Channel Partnerships Lead, Maze

• Built Channel From Zero Before: At least one tour as the first or earliest partnerships hire at a Series A or B security / B2B SaaS company where you stood up the function from nothing -- partner program, deal reg, enablement, the lot. We're not the right home for someone who's only operated inside a mature channel org
• Deep, Real Channel Relationships You'll Import: Existing, working relationships with cybersecurity resellers, VARs, and distributors across the US that you can pick up the phone to from day one. None of us at Maze has this network -- you'll be importing it
• Hands-On Operator, Not a Team Builder (Yet): You'll be solo in the function for a meaningful stretch. You're energised by getting into the detail -- running partner meetings, building decks, chasing co-sell opportunities, closing partner-sourced deals alongside AEs -- not by hiring a team and managing through them. You'll get to build a team eventually, but only after you've built the motion
• Cybersecurity Domain Credibility: You've sold or partnered in cybersecurity long enough to hold your own with partner sales teams, CISOs, and security leaders without needing to be taught the landscape
• Sharp, Creative, First-Principles Thinker: You don't run the same playbook you've seen run before just because it's familiar. You're constantly asking what would actually work for this product, at this stage, with this buyer -- and you can bring novel partnership ideas to the table, not just standard channel motions
• Hungry, Not Coasting: You're at the stage of your career where you're still trying to prove something. We've seen too many channel leaders go quiet once they've accrued their relationships -- that's not the profile here. You'll hustle, run an active calendar, and own a number

Desirable

• As the first partnerships hire at Maze, you'll build our channel function from the ground up - bringing your own deep relationships across the US security ecosystem and using them to open meaningful pipeline alongside our direct sales motion
• You'll own resellers and VARs, activate the major cloud marketplaces (AWS, Azure, GCP), and pressure-test net-new partnership models like investor and PE portfolio referral programs that we've started to prove out but haven't scaled
• This is an early-hire, hands-on role at a well-funded Series A startup
• You'll be alone in the function for a while, so this isn't a job for a team builder waiting for headcount -- it's for someone who's done this before at Series A/B, knows what works, and is ready to get back into the weeds for the chance to define a category-creating channel program from scratch
• You'll initially report to the CEO and work in close partnership with our Account Executives in the US and UK and the wider Go To Market team
• Success will be measured by channel-sourced pipeline and ARR, the velocity at which we activate marketplace and partner-led motions, and the credibility you build for Maze across the security partner ecosystem
• Build the Channel From Scratch: Design and execute the channel strategy end-to-end -- partner tiers, economics, enablement, deal registration, and reporting
• Bring your existing reseller and VAR relationships in cybersecurity to bear from week one, and use them to generate qualified pipeline alongside our AE team
• Activate the Cloud Marketplaces: Get Azure and GCP partnerships moving and accelerate the work already underway with AWS
• Own the relationships with cloud field teams, navigate marketplace listings and co-sell motions, and turn passive listings into active pipeline
• Test New Partnership Vectors: Lean into emerging partnership models we've started to prove out, like investor and PE portfolio referral programs
• You'll be expected to think from first principles about where Maze's next channel of growth comes from -- not just replay the standard channel playbook
• Own Tech Partnerships Pragmatically: Manage our technical partnerships portfolio, prioritising the ones that drive commercial outcomes through co-marketing, co-selling, or joint solutions
• Avoid the trap of low-value integration work that doesn't move the needle
• Work in Sync With Sales: Keep a tight working rhythm with our AEs and sales leadership so partner motions show up in deals, not as a separate track
• Make sure channel and direct work amplify each other rather than collide
• Bring the Partner Voice Into the Company: Feed market signal back into product, marketing, and leadership -- what partners need to sell us, where co-marketing lands, what competitive positioning shows up in the field