Founding Channel Lead, Tracebit
$150-250k
OTE
+ Equity
More information about location
Accel-backed cloud threat detection and deception platform
Open for applications
Accel-backed cloud threat detection and deception platform
1-20 employees
Open for applications
$150-250k
OTE
+ Equity
More information about location
1-20 employees
Company mission
To reduce the time it takes to detect and contain security incidents from months to minutes.
Role
Who you are
- We're open on background. If you've built a partner program before, great. If you're a strong commercial generalist who's excited to own something from scratch, that works too. What matters:
- You're commercially sharp. You’re a strategic thinker who can design joint GTM motions and translate value into business outcomes
- You’ll create a playbook that’s right for Tracebit. We’ve seen early traction from partners but haven’t built a formal program yet. You’ll dig into what’s working, experiment with new motions, and build a partnerships strategy that fits our product and buyer, not adhere to a playbook from your last company
- You're credible with technical buyers. Comfortable in conversations with security professionals and MSSPs. You'll need to learn the product quickly and represent it credibly
- You're organized and data-driven. You'll be tracking pipeline, partner performance, and deal attribution from day one. You need to be rigorous about what's working and honest when it isn't
- You've got good judgment and high standards. Tracebit's brand matters. We're selling to elite security teams. You'll be representing us to partners externally, and we need someone who takes that seriously
What the job involves
- We have strong traction in the US (80% of our customer base and forward-looking business). We've done this with a small team based in London. We've hit product-market fit and it's time to accelerate our growth by building our US presence in New York
- Channel is a genuine growth lever for us. We've closed partner-influenced deals with MSSPs and VARs, and we're seeing more demand come through that motion. But it's nascent, there's no program, no infrastructure, and no playbook. This is a ground-up opportunity
- We're looking for a sharp, commercially-minded person to own this. You'll report directly to our CEO and work alongside our Director of Sales to turn early traction into a repeatable channel motion
- You'll own everything channel. That means building the program, managing relationships, driving pipeline, and working across the team to make sure partners are set up to succeed. In practice:
- Design a partnership strategy for Tracebit. We have early traction with MSSPs and VARs, as well as with AWS, but no formal program. You’ll explore what partner types and motions actually drive revenue for a product like ours, and build the program around what you learn
- Drive partner-sourced and partner-influenced pipeline. Work with partners to build joint GTM plans: co-sell motions, shared events, enablement. Hold them accountable to outcomes
- Operate as part of the sales team. You'll run co-sell motions with AEs, loop in marketing for events and campaigns, and feed product with what partners are telling you
- Own our presence at industry events. We attend Black Hat, RSA and other key security events. You'll help coordinate our channel and partner presence at these, building Tracebit's reputation with the partner community
- Act as a market intelligence source. You'll share what you're learning about objections, competitor positioning, and buyer behaviour directly with the founders and product team
- Help shape our broader go-to-market strategy. You’ll have direct access to the CEO and sales leadership. What you learn from partners will feed directly into how we think about growth, positioning, and where we invest
- There’s no existing program or playbook here. You’ll have real ownership over shaping what partnerships looks like at Tracebit, and the founder access to move quickly
- You'll work closely with our London-based Product and Operations teams and our NYC GTM team
- We think 9am-6pm will bring a great cadence to work. As a Founding team member there will definitely be times you need to pick up work outside of these hours - we're keen to limit this where we can but also offer flexibility in return
Our take
Tracebit is a cybersecurity company specialising in intrusion detection solutions using deception techniques, such as canaries and honeypots. While effective, these methods are often costly and complex, limiting their broader use. Tracebit addresses these challenges by leveraging modern cloud practices for quick and efficient scaling.
By connecting securely to cloud environments and recommending realistic canaries based on unique profiles, Tracebit allows users rapid deployment through infrastructure-as-a-code. As environments evolve, Tracebit continuously adapts its canary configuration to keep potential intruders guessing, ensuring ongoing protection.
Recent funding will allow the company to further its developments and expand its team, enabling the company to broaden its offerings. With this strong backing and innovative approach, Tracebit is ready to solidify its position in the cybersecurity space.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Mar 2026
$20m
SERIES A
Jul 2024
$5m
SEED
Total funding: $25m
Company benefits
- Generous equity included
Company HQ
Fitzrovia, London, UK
Leadership
Andy Smith
(Co-Founder & CEO)Previously, Head of Engineering at Tessian, where he grew the Engineering team from 7 to over 100 people, through Series A, B, C and $130m investment (Accel, Balderton, Sequoia).
Sam Cox
(Co-Founder & CTO)Former lead Architect at Tessian, processing millions of sensitive email transactions weekly. Cambridge Maths graduate.
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