About the Role

As a Channel Sales Leader, you’ll play a critical role in scaling Verkada’s national channel business by leading and developing a high-performing team of Regional Channel Sales Managers (CSMs). You’ll be responsible for driving consistent, above-quota performance through strategic partner engagement, pipeline discipline, and strong executive relationships across Verkada’s Regional Partner ecosystem across the West.

This is a people-first leadership role that blends strategy with hands-on execution. You’ll work closely with senior sales leadership, cross-functional teams, and key partners to accelerate growth in a fast-paced, high-impact environment.

What You’ll Do

You’ll lead from the front, empowering your team to build pipeline, close complex deals, and deepen strategic partner relationships. Here’s what you’ll own:

• Lead & Develop a High-Performing Team:
  Lead, mentor, and coach a team of around 6–8 Regional Channel Sales Managers to achieve individual and team quotas. Recruit, hire, onboard, and develop top channel talent while supporting underperformers through to success.
• Drive Pipeline & Forecast Excellence:
  Support and coach CSMs in building pipeline daily, maintaining strong pipeline hygiene, and delivering accurate forecasts. Conduct weekly forecast calls and pipeline reviews to ensure consistent execution and visibility.
• Execute National Channel Strategy:
  Partner with the Head of National Channel Sales to execute Verkada’s national channel strategy, ensuring alignment between partner initiatives, regional execution, and company-wide GTM priorities.
• Support Complex, High-Value Deals:
  Assist CSMs in closing highly complex transactions by developing executive-level relationships with key national and regional partners. Provide deal strategy, escalation support, and executive alignment when needed.
• Operational Rigor & Reporting:
  Monitor sales activity, pipelines, forecasts, and closed deals across the team. Report on performance, trends, and risks to senior leadership with clear insights and recommendations.
• Enable Continuous Improvement:
  Coordinate and lead weekly and monthly one-on-one meetings, team trainings, and pipeline reviews to drive skill development, best-practice sharing, and ongoing performance improvement.
• Collaborate Cross-Functionally:
  Work closely with Sales, Marketing, Enablement, and Operations to support partner initiatives, drive demand generation, and ensure your team has the tools and support needed to win.
• Lead in a Fast-Paced Environment:
  Deliver results in a high-growth, high-expectation sales culture while modeling accountability, resilience, and customer-first leadership.
• This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration.

What You Bring

• Proven Sales Leadership:
  Demonstrated success leading high-performing sales teams, with channel sales leadership experience strongly preferred.
• Channel Expertise:
  Existing relationships and/or prior leadership experience within SaaS, physical security, or partner-led sales organizations.
• Consistent Sales Success:
  Strong personal and team track record of sales achievement; President’s Club or similar recognition is a plus.
• Operational & Forecasting Strength:
  Proven ability to manage high-volume transaction environments and accurately forecast results.
• Executive Presence:
  Excellent presentation, listening, and communication skills with the ability to influence executive-level stakeholders internally and externally.
• Strategic Mindset:
  Ability to develop and execute top-down and bottom-up strategies with national partner leadership that drive measurable business outcomes.
• Talent Builder:
  Proven success hiring, training, and developing sales talent while coaching teams through change and growth.
• Location & Travel:
  Based in or near a major city in Tempe, AZ. Expected to work in-office with flexibility and travel approximately 50% across the West region.

US Employee Benefits

Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
• Nationwide medical, vision and dental coverage
• Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
• Expanded mental health support
• Paid parental leave policy & fertility benefits
• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Fertility Stipend
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits

Additional Information

• You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time.