Head of Federal Channel

Who We Are 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. We’ve got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation, more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and Verkada is at the center of it. You can look at all kinds of communities to see our platform’s impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that’s alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We’re rapidly scaling this impact: today, more than 2 million Verkada devices are deployed across 170+ countries. About the Role As our Head of Federal Channel, you'll drive Verkada's Federal revenue growth through new and existing channel partners. This is a 100% channel-focused role, you will not carry a direct sales territory. This role goes beyond traditional channel management, it requires building enablement programs from scratch and driving internal alignment with existing distribution partners. You'll work closely with the Head of Federal and their team to build and execute the partner strategy that surfaces new business across a nationwide portfolio of Federal partners and geographies. Your success is directly tied to the Head of Federal's revenue target, with a goal of sourcing 50% of Federal revenue through the channel. You'll manage a large portfolio of Federal partners, building joint accountability plans, identifying whitespace, confirming pipeline, and executing strategic plans that tie directly to the Federal Division's goals. This is an individual contributor role. It requires hands-on execution and a focus on deal registrations and booked revenue against Federal Division targets. Close collaboration with Sales, Marketing, and Verkada's corporate Partner team is essential to your success and to the health of our Federal channel business. What You'll Do - Own, manage, and grow Verkada's Federal 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, to drive long-term, mutual business growth. - Partner with the Federal sales team to identify, develop, and close strategic opportunities across Federal 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, including clearly communicating partner economics (e.g., protected margin, deal registration value) to drive the right partner behavior. - Lead partner marketing initiatives and co-selling activities to generate demand and accelerate deals. - Drive enablement and accountability across distribution partners, including close collaboration with internal teams managing key distributor relationships to accelerate program execution. - 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. What You Bring - 10+ years selling into or supporting the Federal Government 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. - Demonstrated ability to hold partners accountable to commitments, not just cultivate relationships, comfort with direct, sometimes difficult conversations when partners aren't performing. - 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 and internal partners 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. - Willingness and ability to travel up to 50% nationally. US Employee Benefits Verkada is committed to investing in the holistic health and wellbeing of all employees and their families. Our benefits and perks programs include, but are not limited to: - Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under most plans and 80% for family premiums - Nationwide medical, vision and dental coverage - Health Saving Account (HSA) and Flexible Spending Account (FSA) with tax saving options - Expanded mental health support - Paid parental leave policy & fertility benefits - Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time - Professional development stipend - Wellness/fitness benefits - Healthy lunches and dinners provided daily Annual Pay Range At Verkada, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate's skills and experience, as well as market demands and internal parity. A Verkada employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of restricted stock units (RSUs) Below is the annual on-target earnings (OTE) range for full-time employees for this position, comprised of base compensation and commissions (if applicable). Estimated Annual Pay Range $250,000-$300,000 USD Verkada Is An Equal Opportunity Employer As an equal opportunity employer, Verkada is committed to providing employment opportunities to all individuals. All applicants for positions at Verkada will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law. Your application will be handled in accordance with our Candidate Privacy Policy.