Channel Sales Manager

Ambient.ai is the category creator and leader in Agentic Physical Security. Powered by Ambient Pulsar, the first reasoning Vision-Language Model purpose-built for physical security, our platform seamlessly integrates with existing security cameras and physical access control systems to unify monitoring, access control, threat assessment, response, and investigations through an always-on reasoning layer that augments security operators with superhuman capabilities. The results: 95% fewer false alarms, investigations 20x faster, and 10x faster response.

The momentum speaks for itself: we doubled new ARR in FY26, we process 200M+ video hours per day, and have delivered results for world-class customers including Cisco, ServiceNow, SentinelOne, TikTok, Bayer, and MoMA. That kind of momentum creates an environment where great people thrive, and it shows: we recently ranked #71 out of 500 on the Forbes best startup employers list.

Founded in 2017 and backed by Andreessen Horowitz, Y Combinator, and Allegion Ventures, Ambient.ai is on a fast-paced journey to fulfill our mission: prevent every security incident possible.

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Reporting directly to Colby Mulry, Director of Channel Sales, we are looking for a driven and relationship-focused Channel Manager to join our growing partnerships team at Ambient.ai. In this role, you will own the day-to-day execution of our channel partner program - building and nurturing relationships with resellers, distributors, and VAR partners to expand Ambient’s reach in the physical security market. You’re someone who thrives in a fast-moving environment, knows how to get things done through partners, and brings a genuine passion for building win-win relationships.

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  Manage and grow relationships with a defined set of channel partners, distributors, and VAR resellers - serving as their primary point of contact at Ambient.ai

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  Identify and onboard new partners that align with our go-to-market strategy, supporting the expansion of our channel network

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  Work cross-functionally with sales, marketing, and product teams to support partner-led opportunities, joint campaigns, and product launches

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  Track and report on partner performance metrics, pipeline activity, and KPIs - using data to surface insights and flag areas for improvement

• 3-5 years of channel sales or channel management experience, ideally in B2B SaaS or security technology

• Hands-on experience working with Security and/or IT VAR reseller partners

• Strong understanding of channel sales motions, partner enablement, and co-selling best practices

• Proven ability to manage a book of partners, hit revenue targets, and drive consistent pipeline through the channel

• Excellent communicator and relationship builder - you know how to work with partners and internal stakeholders alike