Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.
Partnerships Lead-Channel & Platform Partnerships
Remote (Global)
August 21, 2026
Job description
This is a remote position.
Own Rayda's channel and platform partnership strategy across MSPs, EORs, HR platforms and other strategic partner ecosystems.
Identify, qualify and build a pipeline of high value partners that can distribute Rayda to their existing customer base.
Develop compelling partnership propositions and commercial models tailored to different partner types.
Own partnership negotiations from initial engagement through commercial agreement and activation.
Structure referral, reseller, co sell, revenue share and white label partnerships.
Drive partner activation from signed agreement through integration, first transaction and ongoing usage.
Build and manage partner sourced pipeline, customers, GMV and ARR.
Work closely with Sales, Marketing, Product, Engineering and Operations to enable and grow the partner channel.
Develop repeatable partner acquisition, onboarding, activation and enablement processes.
Build and continuously improve Rayda's Partnerships Playbook and identify partner segments with the greatest potential for scale.
Requirements
4–7 years of experience in partnerships, business development, enterprise sales, channel sales or a related commercial role.
Proven experience building partnerships that generated measurable commercial results.
Strong B2B sales and business development experience.
Experience negotiating and structuring commercial agreements.
Experience building and managing relationships with senior decision makers.
Strong commercial and analytical thinking.
Ability to build a partnership pipeline from scratch and convert opportunities into active partnerships.
Comfortable working with ambiguity, limited structure and cross functional teams.
Experience in one or more of EOR, HR technology, HRIS, payroll, MSP, IT services, SaaS, marketplaces, fintech or infrastructure businesses is strongly preferred.
Experience building a channel or ecosystem from scratch is particularly valuable.
Benefits
Why Join Rayda?
This is an opportunity to build a new distribution channel inside a rapidly expanding global IT infrastructure company.
You won't be inheriting a mature partnerships function.
Competitive salary + performance-based compensation + Rayda equity/ESOP participation.
The exact package will reflect the seniority and experience of the successful candidate.
Apply now
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Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.
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