and rewarding that hard work through our benefits. While not an exhaustive list, here is a glance at what we currently offer:

Health and wellbeing

Important: Growth and future

📈 RSU program for most employees

💸 Retirement matching program

🔑 Free 1Password account

Community

🤝 Paid volunteer days

🏆 Peer-to-peer recognition through Bonusly

🌎 Remote-first work environment

*Some roles in our GTM team are currently being hired for in-person hybrid work in Toronto and Austin. These roles will specify on the posting.

• Implement performance improvement plans and strategies to maximize sales and profitability
• Training and Enablement: Provide ongoing training, support, and resources to channel partners to ensure they are well equipped to sell and support the company's products and services
• Collaboration: Work closely with internal teams, including marketing, product development, and customer support, to ensure alignment and support for channel partners
• Market Analysis: Stay informed about industry trends, competitive landscape, and market conditions to identify opportunities and challenges in the channel sales environment
• Proven success in driving comprehensive channel sales to achieve revenue targets and expand market presence
• Build & develop a world class channel partner team that drives sell through and sell with strategies for distribution and resale implementation of our solutions
• Recruit, develop, and drive business with key industry and market leading distributors & resellers,.
• Lead implementation of systems, programs and tooling to support channel partners with means to competently represent, support and implement our solutions and efficiently conduct business with 1Password
• Develop short and long-term market strategy and forecasts through analysis and interpretation of results and communicate partner activities, execution and productivity with the senior management team.
• Work cross functionally with product, finance, people team and operations to secure the necessary support, resourcing and operational capabilities for highly effective channel sales programs and delivery
• Leverage strong channel relationships, consistently collecting and providing feedback on partner and channel customer needs, market trends, and opportunities for continuous process, product, and solution improvement.
• Recruit, inspire, lead, mentor, motivate and instill operational rigor into the channel organization, to capitalize on the market opportunities

You belong here.

1Password is proud to be an equal opportunity employer. We are committed to fostering an inclusive, diverse and equitable workplace that is built on trust, support and respect. We welcome all individuals and do not discriminate on the basis of gender identity and expression, race, ethnicity, disability, sexual orientation, colour, religion, creed, gender, national origin, age, marital status, pregnancy, sex, citizenship, education, languages spoken or veteran status. Be yourself, find your people and share the things you love.

Accommodation is available upon request at any point during our recruitment process. If you require an accommodation, please speak to your talent acquisition partner or email us at nextbit@agilebits.com and we’ll work to meet your needs.

Remote work is a part of our DNA. Given that our company was founded remotely in 2005, we can safely say we're experts at building remote culture. That said, remote work at 1Password does mean working from your home country. If you've got questions or concerns about this, your talent partner would be happy to address them with you.

Successful applicants will be required to complete a background check that may consist of prior employment verification, reference checks, education confirmation, criminal background, publicly available social media, credit history, or other information, as permitted by local law.