Channel Sales Manager at Bigeye – San Francisco, California

Bigeye is the Enterprise AI Trust Platform - a unified solution that helps organizations ensure the data powering analytics, reporting, compliance, and AI systems is accurate, reliable, and trustworthy. Built on lineage-enabled data observability and quality, Bigeye provides complete visibility across modern enterprise data environments.
The Bigeye platform enables organizations to:

• Monitor data quality and pipeline health with real-time anomaly detection and automated checks.
• Discover, map, and trace end-to-end data lineage across hybrid data environments.
• Catalog and manage metadata with unified visibility into schemas, tables, columns, and data ownership.
• Scan and classify sensitive data (PII, PHI, PCI) to reduce privacy and compliance risk.
• Support AI Trust initiatives by embedding governance and policy enforcement into data access workflows.

With Bigeye, organizations eliminate data blind spots, accelerate AI adoption responsibly, and build trust in the data that drives their business.
Role Overview
We are seeking a Channel Sales Manager to build and scale Bigeye’s channel and reseller sales motion across North America. This is a quota-carrying role focused on recruiting, enabling, and driving revenue through Value-Added Resellers (VARs), consulting firms, and cloud-aligned partners.
Core product focus includes:

• Data Lineage & Impact Analysis
• Metadata Management
• Data Observability/Quality
• Sensitive Data Scanning
• AI Trust & Governance Solutions

Key Responsibilities
Channel & Reseller Strategy Execution

• Define and execute the reseller strategy with a focus on Bigeye’s Metadata Platform and Automated Data Lineage
• Recruit and onboard high-impact VARs.
• Build structured partner tiers and incentive programs.
• Implement deal registration and rules of engagement.

Drive Indirect Revenue and Pipeline

• Own partner-sourced and partner-influenced revenue targets.
• Manage quarterly partner pipeline goals.
• Enable partners to position and resell Bigeye’s product suite.
• Develop joint account plans for enterprise penetration.

Reseller Enablement & Sales Readiness

• Deliver product and value-based sales training.
• Provide demo scripts, competitive messaging, and sales toolkits.
• Host ongoing enablement sessions and resell/co-sell workshops.

Co-Sell Execution & Field Alignment

• Align with Enterprise and Channel AEs on joint opportunities.
• Drive coordinated account planning for complex deals.
• Support partner-led negotiations and executive engagements.

Channel Performance & Operations

• Establish KPIs and partner performance dashboards.
• Conduct Quarterly Business Reviews (QBRs).
• Identify expansion opportunities within partner reseller accounts.
• Refine incentives and enablement programs to drive performance.

Who You Are
Experience

• 5–10+ years of B2B SaaS sales experience.
• 3+ years in channel or reseller-focused sales roles.
• Proven success building and scaling VAR ecosystems.
• Experience selling enterprise software to data, analytics, or governance teams.

Attributes

• Revenue-driven with strong forecasting discipline.
• Strong relationship builder with executive presence.
• Operationally organized and pipeline-focused.
• Collaborative partner to internal and external stakeholders.
• Willingness to travel regularly for partner engagements.

What Success Looks Like (First 12 Months)

• Expand revenue from initial reseller partners and recruit additional partners to hit annual reseller quota
• Launch a formalized reseller program with defined tiers and incentives.
• Deliver consistent partner-sourced pipeline and revenue growth.
• Implement repeatable enablement and co-sell playbooks.
• Establish a predictable quarterly partner performance cadence.

Compensation

• Base salary range $140,000-150,000 (+ commission and equity), depending on location
• Curious how we came up with this range? Ask us about our process!

Benefits

• Highly competitive salary and equity opportunity
• Medical, Dental and Vision to keep you healthy
• Health and Wellness package
• 401k plan to help you save for the future
• Unlimited PTO to have fun
• Receive an elite technology package to make work easier