National Channel Sales Manager, Public Sector

Verkada is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management. With more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more, Verkada is at the center of Physical AI.

As our Channel Partner Leader, you'll drive Verkada's Federal and State revenue growth through new and existing channel partners. Working closely with the Head of Federal and The Head of State, you'll build and execute the partner strategy that surfaces new business across a nationwide portfolio of State and Federal partners and geographies, with the goal of sourcing 50% of Federal revenue through the channel. This is an individual contributor role requiring hands-on execution with a focus on deal registrations and booked revenue against Public Sector Division targets.

• Own, manage, and grow Verkada's Public Sector channel business by developing and expanding relationships across a defined portfolio of certified partners: value-added resellers (VARs), distributors, and strategic partners.
• Build trusted executive relationships across the partner ecosystem, from front-line sellers to C-level leadership.
• Partner with the Federal sales team to identify, develop, and close strategic opportunities across Public Sector customers.
• Create and execute quarterly business plans with partners to generate pipeline, grow revenue, and expand into new markets.
• Design and deliver sales enablement and technical training that empowers partner organizations to sell and support Verkada.
• Lead partner marketing initiatives and co-selling activities to generate demand and accelerate deals.
• Serve as the voice of the Federal channel inside Verkada, advocating for partner needs and driving alignment with internal sales, marketing, and product teams.
• Associate pipeline and deal registrations to the right partners, and forecast and manage that business in Salesforce.
• Travel up to 50% nationally to support partner engagements, business planning sessions, and customer opportunities.

• 10+ years selling into or supporting the Public Sector market.
• Proven success managing Federal reseller, VAR, distribution, or channel partner relationships.
• A demonstrated track record of exceeding sales targets, including recognition such as President's Club or equivalent.
• Experience building executive relationships with stakeholders ranging from front-line sales teams to C-level leadership.
• Strong command of channel sales strategies, partner programs, and Federal procurement processes.
• Experience influencing and driving results across cross-functional teams without direct authority.
• Highly organized, with the ability to manage competing priorities, execute independently, and consistently hit deadlines.
• Proficiency with Salesforce and standard business productivity tools (Google Workspace and similar).
• Excellent verbal, written, and presentation skills.
• Based in or near the Washington, D.C. metropolitan area.
• Willingness and ability to travel up to 50% nationally.

Estimated Annual Pay Range: $160,000—$220,000 USD (OTE, comprised of base compensation and commissions).

Benefits include: Healthcare programs with premiums 100% covered for the employee under most plans and 80% for family premiums; nationwide medical, vision and dental coverage; HSA and FSA with tax saving options; expanded mental health support; paid parental leave policy & fertility benefits; paid holidays, firmwide extended holidays, flexible PTO and personal sick time; professional development stipend; wellness/fitness benefits; healthy lunches and dinners provided daily.