Material Security

• Build scalable distributed systems • Design, implement, and maintain robust software systems • Ship high-impact features in collaboration with product and security teams • Contribute to great engineering culture through participation and mentorship

• Build full-stack features across the Google Drive and OAuth areas of our Cloud Office Security product. • Design and ship agentic workflows that automate detection, investigation, and remediation of security risks. • Integrate deeply with Google Workspace APIs, building reliable pipelines that handle real-world data at scale. • Partner closely with product and design to ship the highest-impact features for our customers. • Collaborate with adjacent product and platform teams to expose Cloud Office Security capabilities throughout the product. • Contribute to a great engineering culture through active participation, code review, and mentorship.

• Design, build, train, and deploy machine learning models to detect sensitive data and malicious threats (phishing emails). • Write production-level code to convert your ML models into working pipelines and participate in code reviews to ensure code quality and distribute knowledge. • Architect scalable, reliable, and maintainable machine learning pipelines, integrating seamlessly with existing backend systems. • Explore recent advancements in generative AI and LLMs as potential additions to our detection capabilities. • Work closely with machine learning engineers, product managers, designers, data scientists, and software engineers to align machine learning initiatives with business goals. • Stay ahead of the curve by exploring new algorithms, technologies, and frameworks to enhance our detection models. • Contribute to great engineering culture through active participation and mentorship.

• Meet and exceed revenue targets by working closely with companies in our SMB segment’s (1 to 250 employees) IT & Security teams. • Supplement inbound leads with self-generated outbound strategies for pipeline generation. • Develop innovative and scalable sales strategies to drive opportunities and revenue. • Create an unparalleled customer experience throughout the sales life cycle. • Manage existing customer relationships to drive renewal and upsell opportunities. • Work cross-functionally across our go-to-market team as well as with partner organizations to drive strategic growth opportunities.

Role Description Material Security is looking for a Strategic Alliances Lead to own and scale our partner ecosystem. This role will focus on driving growth through MSPs, deepening high-value reseller/channel relationships, and maintaining productive ISV partnerships. You’ll have the opportunity to build the foundation of our partner motion. We are looking for someone who is entrepreneurial, adaptable, and eager to make an outsized impact. Prior experience in security and with MSPs is highly valuable, but most important is your ability to learn quickly, build strong relationships, and execute with focus. - Build and scale our MSP partner program, including recruitment, onboarding, and enablement. - Manage and grow existing channel/reseller/VAR relationships, driving revenue outcomes. - Oversee existing ISV partnerships and ensure joint success. - Collaborate with sales, marketing, and product teams to drive growth and success. - Track, analyze, and report on partner performance metrics. Qualifications - 3+ years of experience in partnerships, channel, or business development roles (security industry experience preferred). - Exposure to MSP ecosystem strongly preferred. - Strong relationship-building and communication skills. - Highly collaborative team player. - Extremely adaptable and resourceful — a builder who enjoys figuring things out. - Strong organizational skills; proven ability to manage multiple priorities. Benefits - Remote-first workplace with an office in San Francisco, California. - Projected base compensation range for this position is $145-180K/yr. - Total compensation package includes various factors such as knowledge, skills, competencies, and experience. Company Description Material Security is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, disability, genetic information, or any other legally protected status. All employment decisions are based on qualifications, merit, and business needs.

• Fully own your book of business which will consist of 150-200 accounts totaling $2-5M ARR. • Support your customers in moving through their lifecycle touchpoints at scale, including process improvements and providing escalated support when necessary. • Co-own the self-serve onboarding process in partnership with Product and Knowledge Management. • Provide guidance and assistance on any new documentation needed to maximize scaled success. • Work with the Sales team to build account plans that move the customers forward through each stage of the customer journey, through onboarding, adoption, renewal and beyond. • Drive proactive async customer touchpoints, including new feature and roadmap updates, and find expansion opportunities at scale. • Act as an advocate for scaled customers internally.

• Fully own your book of business consisting of 12-18 accounts totaling $2-5M ARR • Build and nurture strong relationships with your accounts • Provide advanced product-level technical expertise, leading customer onboarding and resolving technical challenges • Build and act on account plans moving customers through each lifecycle stage • Organize and lead value-focused executive business reviews (EBR) • Communicate frequently with customers about new features and roadmaps • Lead customer escalations and ensure effective resolution • Aggregate customer product feedback and advocate for customer needs

• Lead discussions and product demonstrations • Spearhead customer evaluations • Provide guidance on integrating solutions • Communicate market needs to internal teams • Collaborate with Customer Success to ensure retention

• Lead a cross-functional team of engineering and design to ship product experiences that customers love. • Thoughtfully prioritize to maximize the impact of engineering effort. • Stay hands-on with customers, both internal and external, to keep them happy today, while gaining insight for future ideas. • Generate and shepherd creative ideas, both large and small, that bring value to customers and the business. • Bring curiosity, positivity, and an entrepreneurial approach to each day.

• Engage in extensive primary and secondary research into workspace security • Do data analysis to support this research • Ensure the accuracy of the research • Inform product and engineering of new threats or vulnerabilities • Work directly with Marketing to distribute content and develop responses • Assist in producing digital content including web articles and social media posts • Create, edit, and copy edit digital content