Director of Channel Sales

About PortSwigger

PortSwigger is the company behind Burp Suite — the world’s most widely adopted web security testing platform. Used by over 90,000 organisations worldwide, Burp Suite is the tool of choice for penetration testers, security teams, and developers who need to find and fix the vulnerabilities that truly matter.

Our customers include 65% of the Global Fortune 500 and 90% of the US Fortune 100, spanning financial services, technology, government, healthcare, and defence. Household names like Microsoft, NASA, Amazon, JPMorgan Chase, Goldman Sachs, Google and Accenture rely on our products every day to secure their most critical applications.

The Sales Tribe

The Sales Tribe is responsible for how we engage customers commercially, helping them understand the value of our products and supporting them to adopt and expand their use over time. We work closely with marketing, product, and customer teams to ensure a seamless journey from initial interest through to long‑term success. Our focus is on building trusted relationships, driving meaningful revenue, and creating a feedback loop that strengthens both our product and our go‑to‑market approach.

The Opportunity

The channel is already a significant and proven part of our success story. Today, over 40% of our revenue flows through partners, built organically over the last decade. We have a strong global network of resellers and distributors supporting a diverse customer base — from individual security practitioners through to some of the world’s most recognisable enterprise organisations.

But this is just the starting point.

This is an individual contributor role with the opportunity to evolve into a leadership position as the function and team scale. It’s a unique chance to shape the future of our channel strategy—transitioning from organic growth to a more intentional, scalable, and high‑impact partner ecosystem.

As the first dedicated Channel Sales Director at PortSwigger, you’ll have the backing of senior leadership and the autonomy to define what “great” looks like, building the foundations for long‑term channel success.

Why Join Now?

This is not a "run the playbook" role — because the playbook hasn’t been written yet.

You’ll have the space and support to:

• Build and shape the channel function
• Influence go‑to‑market strategy at a company level
• Define partner segmentation, tiering, incentives, and governance
• Identify and invest in the partners who drive the most value for customers
• Enable partners to better position, support, and deliver Burp Suite
• Unlock new routes to market — including cloud marketplaces, co‑sell motions, and technology alliances
• Create the structures, programmes, and processes that scale
• Ultimately grow this into a larger team as the function matures

What You’ll Be Doing

You will own the foundation and activation of PortSwigger’s partner ecosystem. Your mission is to convert a large, transactional reseller base into a structured, high‑impact channel that generates measurable partner‑sourced revenue.

Day to day, this will involve:

• Designing and launching the partner programme — segmentation, tiering, incentives, and agreements
• Defining and enforcing deal registration and rules of engagement with direct sales
• Building and operationalising partner workflows in Salesforce
• Developing dashboards and reporting for partner performance and pipeline contribution
• Activating and growing a focused set of strategic partners and distributors
• Negotiating and managing distributor agreements and economics
• Driving partner‑sourced pipeline and measurable revenue contribution
• Aligning cross‑functionally with Sales, Product, Legal, Finance, and Enablement
• Iterating through pilots and building a scalable, repeatable partner motion

Why It’s Exciting

This role sits at the intersection of customer impact, commercial growth, and strategic ownership. You won’t just be managing partners — you’ll be:

• Helping partners deliver better outcomes for their customers
• Turning a strong organic foundation into a high‑performing growth engine
• Playing a key role in how PortSwigger scales globally

Qualifications

• Proven experience owning and building a partner or channel function in a B2B software environment
• Demonstrated success designing and implementing partner tiering, deal registration, and governance
• Hands‑on experience using Salesforce (or similar CRM) to operationalise partner workflows
• Strong commercial understanding of partner economics, margins, and revenue contribution models
• Experience influencing and aligning cross‑functional stakeholders — sales, product, legal, finance
• Exposure to cloud marketplaces, co‑sell models, or technology alliances is a strong plus
• Experience working with distributors or two‑tier channel models
• Awareness of international scope — building channels and partner networks across multiple geographies

Benefits

At PortSwigger, we believe people should be paid what they’re truly worth — not just what we could get away with or what the market dictates. That’s why we pay generously above normal market levels, based on each person’s individual skills and contribution.

Our approach works: 95% of Swiggers say they’re mostly or completely satisfied with their pay and benefits. Alongside a strong base salary, we offer share options and a comprehensive benefits package designed to support both your work and life.

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