• Define and execute the global GSI partner sales strategy aligned to company growth objectives • Build executive-level relationships across priority GSIs, including alliance leaders, practice heads, and regional sales leadership • Develop and establish clear value propositions and joint solutions that position identity security as foundational to digital transformation, cloud, zero trust, and compliance initiatives • Drive GSI sourced and influenced pipeline and revenue achieving aggressive growth targets • Drive consistent, scalable co-sell motions with field sales teams • Forecast partner-driven pipeline and revenue with accuracy and rigor • Collaborate with partner programs, marketing, and product teams to enable GSIs with training, certifications, sales assets, and repeatable offerings • Ensure partners can independently position, sell, and deliver the company’s identity security platform at scale • Drive the creation of joint offerings, reference architectures, and packaged solutions • Serve as the executive liaison between GSIs and internal stakeholders including sales, product management, customer success, and marketing • Ensure partner strategy is fully integrated into field sales execution and account planning • Influence product roadmap based on partner and customer feedback • Build and lead a high-performing global GSI partner sales organization setting clear goals, KPIs, and accountability for partner sales leaders and managers • Mentor and develop talent with a focus on execution excellence and long-term scalability

• Directly sells enterprise security software solutions across the breadth of the company’s products and drives incremental revenue with new customers, primarily through flexible and scalable licensing models. • This field sales role has primary accountability for the planning, prospecting, qualification, and closing of revenue on new business accounts. • Additionally, this role develops the post close relationship within newly won accounts during the first twelve months by partnering with internal stakeholders who are accountable for onboarding, accelerated adoption, expansion, and drawdown of flexible licensing models. • Incumbents effectively collaborate with other teams, including Account Managers, Customer Success, Sales Engineering, Professional Services, Marketing, Channel / Alliances sales teams, Finance and Customer Support, as well as external parties such as Alliance and Channel Partners.

• Own the entire sales organization and the full revenue number as we scale from $10M to $50M+ ARR - nearly 8x growth over the next few years • Drive growth across enterprise, mid-market, and new verticals as we expand beyond restaurants into facilities, home health, and consumer services • Build the multi-year revenue model and capacity plan that shows exactly how we get to $50M - what could break at each stage and how we fix it before it does • Personally contribute to key large deals and closing them - both to get them done and to build AE enterprise capabilities • Build the team from 6 mid-market AEs and 1 enterprise pod to 25+ people over the next 24 months - you own all hiring decisions and set the bar for what great looks like • Design the onboarding and enablement program that gets new AEs productive and closing deals within 90 days • Develop individual development plans - coach AEs to personal success • Run pipeline reviews and deal coaching that elevates the entire team's performance - you need to see what's really happening in accounts and drive the right actions • Design and implement the sales process - how we segment, how we sell, how we forecast, how we comp • Refine our enterprise and mid-market playbooks based on wins with Smashburger, Paris Baguette, ABM and make sure every seller knows how to execute them • Build the systems, metrics, and infrastructure for predictable growth - CRM discipline, pipeline management, forecasting rigor, sales operations • Own comp plan design, quota setting, and territory planning across the organization • Own go-to-market strategy as we launch new products in 2026 and expand into new verticals - you decide how we sell, who sells, and how we enable the team • Partner with marketing to refine messaging, generate pipeline, and optimize conversion across the funnel • Work closely with product to create feedback loops between what's selling in the market and what we build next - you're the voice of the customer internally

• Define and Execute GTM sales engagements within USG programs • Establish and Engage our Channel Reseller program across all Public Sector territories • Refine and Execute our GTM for Cloud Marketplaces and Hyperscaler Alliance Teams for DOW • Drive the adoption of Chainguard Products to new customers within Territories & Accounts • Evangelize the value proposition and ROI to prospects and leads • Position yourself as a trusted advisor within the partner community to effect change • Champion our offerings with key stakeholders to drive a project’s future state • Collaborate with internal business functions to ensure an exceptional partner experience • Leverage community, build partner ecosystems, and develop partner marketing to drive significant growth • Forecast accurately to meet and exceed quota • Manage business and track opportunities in SFDC and other supporting tools